Study Guide Sample

Chapter 2: Strategic and Marketing Planning
After studying this chapter, you should be able to:
Recognize the nature and scope of planning including the five key elements
that are crucial to planning activities.
Planning is essential for good business decisions. Planning includes defining the timing of
activities, specifying tasks, assigning responsibility, following-up, and budgeting. Strategic
planning focuses on the long-range plans at the corporate and business levels of the firm.
Marketing planning is done at the marketing level (the product level or product-line level).
 2
Understand each of the fundamental steps involved in developing a strategic
Strategic planning allows a firm to coordinate the efforts of all of its departments and to
allocate its resources. Steps involved include defining the firm’s mission, its SBUs, the firm’s
objectives, analyzing SBU performance, finding growth opportunities, and writing marketing
Appreciate the fundamentals of marketing planning
Marketing planning occurs at the product level and needs to be consistent with the firm’s
strategic plan. A marketing plan can be written for a product or a product line. It includes an
executive summary, an analysis of the firm’s situation, assessment of opportunities and
threats, specifying objectives, forming marketing strategies, preparing actions programs and
budgets, and developing control procedures.
Directions: Select the term that best identifies the statement listed below. Place the letter of
the correct term in the space provided.
Market development
Tactical planning
Marketing planning
Problem children
Strengths and weaknesses
BCG matrix
Strategic planning
Market penetration
I. Corporate strategy
J. Backward integration
K. Product development
L. Opportunities and threats
M. Strategy
N. Build
O. Product diversification
Chapter 2: Strategic and Marketing Planning
____ 1. Marketing plans developed at the product or product line level.
____ 2. Attempting to sell more existing products to existing markets of the firm.
____ 3. Attempting to sell new products to new markets of the firm.
____ 4. Developed the Product-Portfolio analysis procedure for resource allocation.
____ 5. The “fit” between the organization and its environment.
____ 6. Attempting to sell more existing products to new markets for the firm.
____ 7. Occurs when a business buys out a firm upstream.
____ 8. Specifying planning details for a definite period of time.
____ 9. Internal assessments of a firm using a SWOT analysis.
____ 10. A strategy used to improve an SBU’s performance by investing additional
resources in the SBU.
____ 11. Designing the firm’s overall “game plan.”
____ 12. External assessments of a firm’s environment using a SWOT analysis.
____ 13. SBUs that are growing fast but have low market shares and low profits in a BCG
____ 14. Attempting to sell new products of the firm to the firm’s existing markets.
____ 15. Attempts to answer the question: “What businesses should we be in?”
Directions: Write T (true) or F (false) in the space provided.
____ 1. Strategic planning involves designing ways for a firm to adapt to its changing
____ 2. Budgeting attempts to ensure that a firm can afford to do what it plans to do.
____ 3. Strategic planning and marketing planning are essentially the same thing.
____ 4. The “game plan” for a firm is called a marketing plan.
____ 5. Mission statements should be the driving force behind strategic planning decisions.
Chapter 2: Strategic and Marketing Planning
____ 6. Each SBU should develop its own objectives and strategic plan, but not its own
mission statement.
____ 7. When an SBU has the objective: “We need to do a better job this year,” this is an
example of a good objective.
____ 8. The goal of a divest strategy is to use the SBU to generate cash for the other SBUs.
____ 9. The goal of a harvest strategy is to stop investing resources in the SBU.
____ 10. The BCG matrix categories a firm’s products or its SBUs.
____ 11. Ideally in a BCG matrix, a firm should have only stars and cash cows.
____ 12. The BCG matrix does not assume a causal relationship between market share and
____ 13. Typically, a marketing channel of wholesalers and retailers is located upstream
from the manufacturer.
____ 14. Typically, suppliers of raw materials are located downstream from a
____ 15. The executive summary is the first thing that should be written when preparing a
marketing plan.
Directions: Write the letter of the best answer in the space provided.
____ 1.
Which of the following should be included in a marketing plan?
A customized marketing mix designed to fit the target market
A product positioning strategy
Definition of the target market
All of the above
____ 2.
Which type of plan specifies the details of a plan for a specific period of time?
