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April 10, 2026International Journal of Production EconomicsOpen Access

Adapting sales and operations planning to engineer-to-order complexity: a multifaceted information processing approach to managing uncertainty and equivocality

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Authors

HSHafez ShurrabPJPatrik Jönsson

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Overview

Investigates how firms adapt S&OP processes to manage uncertainty in engineer-to-order manufacturing, suggesting key improvements for efficiency.

Key Points

  • The research aims to develop a framework for adapting S&OP in engineer-to-order manufacturing to address customization challenges.
  • Conducted a multiple-case study of four large ETO manufacturers
  • Analyzed how firms design their S&OP processes
  • Developed a theoretical framework integrating various organizational theories
  • Effective S&OP design is contingent upon the firm's ETO archetype
  • Successful technical systems rely on a healthy social environment
  • Identified socio-behavioral ambiguities as distinct information processing requirements

Cite This Study

Shurrab et al. (2026) studied this question.

synapsesocial.com/papers/69d892d16c1944d70ce03fabhttps://doi.org/10.1016/j.ijpe.2026.110023
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Also Consider

Synapse has enriched 5 closely related papers on similar clinical questions. Consider them for comparative context:

  1. 1Exploring adjustment mechanisms in the sales and operations planning process: an industrial case study2025
  2. 2An innovative model to enhance engineer-to-order companies operational efficiency conceived using axiomatic design theory2024 · 1 citations
  3. 3Customer-Side Governance in Engineer-to-Order Procurement: Evidence from Capital Equipment Projects2026
  4. 4Integrating supply chain risk management activities into sales and operations planning2024 · 17 citations
  5. 5Stochastic Multi-Objective Sales and Operations Planning with Plan Stability Objectives and Supply Order Allocation Using Simulation–Optimization2026