The Demand Management Process

Keely L. Croxton, Douglas M. Lambert, Sebastián J. García-Dastugue, Dale S. Rogers

Research output: Contribution to journalArticlepeer-review

103 Scopus citations


Demand management is the supply chain management process that balances the customers' requirements with the capabilities of the supply chain. With the right process in place, management can match supply with demand proactively and execute the plan with minimal disruptions. The process is not limited to forecasting. It includes synchronizing supply and demand, increasing flexibility, and reducing variability. In this paper, we describe the demand management process in detail to show how it can be implemented within a company and managed across firms in the supply chain. We examine the activities of each sub-process; evaluate the interfaces with corporate functions, processes and firms; and provide examples of successful implementation.

Original languageEnglish (US)
Pages (from-to)51-66
Number of pages16
JournalThe International Journal of Logistics Management
Issue number2
StatePublished - Jul 1 2002
Externally publishedYes


  • Customer requirements
  • Demand management
  • Supply-chain management

ASJC Scopus subject areas

  • Business and International Management
  • Transportation


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