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Research in marketing strategy

• Review Paper
• Published: 18 August 2018
• Volume 47 , pages 4–29, ( 2019 )

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• Neil A. Morgan 1 ,
• Kimberly A. Whitler 2 ,
• Hui Feng 3 &
• Simos Chari 4  

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Marketing strategy is a construct that lies at the conceptual heart of the field of strategic marketing and is central to the practice of marketing. It is also the area within which many of the most pressing current challenges identified by marketers and CMOs arise. We develop a new conceptualization of the domain and sub-domains of marketing strategy and use this lens to assess the current state of marketing strategy research by examining the papers in the six most influential marketing journals over the period 1999 through 2017. We uncover important challenges to marketing strategy research—not least the increasingly limited number and focus of studies, and the declining use of both theory and primary research designs. However, we also uncover numerous opportunities for developing important and highly relevant new marketing strategy knowledge—the number and importance of unanswered marketing strategy questions and opportunities to impact practice has arguably never been greater. To guide such research, we develop a new research agenda that provides opportunities for researchers to develop new theory, establish clear relevance, and contribute to improving practice.

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Social media marketing strategy: definition, conceptualization, taxonomy, validation, and future agenda

Online influencer marketing

Customer experience: fundamental premises and implications for research

We follow Varadarjan’s (2010) distinction, using “strategic marketing” as the term describing the general field of study and “marketing strategy” as the construct that is central in the field of strategic marketing—just as analogically “strategic management” is a field of study in which “corporate strategy” is a central construct.

Following the strategic management literature (e.g., Mintzberg 1994 ; Pascale 1984 ), marketing strategy has also been viewed from an “emergent” strategy perspective (e.g. Hutt et al. 1988 ; Menon et al. 1999 ). Conceptually this is captured as realized (but not pre-planned) tactics and actions in Figure 1 .

These may be at the product/brand, SBU, or firm level.

These strategic marketing but “non-strategy” coding areas are not mutually exclusive. For example, many papers in this non-strategy category cover both inputs/outputs and environment (e.g., Kumar et al. 2016 ; Lee et al. 2014 ; Palmatier et al. 2013 ; Zhou et al. 2005 ), or specific tactics, input/output, and environment (e.g., Bharadwaj et al. 2011 ; Palmatier et al. 2007 ; Rubera and Kirca 2012 ).

The relative drop in marketing strategy studies published in JM may be a function of the recent growth of interest in the shareholder perspective (Katsikeas et al. 2016 ) and studies linking marketing-related resources and capabilities directly with stock market performance indicators. Such studies typically treat marketing strategy as an unobserved intervening construct.

Since this concerns integrated marketing program design and execution, marketing mix studies contribute to knowledge of strategy implementation–content when all four major marketing program areas are either directly modeled or are controlled for in studies focusing on one or more specific marketing program components.

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Kelley School of Business, Indiana University, 1309 E. Tenth St., Bloomington, IN, 47405-1701, USA

Neil A. Morgan

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Alliance Manchester Business School, University of Manchester, Booth Street West, Manchester, M15 6PB, UK

Simos Chari

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Morgan, N.A., Whitler, K.A., Feng, H. et al. Research in marketing strategy. J. of the Acad. Mark. Sci. 47 , 4–29 (2019). https://doi.org/10.1007/s11747-018-0598-1

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Received : 14 January 2018

Accepted : 20 July 2018

Published : 18 August 2018

Issue Date : 15 January 2019

DOI : https://doi.org/10.1007/s11747-018-0598-1

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Journal of Public Policy & Marketing ( JPP&M ) is a forum for understanding the nexus of marketing and public policy, with each issue featuring a wide-range of topics, including, but not limited to, ecology, ethics and social responsibility, nutrition and health, regulation and deregulation, security and privacy. Learn more about JPP&M here .

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Into the Woods: Making a Difference via Marketing and Public Policy Research

In this editorial, Coeditors in Chief Jeremy Kees and Beth Vallen introduce their strategic vision for Journal of Public Policy & Marketing .

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JPP&M special issue editors Marie Louise Radanielina and Yany Grégoire set out to add marketing voices to the conversation about radicalization. Check out the research here.

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Journal of International Marketing ( JIM ) is dedicated to advancing international marketing practice, research and theory. This journal’s prime objective is to bridge the gap between theory and practice in international marketing for business scholars and practitioners. Learn more about JIM here .

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How do economic fluctuations affect consumers’ preference for global vs. local products? This Journal of International Marketing article explains.

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A Journal of International Marketing study explores how consumers’ engagement with online ads differs according to their cultural characteristics.

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The March 2024 issue of Journal of International Marketing is a special issue on International Selling and Sales Management. Click here to view the articles.

