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    Expanding Sales and Operations Planning using Sentiment Analysis: Demand and Sales Clarity from Social Media

    197454_110307_ANZAM_2013_published_version.pdf (488.6Kb)
    Access Status
    Open access
    Authors
    Wood, Lincoln
    Reiners, Torsten
    Srivistava, H.
    Date
    2013
    Type
    Conference Paper
    
    Metadata
    Show full item record
    Citation
    Wood, Lincoln C. and Reiners, Torsten and Srivistava, Hari. 2013. Expanding Sales and Operations Planning using Sentiment Analysis: Demand and Sales Clarity from Social Media, in Grimmer, M.R. and Hecker, R. (ed), Proceedings of the 27th Australian and New Zealand Academy of Management (ANZAM) Conference : Managing on the Edge, Dec 4-6 2013, pp. 1-17. Hobart, Tasmania: Australian & New Zealand Academy of Management (ANZAM).
    Source Title
    ANZAM Conference Proceedings
    Source Conference
    27th Australian and New Zealand Academy of Conference Management
    ISBN
    9780987596819
    URI
    http://hdl.handle.net/20.500.11937/12955
    Collection
    • Curtin Research Publications
    Abstract

    We outline the use of sentiment analysis as a tool for demand planning in sales and operations planning (S&OP). First, we explain how S&OP functions and the reliance on cooperation or collaboration with other firms to gain information. We introduce sentiment analysis and show its value in determining marketplace-changes which feed into supply chains. We show how sentiment analysis supports data acquisition independent of other firms in the supply chain; incorporated into S&OP, these data can support preparation for changing requirements. While demonstrated in marketing, this concept remains unproven in supply chain research. We believe this is the first assertion and examination of how sentiment analysis can support effective S&OP but further empirical research is required to validate this concept.

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