@article{Romão_Scavarda_Seeling_2021, title={SALES & OPERATIONS PLANNING: Case study on the Engineer-To-Order production model in the entertainment industry}, volume={18}, url={https://bjopm.org.br/bjopm/article/view/1137}, DOI={10.14488/BJOPM.2021.016}, abstractNote={<p><strong>Goal: </strong>This article characterizes the application of the Sales and Operations Planning (S&OP) process in an audiovisual content production industry, whose production model is Engineer-To-Order (ETO), adding important empirical knowledge for S&OP in this production strategy within a unique context. </p> <p><strong> </strong><strong>Design / Methodology / Approach: </strong>The methodology adopted is based on an exploratory case study. The research adopts a well-known framework to characterize the process observed within the company.</p> <p><strong> </strong><strong>Results: </strong>The findings characterize the S&OP process based on the main components of the context, inputs, structure and process and outcomes / results, demonstrating that, even with the particularities of the industry, S&OP can be a key process to manage the business complexity and to achieve the objectives by the company.</p> <p><strong> </strong><strong>Limitations of the investigation:</strong> This study was based on the observations made in only one company, which is a research limitation towards the generalizability of the findings. Thus, for a deeper understanding of the theme, future research is necessary, expanding the observations to other companies.</p> <p><strong> </strong><strong>Practical implications:</strong> Practitioners can take stock of the S&OP characterization and the lessons learned herein to help to support their S&OP initiatives, especially regarding ETO contexts.</p> <p> <strong>Originality / Value: </strong>This article sought to reduce the research-practice gap in the literature concerning the need for a complete characterization of the S&OP process from empirical researches and the understanding of S&OP application in the ETO production model.</p>}, number={3}, journal={Brazilian Journal of Operations & Production Management}, author={Romão, Luciana de Oliveira Pedra and Scavarda, Luis Felipe and Seeling, Marcelo Xavier}, year={2021}, month={Apr.}, pages={1–12} }