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Journal of Interactive Marketing aims to identify issues and frame ideas associated with the rapidly expanding field of interactive marketing, which includes both online and offline topics related to the analysis, targeting, and service of individual customers. We strive to publish leading-edge, high-quality, and original research that presents results, methodologies, theories, concepts, models, and applications on any aspect of interactive marketing. Learn more about the journal here .

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Research Papers | Publications

Marketing Management Research Paper Topics

This page is designed to serve as a comprehensive guide to marketing management research paper topics , offering insights into various dimensions of marketing that are essential in today’s globalized business environment. It includes an exhaustive list of topics divided into categories, practical tips on choosing and writing on marketing management subjects, and an exclusive section dedicated to iResearchNet’s specialized writing services. Whether a student, academician, or professional, this guide aims to provide a resourceful pathway to explore the multifaceted world of marketing management research, emphasizing the need for empirical inquiry, analytical thinking, and innovative approaches.

100 Marketing Management Research Paper Topics

Marketing management is a diverse field encompassing various aspects of marketing, such as strategy, consumer behavior, product development, branding, and more. Below is a comprehensive list of marketing management research paper topics divided into 10 different categories, each containing 10 specific topics. These topics cater to different levels of complexity and interest and can be explored for detailed research.

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• The Impact of Digital Marketing on Traditional Advertising Methods
• An Analysis of Guerrilla Marketing Techniques in Small Businesses
• The Role of Social Media in Influencing Consumer Behavior
• Evaluating the Success of Viral Marketing Campaigns
• Personalization in Marketing: Trends and Challenges
• The Influence of Environmental Sustainability on Marketing Strategies
• Brand Positioning and Differentiation Strategies
• The Integration of Artificial Intelligence in Marketing Decision Making
• B2B vs B2C Marketing Strategies: A Comparative Analysis
• Ethical Considerations in Influencer Marketing

Consumer Behavior

• The Psychology of Consumer Buying Behavior
• Impact of Cultural Factors on Consumer Preferences
• How Pricing Strategies Influence Consumer Choices
• The Effect of Online Reviews on Consumer Purchase Decisions
• Consumer Loyalty Programs and Their Impact on Retention
• Generational Differences in Consumer Behavior
• The Role of Emotions in Consumer Decision Making
• Ethical Consumerism and its Influence on Purchasing Behavior
• The Impact of Social Proof on Consumer Trust
• Understanding the Impulse Buying Behavior in Retail Settings

Product Management

• Product Life Cycle Analysis and Strategies
• New Product Development Processes: A Case Study
• The Role of Packaging in Product Perception
• Product Line Extension vs Brand Extension: A Critical Evaluation
• Managing Product Recalls Effectively
• Pricing Strategies for New Product Launches
• Role of Consumer Feedback in Product Improvement
• The Impact of Quality Management on Product Success
• Product Differentiation in Competitive Markets
• Strategies for Managing Obsolete Products
• Building Global Brands: Strategies and Challenges
• The Role of Storytelling in Brand Building
• Impact of Celebrity Endorsements on Brand Image
• Rebranding Strategies and Their Impact on Consumer Perception
• The Importance of Brand Equity and How to Measure It
• Building Brand Loyalty Through Customer Engagement
• Co-branding Strategies and Their Effectiveness
• The Influence of Brand Personality on Consumer Preferences
• Managing Brand Reputation in the Digital Age
• The Role of Corporate Social Responsibility in Branding

Sales Management

• The Art of Sales Forecasting: Methods and Accuracy
• Sales Training Techniques and Their Effectiveness
• Relationship Selling vs Transactional Selling
• Sales Promotion Strategies and Their Impact on Revenue
• The Role of Sales Automation Tools in Enhancing Performance
• Managing Sales Territories for Optimal Performance
• The Effect of Sales Incentives on Employee Motivation
• Integrating Customer Relationship Management (CRM) in Sales
• The Impact of Cross-Selling and Up-Selling Strategies
• Ethical Considerations in Sales Management

Digital Marketing

• Search Engine Optimization (SEO) Strategies
• Effective Content Marketing for Online Engagement
• Social Media Advertising: Trends and ROI Measurement
• Email Marketing Best Practices for Conversion
• The Role of Analytics in Digital Marketing
• Influencer Marketing in the Age of Social Media
• Mobile Marketing Strategies for Consumer Engagement
• The Future of Virtual Reality in Digital Marketing
• The Use of Big Data in Personalized Marketing
• Ethical Considerations in Digital Advertising

International Marketing

• Strategies for Entering Emerging Markets
• Cultural Sensitivity in International Marketing
• The Role of Global Marketing in Expanding Business Horizons
• International Pricing Strategies and Currency Considerations
• Managing International Marketing Partnerships and Alliances
• The Effect of Political Factors on International Marketing
• Standardization vs Localization in International Marketing
• The Role of E-commerce in Global Marketing Strategies
• Cross-Cultural Communication in International Business
• The Impact of Globalization on Local Brands

