Marketing Papers

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Book Chapter

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What evidence exists on the value of formal planning for strategic decision-making in marketing? This paper reviews the evidence. This includes two tests of face validity. First, we use the market test: Are formal procedures used for marketing planning? Next, we examine expert prescriptions: What do they say is the best way to plan? More important than face validity, however, are tests of construct or predictive validity: What empirical evidence exists on the relative value of formal and informal approaches to marketing planning? The paper concludes with suggestions on the types of research that would be most useful for measuring the value of formal marketing planning. Before reviewing the evidence, we present a framework for the formal planning process.


Postprint version. Published in H. Thomas and D. Gardner (eds.), Strategic Marketing and Management, John Wiley & Sons, Ltd, 1985, pages 73-87. The author has asserted his/her right to include this material in ScholarlyCommons@Penn.

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Date Posted: 03 August 2006