Cross-sectoral comparison of the effect of sales planning practices on manufacturing strategy in supply chains

Abstract

The goal of the paper is to make a cross-industrial comparison of the effect of sales planning practices on different types of manufacturing strategies applied in 343 producing companies operating in European, Asian and African supply chains. In order to achieve an empirical aim a necessary methodology and statistical analyses have been employed. In the result of the analysis multiple regression models have been developed for specific manufacturing strategies in supply chains operating in different industries worldwide. It enabled to make cross-sectoral comparisons of the contribution to variance in manufacturing strategy.