Services Marketing

• Quality Management in Service Delivery
• Strategies for Enhancing Customer Satisfaction in Service Industries
• The Role of Technology in Service Innovation
• Marketing Strategies for Professional Services
• Measuring Customer Expectations and Perceptions in Services Marketing
• The Effect of Online Platforms on Service Distribution
• Service Recovery Strategies and Customer Loyalty
• The Role of Employee Training in Service Excellence
• Relationship Marketing in Service Industries
• Ethical Considerations in Healthcare Services Marketing

Retail and E-commerce

• Omnichannel Retailing Strategies and Customer Experience
• E-commerce Growth and the Future of Traditional Retail
• The Role of Artificial Intelligence in E-commerce Personalization
• Consumer Trust and Security in Online Shopping
• Strategies for Reducing Shopping Cart Abandonment
• Mobile Commerce Trends and Consumer Behavior
• The Impact of E-commerce on Supply Chain Management
• Social Commerce: Integrating Social Media and Online Sales
• The Role of User Experience (UX) Design in E-commerce Success
• Ethical Considerations in E-commerce Operations

Marketing Ethics and Social Responsibility

• Ethical Challenges in Targeted Advertising
• The Role of Green Marketing in Sustainable Development
• Social Marketing Campaigns for Public Health
• Corporate Social Responsibility (CSR) and Brand Image
• Ethical Considerations in Market Research Practices
• The Influence of Ethical Leadership on Marketing Strategies
• The Impact of Fair Trade Practices on Consumer Perception
• Social Responsibility in Alcohol and Tobacco Advertising
• Ethical Considerations in Children’s Advertising
• The Role of Ethics in Product Development and Testing

In conclusion, marketing management is an extensive and multifaceted field that encompasses a wide range of research topics. From strategies and branding to ethics and international considerations, there is a rich array of subjects that students and researchers can delve into. The above topics offer a starting point for insightful inquiry, practical applications, and critical evaluation. Whether you are aiming for academic excellence or professional development, these topics can help foster a deeper understanding of marketing management and its integral role in today’s dynamic business landscape.

Marketing Management and the Range of Research Paper Topics

Introduction to marketing management.

Marketing Management is a complex and dynamic field that lies at the heart of business operations. It involves the planning, execution, and monitoring of marketing strategies, tailored to meet customer needs and business goals. The success of any product or service in the market largely depends on the effectiveness of marketing management.

Key Principles and Concepts

• Strategic Planning : Marketing management starts with the identification of target markets and the development of a marketing mix to satisfy consumers within that market. This includes the 4Ps of marketing: Product, Price, Place, and Promotion.
• Consumer Behavior Understanding : It’s essential to understand consumer behavior to create strategies that resonate with the target audience. This includes demographics, psychographics, and behavioral aspects like needs, preferences, and purchase behavior.
• Digital Marketing and Social Media : With the advent of the internet, digital marketing has become an indispensable tool. It includes SEO, content marketing, email marketing, social media marketing, and more.
• Branding and Brand Management : Building a strong brand image is vital for long-term success. Branding strategies include creating a unique brand identity, consistent messaging, and managing customer perceptions.
• Marketing Analytics and Metrics : Utilizing data and analytics helps in making informed decisions. Metrics such as customer lifetime value (CLTV), customer acquisition cost (CAC), and return on marketing investment (ROMI) are crucial.

Range and Depth of Research Paper Topics

The field of marketing management offers a plethora of research paper topics reflecting its multifaceted nature. Here are some broad categories:

• Strategic Marketing Management : Topics here may include SWOT analysis, competitive strategies, market segmentation, and differentiation.
• Digital Marketing and Social Media : Research on emerging digital marketing trends, social media strategies, influencer marketing, etc.
• Consumer Behavior : This includes studying consumer buying habits, cultural influences on purchasing, customer satisfaction, and loyalty programs.
• International Marketing Management : Topics related to global marketing strategies, cross-cultural communication, international branding, etc.
• Marketing Analytics and Metrics : This covers data-driven marketing, predictive analytics, performance metrics, and big data in marketing.
• Ethical Issues in Marketing : Exploring ethical considerations like deceptive advertising, privacy concerns, green marketing, and social responsibility.
• Emerging Trends in Marketing Management : Investigating newer trends like AI in marketing, omnichannel marketing, virtual reality, personalized marketing, etc.

These categories provide students with various angles to approach marketing management, from traditional strategies to current technological advancements.

Marketing management, with its diverse and ever-changing landscape, offers a wealth of intriguing and challenging topics for research. Whether one is drawn to the more traditional aspects or the innovative, technology-driven facets, the opportunities for exploration and analysis are boundless.

