What if computer history were a romantic comedy?

The computer first appeared on the Broadway stage in 1955 in a romantic comedy—William Marchant’s The Desk Set. The play centers on four women who conduct research on behalf of the fictional International Broadcasting Company. Early in the first act, a young engineer named Richard Sumner arrives in the offices of the research department without explaining who he is or why he is studying the behavior of the workers. Bunny Watson, the head of the department, discovers that the engineer plans to install an “electronic brain” called Emmarac, which Sumner affectionately refers to as “Emmy” and describes as “the machine that takes the pause quotient out of the work–man-hour relationship.”

What Sumner calls the “pause quotient” is jargon for the everyday activities and mundane interactions that make human beings less efficient than machines. Emmarac would eliminate inefficiencies, such as walking to a bookshelf or talking with a coworker about weekend plans. Bunny Watson comes to believe that the computing machine will eliminate not only inefficiencies in the workplace but also the need for human workers in her department. Sumner, the engineer, presents the computer as a technology of efficiency, but Watson, the department head, views it as a technology of displacement.

Bunny Watson’s view was not uncommon during the first decade of computing technology. Thomas Watson Sr., president of IBM, insisted that one of his firm’s first machines be called a “calculator” instead of a “computer” because “he was concerned that the latter term, which had always referred to a human being, would raise the specter of technological unemployment,” according to historians Martin Campbell-Kelly and William Aspray. In keeping with the worry of both Watsons, the computer takes the stage on Broadway as a threat to white-collar work. The women in Marchant’s play fight against the threat of unemployment as soon as they learn why Sumner has arrived. The play thus attests to the fact that the very benefits of speed, accuracy, and information processing that made the computer useful for business also caused it to be perceived as a threat to the professional-managerial class.

Comedy provides a template for managing the incongruity of an “electronic brain” arriving in a space oriented around human expertise and professional judgment.

This threat was somewhat offset by the fact that for most of the 1950s, the computing industry was not profitable in the United States. Manufacturers produced and sold or leased the machines at steep losses, primarily to preserve a speculative market position and to bolster their image as technologically innovative. For many such firms, neglecting to compete in the emerging market for computers would have risked the perception that they were falling behind. They hoped computing would eventually become profitable as the technology improved, but even by the middle of the decade, it was not obvious to industry insiders when this would be the case. Even if the computer seemed to promise a new world of “lightning speed” efficiency and information management, committing resources to this promise was almost prohibitively costly.

While firms weighed the financial costs of computing, the growing interest in this new technology was initially perceived by white-collar workers as a threat to the nature of managerial expertise. Large corporations dominated American enterprise after the Second World War, and what historian Alfred Chandler called the “visible hand” of managerial professionals exerted considerable influence over the economy. Many observers wondered if computing machines would lead to a “revolution” in professional-managerial tasks. Some even speculated that “electronic brains” would soon coordinate the economy, thus replacing the bureaucratic oversight of most forms of labor. 

Howard Gammon, an official with the US Bureau of the Budget, explained in a 1954 essay that “electronic information processing machines” could “make substantial savings and render better service” if managers were to accept the technology. Gammon advocated for the automation of office work in areas like “stock control, handling orders, processing mailing lists, or a hundred and one other activities requiring the accumulating and sorting of information.” He even anticipated the development of tools for “erect[ing] a consistent system of decisions in areas where ‘judgment’ can be reduced to sets of clear-cut rules such as (1) ‘purchase at the lowest price,’ or (2) ‘never let the supply of bolts fall below the estimated one-week requirement for any size or type.’”

Gammon’s essay illustrates how many administrative thinkers hoped that computers would allow upper-level managers to oversee industrial production through a series of unambiguous rules that would no longer require midlevel workers for their enactment. 

This fantasy was impossible in the 1950s for so many reasons, the most obvious being that only a limited number of executable processes in postwar managerial capitalism could be automated through extant technology, and even fewer areas of “judgment,” as Gammon called them, can be reduced to sets of clear-cut rules. Still, this fantasy was part of the cultural milieu when Marchant’s play premiered on Broadway, one year after Gammon’s report and just a few months after IBM had announced the advance in memory storage technology behind its new 705 Model II, the first successful commercial data-processing machine. IBM received 100 orders for the 705, a commercial viability that seemed to signal the beginning of a new age in American corporate life.

