Marketing program planning, process benefits, and store performance: An initial study among small retail firms

    Authors

    J. S. Conant;J. C. White

    Comments

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    Abbreviated Journal Title

    J. Retail.

    Keywords

    ORGANIZATIONAL PERFORMANCE; SYSTEM CHARACTERISTICS; BUSINESS-UNIT; STRATEGY; IMPACT; Business

    Abstract

    Despite the importance of thinking strategically when adapting to environmental change, independent retail firms often find that day-to-day operational demands inhibit their ability to participate in the marketing planning process. Further, the marketing and retailing literature provides few insights to retailers interested in better understanding how to plan most effectively. Past research has emphasized the formal aspects of planning and the empirical evidence is mired regarding the relationship between planning and performance. This study develops new measures of both marketing program planning (MPP) and the intermediate process benefits that result from planning. We then assess their impact on performance using data collected from independent computer store retailers. Results indicate 1) the planning dimension "strategic clarity" is significantly related to the process benefits "market knowledge" and "marketing program effectiveness," 2) process benefits mediate the relationship between planning and performance, and 3) process benefits are positively related to financial performance.

    Journal Title

    Journal of Retailing

    Volume

    75

    Issue/Number

    4

    Publication Date

    1-1-1999

    Document Type

    Article

    Language

    English

    First Page

    525

    Last Page

    541

    WOS Identifier

    WOS:000085494800005

    ISSN

    0022-4359

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