Understanding marketing management is crucial for anyone venturing into the business world. It combines creativity with analytics, strategy with execution, and always keeps an eye on the changing tides of consumer behavior. For students, academics, and professionals alike, delving into this field can provide valuable insights and skills that are applicable across various domains and industries.

Through this article, we have touched upon the key concepts and principles, and explored the extensive range of research paper topics within the realm of marketing management. These concepts and topics not only form the basis of academic study but also act as foundational pillars for businesses aiming to thrive in today’s competitive marketplace.

How to Choose Marketing Management Research Paper Topics

Choosing the right research paper topic can be a daunting task, especially in a field as broad and dynamic as marketing management. A well-chosen topic can be the difference between a research paper that’s engaging and insightful, and one that falls flat. Here’s a comprehensive guide to help you choose the ideal marketing management research paper topic:

Selecting a research paper topic in marketing management is not merely about picking something that seems interesting. It’s about aligning the topic with your interests, the course requirements, the targeted audience, and the current trends in the field. Here’s how to navigate this complex decision-making process:

• Identify Your Interests : Choose a topic that genuinely excites you. Whether it’s digital marketing or consumer behavior, aligning with your interests will make the research process more engaging.
• Consider the Relevance : Make sure the topic is relevant to your course and the current landscape of marketing management. Trending topics like social media advertising or AI in marketing might be more appealing.
• Check the Availability of Resources : Research the availability of credible sources on the topic. Libraries, academic journals, and online databases should have ample material for your chosen subject.
• Assess the Complexity : Balance complexity with your level of expertise. A topic that’s too simple may lack depth, while something too complex might be overwhelming.
• Align with Your Career Goals : If you have specific career goals in marketing, select a topic that adds value to your professional development.
• Evaluate the Scope : Define the scope of your research. A too broad topic will lack focus, while a narrow topic might lack content.
• Seek Guidance from Professors or Experts : Don’t hesitate to consult with professors or industry experts. They can provide insights that align with academic expectations and industry trends.
• Consider Ethical Implications : If your topic involves sensitive issues like consumer privacy, ensure that you approach it with the necessary ethical considerations.
• Analyze Existing Research : Look at existing research to identify gaps or areas for further exploration. Building on previous work can add depth to your paper.
• Create a Preliminary Thesis Statement : Once you’ve narrowed down your topic, create a preliminary thesis statement. This will guide your research and keep you focused on specific aspects of the subject.

Choosing the right topic for a marketing management research paper is a critical step in the research process. It sets the tone for the entire project and can greatly influence the quality and relevance of the work. By following these tips and giving careful thought to aspects such as interest, relevance, complexity, scope, and ethics, you can select a topic that not only meets academic requirements but also resonates with your passions and professional aspirations.

Remember, the chosen topic is not just a subject of study but a chance to contribute to the field, offering insights or solutions to existing challenges. Engage with the process, explore various avenues, and you’ll find a topic that’s not just suitable but truly inspiring and rewarding to work on.

How to Write a Marketing Management Research Paper

Writing a research paper on marketing management requires a thoughtful approach that balances theory, practice, analysis, and creativity. It’s not just about presenting facts but weaving them into a coherent narrative that adds value to the field of marketing management. Below you’ll find a guide that covers essential steps in crafting a high-quality research paper.

Embarking on a research paper in marketing management is an opportunity to delve into various aspects like market strategies, consumer behavior, digital marketing, or branding. It’s about unearthing insights, exploring theories, analyzing trends, and presenting them in an academically rigorous and engaging manner. Here’s how to structure and compose a standout marketing management research paper:

• Understand the Assignment : Read the assignment instructions carefully. Understand the requirements, deadlines, formatting guidelines, and grading criteria. Reach out to your professor if anything is unclear.
• Start with a Strong Thesis Statement : Develop a clear and concise thesis statement that defines the purpose of your research. It should articulate the main argument or question you intend to explore.
• Create an Outline : Plan the structure of your paper by creating an outline. Break it down into sections like introduction, literature review, methodology, findings, conclusion, and bibliography.
• Conduct Thorough Research : Use reputable sources like academic journals, books, and industry reports. Validate information through multiple sources to ensure accuracy.
• Write the Introduction : Open with a compelling introduction that provides background on the topic, states the research question, and outlines the scope of your paper.
• Develop the Literature Review : Present an overview of existing literature on your topic. Compare and contrast different theories, methodologies, and findings, and highlight the gaps your research will address.
• Detail the Methodology : Explain the research methods you used. Whether qualitative or quantitative, describe the approach, tools, data collection, and analysis techniques.
• Present Findings and Analysis : Summarize the research findings and analyze them in the context of your thesis statement. Include charts, graphs, or other visuals to enhance understanding.
• Conclude Thoughtfully : Sum up the main findings, reflect on the implications, suggest areas for future research, and restate the thesis in the light of the research.
• Edit and Proofread : Pay meticulous attention to grammar, punctuation, and style. Consider seeking feedback from peers or professionals to ensure clarity and coherence.