It soon became clear, however, that this new age was not the one that Gammon imagined. Rather than causing widespread unemployment or the total automation of the visible hand, the computer would transform the character of work itself. Marchant’s play certainly invokes the possibility of unemployment, but its posture toward the computer shifts toward a more accommodative view of what later scholars would call the “computerization of work.” For example, early in the play, Richard Sumner conjures the specter of the machine as a threat when he asks Bunny Watson if the new electronic brains “give you the feeling that maybe—just maybe—that people are a little bit outmoded.” Similarly, at the beginning of the second act, a researcher named Peg remarks, “I understand thousands of people are being thrown out of work because of these electronic brains.” The play seems to affirm Sumner’s sentiment and Peg’s implicit worry about her own unemployment once the computer, Emmarac, has been installed in the third act. After the installation, Sumner and Watson give the machine a research problem that previously took Peg several days to complete. Watson expects the task to stump Emmarac, but the machine takes only a few seconds to produce the same answer.

While such moments conjure the specter of “technological unemployment,” the play juxtaposes Emmarac’s feats with Watson’s wit and spontaneity. For instance, after Sumner suggests people may be “outmoded,” Watson responds, “Yes, I wouldn’t be a bit surprised if they stopped making them.” Sumner gets the joke but doesn’t find it funny: “Miss Watson, Emmarac is not a subject for levity.” The staging of the play contradicts Sumner’s assertion. Emmarac occasions all manner of levity in The Desk Set, ranging from Watson’s joke to Emmarac’s absurd firing of every member of the International Broadcasting Company, including its president, later in the play. 

This shifting portrayal of Emmarac follows a much older pattern in dramatic comedy. As literary critic Northrop Frye explains, many forms of comedy follow an “argument” in which a “new world” appears on the stage and transforms the society entrenched at the beginning of the play. The movement away from established society hinges on a “principle of conversion” that “include[s] as many people as possible in its final society: the blocking characters are more often reconciled or converted than simply repudiated.”

We see a similar dynamic in how Marchant’s play portrays the efficiency expert as brusque, rational, and incapable of empathy or romantic interests. After his arrival in the office, a researcher named Sadel says, “You notice he never takes his coat off? Do you think maybe he’s a robot?” Another researcher, Ruthie Saylor, later kisses Sumner on the cheek and invites him to a party. He says, “Sorry, I’ve got work to do,” to which Ruthie responds, “Sadel’s right—you are a robot!” 

Even as Sumner’s robotic behavior portrays him as antisocial, Emmarac further isolates him from the office by posing a threat to the workers. The play accentuates this blocking function by assigning Emmarac a personality and gender: Sumner calls the machine “Emmy,” and its operator, a woman named Miss Warriner, describes the machine as a “good girl.” By taking its place in the office, Emmarac effectively moves into the same space of labor and economic power as Bunny Watson, who had previously overseen the researchers and their activities. After being installed in the office, the large mainframe computer begins to coordinate this knowledge work. The gendering of the computer thus presents Emmarac as a newer model of the so-called New Woman, as if the computer imperils the feminist ideal that Bunny Watson clearly embodies. By directly challenging Watson’s socioeconomic independence and professional identity, the computer’s arrival in the workplace threatens to make the New Woman obsolete. 

Yet much like Frye’s claims about the “argument” of comedy, the conflict between Emmarac and Watson resolves as the machine transforms from a direct competitor into a collaborator. We see this shift during a final competition between Emmarac and the research department. The women have been notified that their positions have been terminated, and they begin packing up their belongings. Two requests for information suddenly arrive, but Watson and her fellow researchers refuse to process them because of their dismissal, so Warriner and Sumner attempt to field the requests. The research tasks are complicated, and Warriner mistakenly directs Emmarac to print a long, irrelevant answer. The machine inflexibly continues although the other inquiry needs to be addressed. Sumner and Warriner try to stop the machine, but this countermanding order causes the machine’s “magnetic circuit” to emit smoke and a loud noise. Sumner yells at Warriner, who runs offstage, and the efficiency expert is now the only one to field the requests and salvage the machine. However, he doesn’t know how to stop Emmarac from malfunctioning. Marchant’s stage directions here say that Watson, who has studied the machine’s maintenance and operation, “takes a hairpin from her hair and manipulates a knob on Emmarac—the NOISE obligingly stops.” Watson then explains, “You forget, I know something about one of these. All that research, remember?”

The madcap quality of this scene continues after Sumner discovers that Emmarac’s “little sister” in the payroll office has sent pink slips to every employee at the broadcasting firm. Sumner then receives a letter containing his own pink slip, which prompts Watson to quote Horatio’s lament as Hamlet dies: “Good night, sweet prince.” The turn of events poses as tragedy, but of course it leads to the play’s comic resolution. Once Sumner discovers that the payroll computer has erred—or, at least, that someone improperly programmed it—he explains that the women in the research department haven’t been fired. Emmarac, he says, “was not meant to replace you. It was never intended to take over. It was installed to free your time for research—to do the daily mechanical routine.”

