Marketing questions to ponder

Abstract

This paper challenges seven outdated ideas that frequently appear in marketing discourse without critical evaluation. A key theme of the paper is that these concepts are driven by efficiency rather than effectiveness. The paper begins by questioning data-driven decision-making, highlighting the risks of relying on historical data in dynamic environments and stressing the importance of identifying changing variables. It then explores the pitfalls of overemphasising measurement precision, arguing that long data cycles can render insights obsolete due to shifting market conditions. The notion of ‘failing fast’ is also questioned, as marketing tests typically require a full quarter to reveal their true impact. The paper then examines whether the business value of personalisation and modular content justifies their high cost and complexity, concluding that it does, but only if developed for maximum customer value. The sixth concept under scrutiny is the idea of reaching the ‘right customer, with the right message, through the right channel, at the right time’. This ideal is often cited but rarely achieved, largely because timing customer readiness is inherently uncertain. Finally, the paper addresses the marketing industry’s bias toward efficiency, noting that effectiveness has a significantly more positive impact on a business, but is often neglected due to its unpredictability. By challenging entrenched ideas and offering alternative perspectives, this paper encourages marketers to prioritise effectiveness and embrace critical thinking. This article is also included in The Business & Management Collection which can be accessed at http://hstalks/business.