Writing a research paper in marketing management is more than an academic exercise; it’s a rich intellectual experience that calls for curiosity, critical thinking, and creativity. The process outlined above is not rigid but provides a framework that you can adapt to your specific topic and interest.

Remember, a great research paper is not just about meeting academic standards but contributing something meaningful to the field of marketing management. Engage with the material, think critically, argue persuasively, and present your ideas with clarity and flair. Your research paper can be a reflection of your passion for marketing and a testament to your scholarly rigor and intellectual insight.

iResearchNet Writing Services

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Marketing Management is a complex field that combines various disciplines, including economics, sociology, psychology, and more. It demands in-depth knowledge, critical thinking, and the ability to synthesize vast amounts of information. When it comes to writing a research paper on marketing management, the process can be overwhelming for many students. That’s where iResearchNet comes into play, offering customized writing services tailored to your unique needs. Below are the features that make iResearchNet the perfect choice for your marketing management research paper.

At iResearchNet, we understand the challenges of writing a research paper in the field of marketing management. The intricacies of market analysis, consumer behavior, digital marketing, branding strategies, and so on require a thorough understanding and specialized skills. Our expert writing team is here to provide top-quality, custom-made research papers that meet your specific needs, ensuring academic success and intellectual growth.

• Expert Degree-Holding Writers : Our writers hold advanced degrees in Marketing Management and related fields. They are well-versed in current theories, practices, and trends, ensuring your paper is both academically sound and practically relevant.
• Custom Written Works : Every research paper is crafted from scratch based on your guidelines and requirements. We guarantee originality, aligning the content with your particular subject matter, focus, and style.
• In-Depth Research : Our writers delve deep into academic and industry resources to gather pertinent information, providing a well-rounded view of your chosen topic, enriched with insights and evidence.
• Custom Formatting : We adhere to the specific formatting guidelines of your choice, ensuring consistency and compliance with academic standards.
• Top Quality : Quality is at the core of our services. From language proficiency to content relevance, our quality control team ensures that every paper meets the highest standards of academic excellence.
• Customized Solutions : Whether it’s a complete research paper, a literature review, or specific chapters, we provide customized solutions tailored to your unique needs, timeframes, and academic level.
• Flexible Pricing : We offer competitive and flexible pricing options to suit various budgets. Our transparent pricing structure means you pay for what you need without hidden costs.
• Short Deadlines : Need a paper urgently? Our writers can deliver quality work even within tight deadlines, ensuring that you never miss a submission date.
• Timely Delivery : We honor our commitments and deliver your paper on or before the agreed deadline, providing ample time for review and revisions if needed.
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Writing a research paper on marketing management is a demanding task, but you don’t have to face it alone. With iResearchNet, you have a team of dedicated professionals ready to assist you every step of the way. From the initial idea to the final draft, our tailored services are designed to empower your academic journey and intellectual pursuits. Trust in our expertise, embrace our support, and let us transform your ideas into a scholarly masterpiece that resonates with the dynamism and complexity of marketing management. Experience the iResearchNet difference today!

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• Embark on a Smooth Journey : Writing a marketing management research paper is an enriching yet challenging task. Allow our expert writers to guide you through this academic expedition, crafting a paper that’s reflective of your potential. With iResearchNet, you choose clarity, coherence, and creativity.
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How To Conduct Marketing Research That Improves Business Outcomes

Would you send marketing emails about retirement home options to people who have just graduated college? Or run beer commercials during Saturday morning cartoons? Probably not, because the people who would see those emails and ads are not the audience for those products. 

Marketing research helps you target the best audiences for your product and identify the types of campaigns that will appeal to them. Observing demographic trends and competitor strategies will provide you with valuable insights that can innovate and expand your product offerings.

Depending on their budgets and requirements, every organization will conduct their market research uniquely. However, they generally include the following steps (though they may differ in name or approach):

• Identify your target audience
• Analyze your competitors’ marketing activities
• Find opportunities for stronger markets
• Evaluate engagement
• Identify problems and create solutions
• Run tests based on your findings
• Restructure your marketing efforts based on your results

1. Identify Your Target Audience

Say you have a coffee brand and you want to maximize your marketing dollars. Targeting the entirety of the coffee-drinking population is too wide-reaching to be an effective strategy, and you’ll end up wasting money trying to engage people who are unlikely to want your product. Fans of frozen, heavily sweetened coffee drinks aren’t likely to resonate with an advertisement for a simple, unsweetened shot of espresso, after all.

