• S&OP and budgeting: Living apart together?

      Vereecke, Ann; Roodhooft, Filip; De Baets, Shari (2018)
    • S&OP and financial planning: Happy marriage or long-distance relationship?

      Vereecke, Ann; Roodhooft, Filip; De Baets, Shari (2018)
      The S&OP literature highlights the importance of integrating financial planning with S&OP. However, neither S&OP nor budgeting literature offer descriptive or prescriptive studies on this daily organizational reality. This paper provides a case study in a multi-national, detailing the relationship and reciprocating effects (positive and negative) between S&OP and budget.
    • SABAF: moving to a learning environment

      Roome (+), Nigel; Louche, Céline (Journal of Management Development, 2011)
    • Safeguarding serendipitous creativity during the COVID-19 Pandemic

      Ben-Menahem, Shiko; Erden, Zeynep (California Management Review, 2020)
      How does a firm ensure creative interactions among people within and outside of the organization in pandemic conditions?
    • Safety Stock Optimization in Two-Echelon Assembly systems: Normal Approximation Models

      Desmet, Bram; Aghezzaf, El-Houssaine; Vanmaele, Hendrik (International Journal of Production Research, 2010)
      This paper tackles the problem of optimising safety stocks in a two-echelon assembly system. It presents and discusses several approximation models for the assembly lead-time under the assumption of normality of the assembly demand and normality of components’ nominal lead times. These approximation models are subsequently used to optimise safety stocks throughout a two-echelon assembly system. They are then tested on a particular two-echelon N-identical component assembly system. The obtained results are compared with the results of a discrete event simulation. Finally, it is shown that lead-times and safety stock results already obtained for a two-echelon distribution system can also be derived without difficulty from those of two-echelon assembly systems.
    • Sainsbury's (A): Transforming the supply chain

      Slagmulder, Regine; Grottoli, D.; Corsten, D. (2003)
      This is the first of a two-case series (603-020-1 and 103-057-1). In 2000, under increasing competitive pressure from other major UK retailers, J Sainsbury's Supermarkets embarked on a radical transformation of its supply chain. The case study describes the challenges involved in rejuvenating the firm's supply chain infrastructure, systems, processes, and skill sets as part of an 'all-or-nothing' strategy to regain a leadership position in the marketplace. The teaching objectives are: (1) to learn about recent developments in supply chain configuration and information systems in the retail industry, and (2) to assess the opportunities and risks associated with major investments in supply chain restructuring.
    • Sainsbury's (B): Supply Chain Performance Measurement

      Slagmulder, Regine; Grottoli, D.; Corsten, D. (2003)
      This is the second of a two-case series (603-020-1 and 103-057-1). The (B) case focuses on the performance measurement tools that Sainsbury's has implemented to improve the efficiency and effectiveness of its supplier relations. It describes the internal information system that provides up-to-date performance data on suppliers as well as an Internet- enabled system aimed at sharing daily supply chain information with suppliers. The case also demonstrates how a performance assessment tool called the Global Scorecard helps Sainsbury's and its suppliers identify opportunities for jointly improving their interface. The teaching objectives are: (1) to illustrate state-of-the-art information systems aimed at measuring and managing supplier performance in a retail context, and (2) to discuss how retailers and suppliers can work together to improve the efficiency of their interface and strengthen their relationship.
    • Sales and operation integration: The role of collaboration and alignment

      Rangarajan, Deva; Bouters, R.; Weijters, Bert; Paesbrugghe, Bert (2015)
    • Sales team effectiveness: A conceptual model

      Rangarajan, Deva; Muylle, Steve (2005)
    • Sales teams: één voor allen, allen voor één!

      Muylle, Steve; Rangarajan, Deva (2004)
    • Salespeople are from Mars, Purchasers are from Venus: matching sales to purchasing

