Resilienz durch S&OP

: Chancen und Risiken für die Unternehmensresilienz durch die Optimierung eines S&OP-Prozesses am Beispiel Greiner Packaging

Abstract

Organisations are increasingly confronted with volatile markets and unexpected disruptions, which has heightened the importance of organisational resilience. The ability to respond flexibly and efficiently to external influences is considered a key strategic success factor. In this context, integrated planning processes such as Sales and Operations Planning (S&OP) are becoming increasingly important. They enable cross-functional coordination and lead to transparency. The objective of this thesis is to examine how the implementation and optimisation of an S&OP process can enhance organisational resilience. This includes both a theoretical analysis of the potential advantages and challenges, as well as a practical case study based on the company Greiner Packaging. The objective is to identify the opportunities and risks associated with such a process and to determine the key success factors for designing an optimal S&OP process that strengthens organisational resilience in a sustainable way. The methodological approach combines a thorough literature review with an empirical case study. On a theoretical level, the concepts of S&OP and organisational resilience are analysed in detail, with a focus on their intersections. In the empirical part, the current S&OP process at Greiner Packaging is examined using internal documentation and then compared with the theoretical findings. This comparison is used to systematically identify alignments, deviations, and potential areas for development. Based on this, an optimised reference process is developed that suits the specific needs of the company. The analysis shows that the existing S&OP process at Greiner Packaging already includes important resilience-enhancing elements, such as the use of digital tools and early initiatives to promote cross-functional collaboration. However, there are weaknesses in areas such as strategic integration, risk management, and the use of simulation-based planning. Cultural challenges, such as a strong departmental focus, also prevent the process from reaching its full potential. The developed reference process addresses these challenges by implementing clearly defined roles, integrated risk assessments, and an increased use of scenario analyses and simulations. The thesis concludes that S&OP, when systematically implemented and continuously improved, can serve as an effective instrument for strengthening organisational resilience. S&OP enables companies to consistently pursue their strategic goals and ensure operational performance despite external influences, especially in volatile and uncertain market environments.

Date of Award	2025
Original language	German (Austria)
Supervisor	Roland Braune (Supervisor)