Start identifying your target audience by using primary data (also known as direct data) and secondary data. Focus groups, surveys, interviews, and questionnaires are forms of primary data that give you control over who you talk to and the questions you ask.

There are plenty of sources you can use for secondary research , such as census data, articles and reports in industry publications, and online databases. You can also search and monitor social media platforms to see what people are saying about products and services similar to yours. 

After analyzing and segmenting this data, you can create buyer personas —fictional representations of your target markets that incorporate their demographic information, pain points, and preferred methods of communication. These will be useful guides to help you develop your strategies and messaging.

2. Analyze Your Competitors’ Marketing Activities 

See what other businesses in your industry are doing by conducting a competitive analysis to get an overview of the landscape and identify trends and tactics you may be able to leverage in your own efforts. Study what their ads are like and where they appear. Who do they seem to be targeting? What social media platforms do they use? What kinds of content do they create, and how often? Do they get a lot of mentions and pieces in the press? What is their overall brand profile and market share?

3. Find Opportunities for Stronger Markets

Consider functionality, features, pricing, performance, customer service, and brand reputation. Brainstorm strategies to position your product or service in a way that will appeal to an underserved or overlooked target market. One way you might do this is by offering a low-cost option targeted toward people facing socioeconomic hardship. There may even be an opportunity to provide a complementary product or service, which is not only a kind and generous thing to do, but also a great opportunity for brand awareness and perception.

4. Evaluate Engagement

Different audiences prefer to engage with brands on different platforms. Some consumers spend a lot of time on X or Instagram, while others prefer reading newsletters via email. The social management platform Sprout Social has some useful information on the demographics of various social media platforms . 

Content formats play a part in engagement as well. Some audiences like reading copy, while others prefer short-form video. If your target audience isn’t very active in certain channels, pull back and invest in the ones they do use.

5. Identify Problems and Create Solutions

If you find areas where your efforts are falling short and you’re not seeing the response or conversion rate you’d hoped for, check whether the problem might be your messaging, the format, timing, or other factors. For example, you might be using an ineffective channel. 

If you’re struggling with consumer engagement or creating products that aren’t optimized for your market, you may be facing a value proposition issue. The Pace University MBA offers Value Creation as an elective or Marketing Management course that will teach you how to find innovative opportunities for consumer engagement through the use of technology. 

6. Run Tests Based on Your Findings

Rather than spend a lot of marketing dollars on a tweak that might not work, test it first. A/B testing is everywhere in digital marketing—these tests are easy and cheap to run, and they can deliver valuable results quickly.

For example, try A/B tests by sending emails with two different subject headings or creating two slightly different landing pages to see which one gets more engagement. 

7. Restructure Your Marketing Efforts to Better Connect to Your Target Audience

You may only need to make small changes, such as emphasizing a certain feature of your product in messaging or focusing more on social channels with a wider audience of younger users, such as TikTok. Or you may need to completely rethink your marketing strategy or even adapt your product or service to meet customer needs and preferences. In our hypothetical coffee example, you may find that your target audience prizes convenience. That may lead you to offer your coffee in pods and adapt your messaging to highlight the ease and speed of making your coffee in a pod machine. 

The Value of Marketing Research

Marketing research is a critical part of strategic planning. It helps business leaders make informed decisions that minimize risks, maximize returns, and ensure that resources are allocated efficiently.

Marketing isn’t static, especially in a crowded and competitive business landscape. Businesses must engage in market research activities consistently to A) add or refine products and services and B) monitor how their target market might be changing. Customer tastes and needs evolve, and external factors such as new technologies , economic developments, and changes in cultural norms can completely shift the market. Well-executed marketing research can help ensure you always know who your target audience is, what they want, and what you need to do to attract them.

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The state of AI in early 2024: Gen AI adoption spikes and starts to generate value

If 2023 was the year the world discovered generative AI (gen AI) , 2024 is the year organizations truly began using—and deriving business value from—this new technology. In the latest McKinsey Global Survey  on AI, 65 percent of respondents report that their organizations are regularly using gen AI, nearly double the percentage from our previous survey just ten months ago. Respondents’ expectations for gen AI’s impact remain as high as they were last year , with three-quarters predicting that gen AI will lead to significant or disruptive change in their industries in the years ahead.

About the authors

This article is a collaborative effort by Alex Singla , Alexander Sukharevsky , Lareina Yee , and Michael Chui , with Bryce Hall , representing views from QuantumBlack, AI by McKinsey, and McKinsey Digital.

Organizations are already seeing material benefits from gen AI use, reporting both cost decreases and revenue jumps in the business units deploying the technology. The survey also provides insights into the kinds of risks presented by gen AI—most notably, inaccuracy—as well as the emerging practices of top performers to mitigate those challenges and capture value.