Strategic plan
Tactical plan
Marketing plan
Horizontal plan
Chapter 2: Strategic and Marketing Planning
____ 3.
Which of the following can be an SBU?
A product line
A product
A business
All of the above
____ 4.
Which of the following is a specific outcome of an objective?
A level of brand awareness for a product
Sales in dollar amount
Number of units to be sold
All of the above
____ 5. Which of the following is a good example of an area for a competitive position
a. The image of the product
b. Customer retention
c. Labor hours
d. Earnings per share
____ 6. Focusing a firm’s efforts on a smaller target market segment in an attempt to satisfy
the needs of this segment better than the needs can be satisfied with a larger segment
is an example of a(n) ______ strategy.
a. harvest
b. niche
c. divest
d. build
____ 7.
The vertical axis in the BCG matrix consists of the ______ for the market.
growth rate
____ 8. In the BCG matrix, stars have ______ market growth rates and ______ market
a. low; low
b. low; high
c. high; high
d. high; low
____ 9. When a firm tries to stimulate growth within its current businesses, it is engaged in
a(n) ______ growth strategy.
a. intensive
b. integrative
c. diversification
d. BCG
Chapter 2: Strategic and Marketing Planning
____ 10. A market penetration strategy is typically used for ______ products in
______ markets.
a. mature; new
b. new; mature
c. new; new
d. mature; mature
____ 11. Wholesalers and retailers are typically located ______ from the manufacturer in a
marketing channel.
a. upstream
b. diagonally
c. downstream
d. horizontally
____ 12. When a firm buys out competitors at the same stage along its value chain, this is
known as ______ integration.
a. horizontal
b. vertical
c. diagonal
d. backward
____ 13. When a firm buys out another firm that has different customers and different
products, this is known as ______ diversification.
a. lateral
b. conglomerate
c. backward
d. vertical
____ 14. The detailed marketing strategies related to a product’s marketing mix are known
as a(n):
a. marketing plan.
b. corporate strategy.
c. business strategy.
d. SBU plan.
____ 15. The synopsis of the marketing plan is known as the:
a. budget.
b. mission statement.
c. SBU plan.
d. executive summary.
Chapter 2: Strategic and Marketing Planning
Application Activity
A firm can choose between four basic growth strategies: (1) market penetration, (2) product
development, (3) market development, and (4) diversification. For each of the following
examples, code the type of strategy that is being used according to the following codes:
PD – product development
MD – market development
MP – market penetration
D – diversification
_____ 1.
A soft drink company buys out a personal computer firm.
_____ 2.
McDonald’s opens its restaurants in two new countries.
_____ 3.
Harley-Davidson attempts to convince women to purchase its motorcycles.
_____ 4.
Pepsi has a “2-for-1 sale” in a local supermarket.
_____ 5.
PepsiCo starts selling “Sierra Mist” as a lemon-lime soft drink.
_____ 6.
Colgate starts selling a tube of toothpaste that contains 20 percent more
toothpaste for the same price.
Chapter 2: Strategic and Marketing Planning
Experiential Learning Activity
A firm can attempt to grow by using strategies for market development, product development,
market penetration, or diversification. Go to a large supermarket and notice examples of each
of these types of strategies among the 30,000 products that you find for sale there:
1. What are some examples of a market penetration strategy?
2. What are some examples of a product development strategy?
3. What are some examples of a market development strategy?
4. What are some examples of a diversification strategy?
Chapter 2: Strategic and Marketing Planning
Internet Exercise
PepsiCo has five major brands that it uses as strategic business units (SBUs) in its strategic
planning activities.
1. Go to Pepsi’s Web site at:
2. Click on “Company” at the top of the screen.
3. Next, click on “Brands and Companies” and list the five major brands that PepsiCo
uses as its SBUs and the number of different products that it sells under each brand
Brand name
Number of products
(a) _________________
(b) _________________
(c) _________________
(d) _________________
(e) _________________
4. Were you surprised at any of the products that PepsiCo sells under any of these brand
names? If so, which brands surprised you?