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  • Directional/ strategic marketing planning
  • Janse van Rensburg DB, Drotsky GAP
  • ISBN: 9780627034732
  • eISBN: N/A
  • ePub ISBN: 9780627034749
  • 392 Pages | Published: 2017

Today’s ever-changing marketing environment, accompanied by unpredictable competitive actions, creates uncertainty for enterprises and presents dilemmas, challenges and problem situations that necessitate planning ahead in order to survive. Directional/strategic marketing planning presents a step-by-step approach to developing plans that give direction to future marketing actions.


Directional/strategic marketing planning begins with the marketing audit, which provides a clear understanding of the enterprise’s current position in the market, the nature of the opportunities and threats in the external environment, and the enterprise’s internal strengths and weaknesses. Once the basic directional market options available in the future have been determined, specific decisions that the marketer needs to make, given a range of specific plans, are discussed.


Contents include the following:

• Variables of the market environment

• Macroenvironmental factors

• Review of sustainable competitive advantages of the enterprise

• Marketing plan objectives

• The distribution function

• Enterprise-to-enterprise marketing

• The commercial services marketing mix

• Decision to enter a foreign market and collection of information


Directional/strategic marketing planning is aimed at third and fourth year marketing students.

1 Directional marketing planning in perspective


2 The marketing audit and swot analysis


3 Environmental scanning: the enterprise


4 Environmental scanning: the market


5 Environmental scanning: the macroenvironment


6 Evaluation of the enterprise’s current position and review of key policy decisions


7 Selection of a directional option, setting directional objectives and formulating guidelines for anew approach to the market


8 Marketing plan to support the overall market plan


9 Selected areas for directional marketing planning: distribution channels in wholesale and retail marketing


10 Selected areas for directional marketing planning: enterprise-to-enterprise marketing (e2e marketing)


11 Selected areas for directional marketing planning: commercial services marketing


12 Selected areas for directional marketing planning: international marketing, the field for international marketing and the enterprise’s readiness to enter international markets


13 Selected areas for directional marketing planning: international marketing – steps in international marketing, collection of information and planning the export cycle


14 Selected areas for directional marketing planning: international marketing – formulation of the international market and marketing plan


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PowerPoint outlines

JPEGs of all figures and tables

Suggested Answers to the Discussion questions in the textbook

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