AI adoption surges

Interest in generative AI has also brightened the spotlight on a broader set of AI capabilities. For the past six years, AI adoption by respondents’ organizations has hovered at about 50 percent. This year, the survey finds that adoption has jumped to 72 percent (Exhibit 1). And the interest is truly global in scope. Our 2023 survey found that AI adoption did not reach 66 percent in any region; however, this year more than two-thirds of respondents in nearly every region say their organizations are using AI. 1 Organizations based in Central and South America are the exception, with 58 percent of respondents working for organizations based in Central and South America reporting AI adoption. Looking by industry, the biggest increase in adoption can be found in professional services. 2 Includes respondents working for organizations focused on human resources, legal services, management consulting, market research, R&D, tax preparation, and training.

Also, responses suggest that companies are now using AI in more parts of the business. Half of respondents say their organizations have adopted AI in two or more business functions, up from less than a third of respondents in 2023 (Exhibit 2).

Gen AI adoption is most common in the functions where it can create the most value

Most respondents now report that their organizations—and they as individuals—are using gen AI. Sixty-five percent of respondents say their organizations are regularly using gen AI in at least one business function, up from one-third last year. The average organization using gen AI is doing so in two functions, most often in marketing and sales and in product and service development—two functions in which previous research  determined that gen AI adoption could generate the most value 3 “ The economic potential of generative AI: The next productivity frontier ,” McKinsey, June 14, 2023. —as well as in IT (Exhibit 3). The biggest increase from 2023 is found in marketing and sales, where reported adoption has more than doubled. Yet across functions, only two use cases, both within marketing and sales, are reported by 15 percent or more of respondents.

Gen AI also is weaving its way into respondents’ personal lives. Compared with 2023, respondents are much more likely to be using gen AI at work and even more likely to be using gen AI both at work and in their personal lives (Exhibit 4). The survey finds upticks in gen AI use across all regions, with the largest increases in Asia–Pacific and Greater China. Respondents at the highest seniority levels, meanwhile, show larger jumps in the use of gen Al tools for work and outside of work compared with their midlevel-management peers. Looking at specific industries, respondents working in energy and materials and in professional services report the largest increase in gen AI use.

Investments in gen AI and analytical AI are beginning to create value

The latest survey also shows how different industries are budgeting for gen AI. Responses suggest that, in many industries, organizations are about equally as likely to be investing more than 5 percent of their digital budgets in gen AI as they are in nongenerative, analytical-AI solutions (Exhibit 5). Yet in most industries, larger shares of respondents report that their organizations spend more than 20 percent on analytical AI than on gen AI. Looking ahead, most respondents—67 percent—expect their organizations to invest more in AI over the next three years.

Where are those investments paying off? For the first time, our latest survey explored the value created by gen AI use by business function. The function in which the largest share of respondents report seeing cost decreases is human resources. Respondents most commonly report meaningful revenue increases (of more than 5 percent) in supply chain and inventory management (Exhibit 6). For analytical AI, respondents most often report seeing cost benefits in service operations—in line with what we found last year —as well as meaningful revenue increases from AI use in marketing and sales.

Inaccuracy: The most recognized and experienced risk of gen AI use

As businesses begin to see the benefits of gen AI, they’re also recognizing the diverse risks associated with the technology. These can range from data management risks such as data privacy, bias, or intellectual property (IP) infringement to model management risks, which tend to focus on inaccurate output or lack of explainability. A third big risk category is security and incorrect use.

Respondents to the latest survey are more likely than they were last year to say their organizations consider inaccuracy and IP infringement to be relevant to their use of gen AI, and about half continue to view cybersecurity as a risk (Exhibit 7).

Conversely, respondents are less likely than they were last year to say their organizations consider workforce and labor displacement to be relevant risks and are not increasing efforts to mitigate them.

In fact, inaccuracy— which can affect use cases across the gen AI value chain , ranging from customer journeys and summarization to coding and creative content—is the only risk that respondents are significantly more likely than last year to say their organizations are actively working to mitigate.

Some organizations have already experienced negative consequences from the use of gen AI, with 44 percent of respondents saying their organizations have experienced at least one consequence (Exhibit 8). Respondents most often report inaccuracy as a risk that has affected their organizations, followed by cybersecurity and explainability.

Our previous research has found that there are several elements of governance that can help in scaling gen AI use responsibly, yet few respondents report having these risk-related practices in place. 4 “ Implementing generative AI with speed and safety ,” McKinsey Quarterly , March 13, 2024. For example, just 18 percent say their organizations have an enterprise-wide council or board with the authority to make decisions involving responsible AI governance, and only one-third say gen AI risk awareness and risk mitigation controls are required skill sets for technical talent.

