Empirical Generalisation in Marketing

Abstract

An empirical generalisation is a relationship between two or more variables that has been observed across a range of conditions. By knowing that an observed relationship holds under a range of conditions (and that it does not hold under other conditions) it is possible to use knowledge of the relationship for practical purposes, such as making routine predictions and stating principles. It is also possible to start to theorise why the relationship occurs, and why it holds under some conditions and not others, thereby moving from empirical description to theory-building. The importance of this form of knowledge for marketing is examined. Practical measures are suggested to encourage the search for empirical generalisations.