Even as Watson “fixes” the machine, the play fixes the robotic man through his professional failures. After this moment of discovery, Sumner apologizes to Watson and reconciles with the other women in the research department. He then promises to take them out to lunch and buy them “three martinis each.” Sumner exits with the women “laughing and talking,” thus reversing the antisocial role that he has occupied for most of the play.

Emmarac’s failure, too, becomes an opportunity for its conversion. It may be that a programming error led to the company-wide pink slips, but the computer’s near-breakdown results from its rigidity. In both cases, the computer fails to navigate the world of knowledge work, thus becoming less threatening and more absurd through its flashing lights, urgent noises, and smoking console. This shift in the machine’s stage presence—the fact that it becomes comic—does not lead to its banishment or dismantling. Rather, after Watson “fixes” Emmarac, she uses it to compute a final inquiry submitted to her office: “What is the total weight of the Earth?” Given a problem that a human researcher “can spend months finding out,” she chooses to collaborate. Watson types out the question and Emmarac emits “its boop-boop-a-doop noise” in response, prompting her to answer, “Boop-boop-a-doop to you.” Emmarac is no longer Watson’s automated replacement but her partner in knowledge work.

In Marchant’s play, comedy provides a template for managing the incongruity of an “electronic brain” arriving in a space oriented around human expertise and professional judgment. This template converts the automation of professional-­managerial tasks from a threat into an opportunity, implying that a partnership with knowledge workers can convert the electronic brain into a machine compatible with their happiness. The computerization of work thus becomes its own kind of comic plot. 


Benjamin Mangrum is an associate professor of literature at MIT. This excerpt is from his new book, The Comedy of Computation: Or, How I Learned to Stop Worrying and Love Obsolescence, published by Stanford University Press, ©2025 by Benjamin Mangrum. All rights reserved. 

An intelligent, practical path to reindustrialization

This past spring, we launched a brand-new manufacturing initiative—building on ideas that are as old as MIT. Since William Barton Rogers created a school to help accelerate America’s industrialization, manufacturing has been an essential part of our mission—a particularly MIT brand of manufacturing, informed and improved by scientific principles and advanced by the kind of hands-on leaders Rogers designed MIT to train.

In the 1980s, the Institute’s “Made in America” study opened with the enduring observation “To live well, a nation must produce well.” Along with The Machine That Changed the World, the 1990 book that told the story of “lean production,” this landmark report helped US manufacturers understand and successfully compete with Japan’s quality model. 

Then, a little over a decade ago, MIT’s “Production in the Innovation Economy” initiative highlighted the opportunities we miss if design and manufacturing teams are miles or even oceans apart—and played a significant role in shaping the nation’s Advanced Manufacturing Initiative.

Building on this legacy, and in response to an urgent national interest in restoring America’s manufacturing strength, an inspired group of MIT faculty came together in 2022 to found the Manufacturing@MIT Working Group. They explored new ways to marshal MIT’s expertise in technology, the social sciences, and management to forge an intelligent, practical path to reindustrialization.

As a result of this group’s foundational work, we’ve now created the MIT Initiative for New Manufacturing (INM),which will join the ranks of our other Presidential Initiatives—all designed to help the people of MIT come together in new ways to accelerate our progress and increase our impact. 

To help make manufacturing more productive, resilient, and sustainable, we aim to do the following:

 –Work with firms big and small to help them adopt new approaches for increased productivity.

  –Design high-quality, human-centered jobs that bring new life to communities across the country. 

  –Re-elevate manufacturing in MIT’s own curriculum—and provide pathways for people outside MIT to gain the skills to transform their own prospects and fuel a “new manufacturing” economy.

  –Reimagine manufacturing technologies and systems to advance fields like energy production, health care, computing, transportation, consumer products, and more. 

  –Tackle such challenges as making supply chains more resilient and informing public policy to foster a broad, healthy manufacturing ecosystem that can drive decades of innovation and growth.

If all this sounds ambitious—it is. And these are just the highlights! But I’m convinced that there is no more important work we can do right now to meet the moment and serve the nation. 

Art rhymes

As an MIT visiting scholar, rap legend Lupe Fiasco decided to go fishing for ideas on campus. In an approach he calls “ghotiing” (pronounced “fishing”), he composed nine raps inspired by works in MIT’s public art collection, writing and recording them on site. On May 2, he and the MIT Festival Jazz Ensemble debuted six of them, performing in front of a packed audience in Kresge for the final performance of the MIT Artfinity festival. The concert featured arrangements of Fiasco’s music done by Kevin Costello ’21, grad student Matthew Michalek, students in Fiasco’s Rap Theory and Practice class, and professor Evan Ziporyn. Produced in collaboration with the MIT List Visual Arts Center, Fiasco’s “Ghotiing MIT: Public Art” project also lets campus visitors scan a QR code and listen to his site-specific raps on their phones as they view the artworks in person.  