Bringing gen AI capabilities to bear

The latest survey also sought to understand how, and how quickly, organizations are deploying these new gen AI tools. We have found three archetypes for implementing gen AI solutions : takers use off-the-shelf, publicly available solutions; shapers customize those tools with proprietary data and systems; and makers develop their own foundation models from scratch. 5 “ Technology’s generational moment with generative AI: A CIO and CTO guide ,” McKinsey, July 11, 2023. Across most industries, the survey results suggest that organizations are finding off-the-shelf offerings applicable to their business needs—though many are pursuing opportunities to customize models or even develop their own (Exhibit 9). About half of reported gen AI uses within respondents’ business functions are utilizing off-the-shelf, publicly available models or tools, with little or no customization. Respondents in energy and materials, technology, and media and telecommunications are more likely to report significant customization or tuning of publicly available models or developing their own proprietary models to address specific business needs.

Respondents most often report that their organizations required one to four months from the start of a project to put gen AI into production, though the time it takes varies by business function (Exhibit 10). It also depends upon the approach for acquiring those capabilities. Not surprisingly, reported uses of highly customized or proprietary models are 1.5 times more likely than off-the-shelf, publicly available models to take five months or more to implement.

Gen AI high performers are excelling despite facing challenges

Gen AI is a new technology, and organizations are still early in the journey of pursuing its opportunities and scaling it across functions. So it’s little surprise that only a small subset of respondents (46 out of 876) report that a meaningful share of their organizations’ EBIT can be attributed to their deployment of gen AI. Still, these gen AI leaders are worth examining closely. These, after all, are the early movers, who already attribute more than 10 percent of their organizations’ EBIT to their use of gen AI. Forty-two percent of these high performers say more than 20 percent of their EBIT is attributable to their use of nongenerative, analytical AI, and they span industries and regions—though most are at organizations with less than $1 billion in annual revenue. The AI-related practices at these organizations can offer guidance to those looking to create value from gen AI adoption at their own organizations.

To start, gen AI high performers are using gen AI in more business functions—an average of three functions, while others average two. They, like other organizations, are most likely to use gen AI in marketing and sales and product or service development, but they’re much more likely than others to use gen AI solutions in risk, legal, and compliance; in strategy and corporate finance; and in supply chain and inventory management. They’re more than three times as likely as others to be using gen AI in activities ranging from processing of accounting documents and risk assessment to R&D testing and pricing and promotions. While, overall, about half of reported gen AI applications within business functions are utilizing publicly available models or tools, gen AI high performers are less likely to use those off-the-shelf options than to either implement significantly customized versions of those tools or to develop their own proprietary foundation models.

What else are these high performers doing differently? For one thing, they are paying more attention to gen-AI-related risks. Perhaps because they are further along on their journeys, they are more likely than others to say their organizations have experienced every negative consequence from gen AI we asked about, from cybersecurity and personal privacy to explainability and IP infringement. Given that, they are more likely than others to report that their organizations consider those risks, as well as regulatory compliance, environmental impacts, and political stability, to be relevant to their gen AI use, and they say they take steps to mitigate more risks than others do.

Gen AI high performers are also much more likely to say their organizations follow a set of risk-related best practices (Exhibit 11). For example, they are nearly twice as likely as others to involve the legal function and embed risk reviews early on in the development of gen AI solutions—that is, to “ shift left .” They’re also much more likely than others to employ a wide range of other best practices, from strategy-related practices to those related to scaling.

In addition to experiencing the risks of gen AI adoption, high performers have encountered other challenges that can serve as warnings to others (Exhibit 12). Seventy percent say they have experienced difficulties with data, including defining processes for data governance, developing the ability to quickly integrate data into AI models, and an insufficient amount of training data, highlighting the essential role that data play in capturing value. High performers are also more likely than others to report experiencing challenges with their operating models, such as implementing agile ways of working and effective sprint performance management.

About the research

The online survey was in the field from February 22 to March 5, 2024, and garnered responses from 1,363 participants representing the full range of regions, industries, company sizes, functional specialties, and tenures. Of those respondents, 981 said their organizations had adopted AI in at least one business function, and 878 said their organizations were regularly using gen AI in at least one function. To adjust for differences in response rates, the data are weighted by the contribution of each respondent’s nation to global GDP.

Alex Singla and Alexander Sukharevsky  are global coleaders of QuantumBlack, AI by McKinsey, and senior partners in McKinsey’s Chicago and London offices, respectively; Lareina Yee  is a senior partner in the Bay Area office, where Michael Chui , a McKinsey Global Institute partner, is a partner; and Bryce Hall  is an associate partner in the Washington, DC, office.

They wish to thank Kaitlin Noe, Larry Kanter, Mallika Jhamb, and Shinjini Srivastava for their contributions to this work.

This article was edited by Heather Hanselman, a senior editor in McKinsey’s Atlanta office.

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