In a constant changing market, firms must develop their ability to adapt developing strategies and marketing actions that capture the attention of potential consumers and meet their needs. Reputation management becomes a key resource that, through a structured marketing planning, captures a purpose of interaction of the companies' marketing capabilities, getting them to develop conscious actions in line with the market preferences. Thus, it is intended to understand the role of planning in marketing capabilities, exploring the direct and indirect effects of the several variables presented and the mediating effect of planning between brands' reputation and their marketing capabilities. The conceptual model was tested using PLS-SEM and survey data from 180 SMEs. The results concerning the direct effects and the mediating effect of planning in the marketing capabilities complement the existing research.

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Marketing planning,Marketing capabilities,Partial least squares,PLS,Brand reputation,B2B

• Matemáticas - Ciências Naturais
• Economia e Gestão - Ciências Sociais
• Outras Ciências Sociais - Ciências Sociais