Identification and ranking of affecting factors on sales and operations planning (S&OP) process implementation by using fuzzy AHP and fuzzy TOPSIS approach (case study: dairy industry)

Document Type: Research Paper


Department of Industrial Engineering, Rouzbahan University, Sari, Iran.


Sales and Operations Planning (S&OP) includes up-to-date forecasts that lead to sales schedules, production schedules, inventory schedules, customer delivery plans, new product development plans, and financial plans. The purpose of this study is to identify the affecting factors of the implementation of the S&OP Process and determine the significance of each of them, as well as the ranking of the implementing department of this process by using the fuzzy AHP and fuzzy TOPSIS. Data collections in this research, by 10 experts of different planning and production departments of Kalleh dairy production company in 2018 have been conducted. To identify the factors, research findings and expert opinion have been used and the required data have been collected through the designed questionnaires. The validity of the questionnaire has been confirmed by the experts in this area, and its reliability has been analyzed using the incompatibility rate of the AHP method. The data analysis in this study was done using coding in Eecel software. The results show that among the S&OP executing parts, the highest impact of factors on UHT section was observed with 0.56 points and the lowest impact on the concentration with 0.37 points. The major affecting factors of sales and operations planning process implementation, relations with countries of the region and the world, customs rules (roof of the outflow of currency from the country in return for raw materials) and inflation rate and currency changes are known that the organization can be grown in order to thrive to generalize these issues.


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