      Paesbrugghe, Bert (2017)
      There is no business without sales and no sales without customers. The bridge that spans business‐to‐business (B2B) selling and their customers is termed a buyer‐seller relationship. The contemporary buyer‐seller environment presents salespeople with the challenge of finding ways to overcome the current ineffectiveness of many previously effective sales approaches. The effectiveness of many sales approaches has been questioned based on the ongoing paradigm shift in the purchasing domain. Purchasing based changes have had, and are expected to continue to have a tremendous influence on the buying process. Yet, the different roles in buyer‐seller relationships are, in the Marketing and Sales domain, either studied from the buyer’s perspective or from the seller’s point of view. Buying organizations, however, are gradually shifting power to the purchasing function. For sales practitioners and sales researchers, this ongoing shift demands a study in the evolution of the purchasing function in order to improve their sales approaches. This doctoral thesis analyzes the domain of Buyer‐Seller Relationships in B2B contexts, with an emphasis on Personal Selling and Sales Management. The objective of this dissertation is to obtain a better understanding of how changes in market conditions and advances in technology have empowered the B2B purchaser, thereby creating new challenges to the sales organization and sales function. The first essay of this dissertation is based on an extensive review of the Buyer‐Seller literature and is a call to sales practitioners to pay more attention to the purchasing function and to develop sales strategies.
    • Same same, but different: Eine Analyse des Humankapitals weiblicher und männlicher Aufsichtsräte in Deutschland

      Fehre, Kerstin; Spiegelhalder, Rebecca (Schmalenbachs Zeitschrift für betriebswirtschaftliche Forschung, 2017)
      Der Beitrag untersucht die Frage, ob sich Frauen und Männer im Aufsichtsrat in ihrem Humankapital unterscheiden und somit durch Geschlechterdiversität die Voraussetzung für Wissens- und Fähigkeitenvielfalt gegeben ist. Hierzu wurden die Lebensläufe von 264 Frauen und Männern in Aufsichtsräten der HDAX- und SDAX-Unternehmen analysiert. Die Ergebnisse zeigen, dass Frauen und Männer im Aufsichtsrat Unterschiede in Bezug auf ihre Studienabschlüsse, ihre Berufserfahrung, die Anzahl weiterer Aufsichtsratsmandate, die Art der Berufung, ihre Auslandserfahrung und die Anzahl ihrer Kinder aufweisen. Keine Unterschiede konnten hinsichtlich der Zugehörigkeit zur Eigentümerfamilie nachgewiesen werden. Daraus lässt sich schlussfolgern, dass Frauen im Aufsichtsrat das Ressourcenbündel an Fähigkeiten und Wissen erweitern. Mit diesem Ergebnis leistet die Studie einen wichtigen Beitrag zur Corporate Governance Forschung. Ferner leistet die Studie einen Beitrag zur Humankapitaltheorie, indem bislang vernachlässigte Humankapitalkriterien untersucht werden und schafft eine Basis für fundierte Diskussionen zum Thema Frauen in Führungspositionen.
    • Samenwerking in de zorgsector

      Krols, Krist'l; Van Steendam, Tom (Zorgmagazine, 2013)
      The present study aims to unravel the relationship between competency development, employability and career success. To do so, we tested a model wherein associations between employee participation in competency development initiatives, perceived support for competency development, self-perceived employability, and two indicators of subjective career success (i.e. career satisfaction and perceived marketability) have been specified. A survey was conducted among a sample of 561 employees of a large financial services organization. The results support the idea that employee participation in competency development initiatives as well as perceived support for competency development is positively associated with workers' perceptions of employability. Moreover, self-perceived employability appeared to be positively related with career satisfaction and perceived marketability. A full mediation effect was found for the relationship between participation in competency development initiatives and both career satisfaction and perceived marketability, while a partial mediation effect was found in case perceived support for competency development was the predictor variable. The implications of our findings for understanding the process through which individuals and organizations can affect subjective career success are discussed.
    • The sandwich game: Founder-CEOs and forecasting as impression management

      Collewaert, Veroniek; Vanacker, Tom; Anseel, Frederik; Bourgois, Dries (Journal of Business Venturing, 2021)
      Drawing on impression management and social exchange theory, we examine the use of positively biased forecasts by (non-)founder-CEOs as an impression management tactic vis-à-vis their existing investors. Contrary to their non-founder counterparts, founder-CEOs identify more with the venture they founded and, therefore, experience greater instrumental and affective concerns about the long-term relationship with their investors. Consequently, we hypothesize that founder-CEOs will strategically provide less positively biased forecasts to their investors than non-founder-CEOs. Using two independent samples with revenue forecasts reported to different venture capital investors and a causal chain scenario study consisting of two experiments, we find consistent support for our hypothesis. Overall, this study provides new insights into the use of forecasts as a post-investment impression management tactic by distinct types of CEOs in entrepreneurial ventures.
    • Scanning for profitable (international) growth

      Sleuwaegen, Leo (Journal of Strategy and management, 2013)