The Proven Use And Management Of Market Research

Market Research
Market Research

Well, market research is the treasure map for businesses, helping them uncover the riches hidden within their target markets. it’s a journey that humanity embarked upon long ago, and its historical development around the world is nothing short of a captivating tale.

In the bustling streets of ancient Athens, Aristotle once remarked, “Knowing yourself is the beginning of all wisdom.” Little did he know that this wisdom would extend to the bustling marketplaces and boardrooms of the modern world. Market research, a pursuit as old as commerce itself, has evolved into a powerful tool for understanding consumer behavior, shaping business strategies, and driving success.

The Ancient Market Marvels

Its roots trace back to ancient civilizations. In Babylon, more than 2,000 years ago, traders used primitive market research to assess the demand for goods. They probably didn’t have clipboards, but they did have something akin to surveys, which helped them understand customer preferences. Cleopatra herself may have commissioned a few focus groups to determine which Egyptian perfumes would conquer Rome!

The Middle Ages

In the Middle Ages, market research was perhaps more art than science. Merchants relied on intuition and word of mouth to gauge market trends. It was a bit like trying to predict the weather by watching the birds – entertaining but not always accurate. This era taught us the value of systematic data collection.

The Birth of Market Research

Our story begins in the foggy alleyways of Victorian England. In the late 19th century, enterprising merchants wanted to know what tickled the fancy of their customers. Sir Francis Galton, cousin to Charles Darwin and a statistical sorcerer, became the pioneer. He drew parallels between the weather and human behaviors, proving that patterns could be discerned from data.

The Renaissance of Market Research

The 20th century ushered in a renaissance. With the rise of the industrial age, businesses faced a growing need to understand their customers. This era saw the birth of A.C. Nielsen, the Jedi master of research, who introduced us to Nielsen ratings, changing the game forever.

In parallel, the great David Ogilvy, the Don Draper of the advertising world, championed the use of market research in crafting persuasive advertising messages. He once said, “Advertising people who ignore research are as dangerous as generals who ignore decodes of enemy signals.”

In 1924, Dr. George Gallup shook the world by predicting the landslide victory of President Calvin Coolidge using the now-famous Gallup Poll. It was a statistical tour de force, and suddenly, businesses realized that understanding consumer opinions was not just a luxury but a necessity.

Market Research in Turbulent Times

As World War II raged on, market research became a covert operative. Military intelligence realized that understanding enemy behavior was crucial. This led to the development of psychographics, a Jedi mind trick to decipher personality traits from consumer data.

Fast forward to the swinging ’60s, and a charismatic figure named Ernest Dichter became known as the “father of motivational research.” He delved into the subconscious minds of consumers, applying psychological insights to marketing strategies. His work revolutionized the way companies understood and influenced their customers.

The Digital Revolution

The digital age brought with it a market research revolution. With the advent of the internet, businesses could gather data faster than a cheetah chasing its prey. Social media platforms became a treasure trove of customer sentiments. Amazon, the e-commerce giant, even patented ‘1-Click’ shopping based on their extensive market research findings. It was as if they’d cracked the code to unlock the elusive chest of consumer preferences.

The Pixar Approach

Remember Pixar, the animation studio behind beloved movies like Toy Story and Finding Nemo? They didn’t just rely on gut feelings; they embraced market research. They held ‘Braintrust’ meetings where they sought feedback on their films from fellow filmmakers, ensuring their creations resonated with audiences worldwide. In their own words, “Our goal is to exceed expectations every time.” And they did, thanks in no small part to market research.

Nowadays, market research is everywhere, like Wi-Fi signals in a coffee shop. Social media has made us unwitting participants in this grand data experiment. Remember those Facebook quizzes that reveal your inner unicorn or celebrity doppelganger? Well, your answers are invaluable to advertisers.

Proving the Power of Market Research

As we journey through time, let’s not forget the impact of market research in the real world. The statistics speak volumes:

  • A study by Harvard Business Review found that companies using advanced analytics for market research are twice as likely to outperform their peers in terms of revenue growth.
  • In the 1980s, Coca-Cola’s disastrous launch of “New Coke” was a market research failure. The public outcry demonstrated the perils of ignoring consumer preferences.
  • On the flip side, Apple’s decade-long domination of the smartphone market is a testament to their meticulous market research, understanding the desires of tech-savvy consumers.
  • It’s Not Just Numbers, It’s Humanity

It’s essential to remember that behind every data point, there’s a human story. From the elation of a successful product launch to the devastation of a marketing flop, emotions run deep. It’s the guide that keeps you from sailing into the storm and helps you steer toward clear skies. The data might be dry, but the stories they tell are anything but.

This nugget of wisdom reminds us that true innovation sometimes requires anticipating what customers want before they even know it. Market research helps strike that delicate balance between customer feedback and visionary thinking.

Harness the Power of Market Research

In today’s digital age, the tools and resources available for market research are unparalleled. You don’t need to be an Aristotle or a Nielsen to unlock the secrets of the market. Start by exploring online surveys, social media monitoring, or consumer analytics platforms.

Don’t be afraid to embrace the wisdom of those who came before you, like Arthur Nielsen and Ernest Dichter, who turned market research into an art form. Learn from their successes and, yes, even their failures.

Remember, the journey is not just about numbers and statistics; it’s about connecting with the hearts and minds of your audience. It’s about understanding what makes them tick, what makes them laugh, and what keeps them up at night.

So, embark on this exhilarating adventure through. Dive into the depths of data, seek insights in the most unexpected places, and watch as your business sails toward the horizon of success.

In the words of Ernest Dichter, “The most important things to say are those which often I did not think necessary for me to say—because they were too obvious.” The power of market research lies in uncovering those “obvious” insights that can transform your business.


Whether you’re a startup, a multinational corporation, or a one-person show, let data be your guiding star. Understand your customers, anticipate their needs, and craft your offerings accordingly.

In the words of Albert Einstein, “The only source of knowledge is experience.” Market research is the key to unlocking that experience, enabling you to write your own success story. It’s your magic – use it wisely, and who knows, maybe one day, they’ll be telling epic tales about your business journey too.

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  • Ram

    Ram, the author of "Business Development: Perspectives" on Amazon Kindle, has a wealth of experience in business development across multiple industries. He has over 30 years of experience in commodities, FMCG, and software industries, and has held various leadership positions in these sectors. In the commodities and FMCG industries, Ram served as GM of Business Development for southern India, where he successfully established new businesses and expanded existing ones. In the software industry, he was Regional Director of Business Development for Asia, where he was responsible for expanding the company's presence in the region. Ram has a proven track record of turning around loss-making ventures and establishing successful businesses. Ram has also served as the Director of Industry Partnerships and IT Blog editor at a software company, showcasing his expertise in technology and industry partnerships.

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