Decision-Making Challenges in Marketing 2020 (NIM Study)

Suggested Citation

Gaspar, C., & Neus, A. (2020). Decision Making Challenges im Marketing 2020. Entscheidungshindernisse und Gründe für Fehlentscheidungen. NIM Research Report.



Claudia Gaspar,
Dr. Andreas Neus
Publication title
Challenges of Marketing 2020
NIM Studies

Challenges of Marketing 2020

Making decisions is one of the most important tasks of people responsible for marketing and sales. But it is often also a risky task. Because wrong or suboptimal decisions may not only have personal consequences for the respective manager but can also cost a lot of money and endanger the image – or even the existence – of a company. There are numerous examples of this. No one is immune from stumbling over obstacles or their own misjudgments. However, “forewarned is forearmed.”

In this respect, gaining insight into how better decisions can be made and why poor decisions are made in the first place is an important task for researchers. In the present study, we aim to take a step toward more empirical research on marketing decisions. Further steps will follow. The participants were, without exception, marketing and sales decision-makers with companies with at least 50 employees. Drawing on their own experience, they answered our questions regarding what they consider to be the most common causes for poor decisions and which obstacles they generally encounter when making decisions.

[german only]



Claudia Gaspar

Head of Surveys

Share Publication
Scroll to top