Click here to go on a virtual tour of seven pieces from MIT’s public art collection as you listen to Lupe Fiasco’s raps inspired by each piece.

WBUR’s coverage of the project is available here and you can also read more about it in the Boston Globe and The Guardian.

CAROLINE ALDEN

CAROLINE ALDEN

CAROLINE ALDEN
More news from the labs of MIT

Hundred-year storm tides could strike every decade in Bangladesh

Tropical cyclones can generate devastating storm tides—seawater heightened by the tides that causes catastrophic floods in coastal regions. An MIT study finds that as the planet warms, the recurrence of destructive storm tides will increase tenfold for one of the world’s hardest-hit regions.

New electronic “skin” could lead to lightweight night-vision glasses 

MIT engineers have developed a technique to grow and peel ultrathin “skins” of electronic material that could be used in wearable sensors, flexible transistors and computing elements, and sensitive compact imaging devices.

Technology makes pesticides stick to plant leaves

A new pesticide application system developed by MIT researchers and their spinoff company could significantly cut use of pesticides and fertilizers, saving farmers money and reducing polluting runoff.

New printable metamaterials that are both strong and stretchy could allow fabrication of bendable ceramics, glass, and metals.

These tough yet bendy materials could be made into tear-resistant textiles, flexible semiconductors, electronic chip packaging, and durable yet compliant scaffolds on which to grow cells for tissue repair.

An epic year for women’s sports

It was a banner year for the Engineers in 2024–’25, with four MIT women’s teams all clinching NCAA Division III national titles for the first time.

After winning their fourth straight NCAA East Regional Championship, the cross country team claimed their first national title in November with All-American performances from Christina Crow ’25 (pictured), Rujuta Sane ’26, and Kate Sanderson ’26. In March, the indoor track and field team scored 49 points—the most ever by an MIT women’s team at a national indoor meet—to win their first national title. A week later, the swimming and diving team won three individual and four relay titles and captured their first national title. Kate Augustyn ’25 ended her MIT career with four individual and four relay national championships and 27 All-America honors. Then in May, the outdoor track and field team claimed their first national championship, making MIT the first to sweep the Division III national titles in women’s cross country and indoor and outdoor track and field in the same year. 

foot race on grass with spectators

NATALIE GREEN
winners podium for NCAA track and field champions

D3 PHOTOGRAPHY
 NCAA Division III Swim and Dive Championships champs with trophy and MIT sign

DAVID BEACH
Immune molecules may affect mood

Two new studies from MIT and Harvard Medical School add to a growing body of evidence that infection-fighting molecules called cytokines also influence the brain, leading to behavioral changes during illness. 

By mapping the locations in the brain of receptors for different forms of IL-17, the researchers found that the cytokine acts on the somatosensory cortex to promote sociable behavior and on the amygdala to elicit anxiety. These findings suggest that the immune and nervous systems are tightly interconnected, says Gloria Choi, an associate professor of brain and cognitive sciences and one of both studies’ senior authors.

“If you’re sick, there’s so many more things that are happening to your internal states, your mood, and your behavioral states, and that’s not simply you being fatigued physically. It has something to do with the brain,” she says.

In the cortex, the researchers found certain receptors in a population of neurons that, when overactivated, can lead to autism-like symptoms such as reduced sociability in mice. But the researchers determined that the neurons become less excitable when a specific form of IL-17 binds to the receptors, shedding possible light on why autism symptoms in children often abate when they have fevers. Choi hypothesizes that IL-17 may have evolved as a neuromodulator and was “hijacked” by the immune system only later. 

Meanwhile, the researchers also found two types of IL-17 receptors in a certain population of neurons in the amygdala, which plays an important role in processing emotions. When these receptors bind to two forms of IL-17, the neurons become more excitable, leading to an increase in anxiety.

Eventually, findings like these may help researchers develop new treatments for conditions such as autism and depression. 

Cancer-targeting nanoparticles are moving closer to human trials

Over the past decade, Institute Professor Paula Hammond ’84, PhD ’93, and her students have used a technique known as layer-by-layer assembly to create a variety of polymer-coated nanoparticles that can be loaded with cancer-fighting drugs. The particles, which could prevent many side effects of chemotherapy by targeting tumors directly, have proved effective in mouse studies. Now the researchers have come up with a technique that allows them to manufacture many more particles in much less time, moving them closer to human use.

“There’s a lot of promise with the nanoparticle systems we’ve been developing, and we’ve been really excited more recently with the successes that we’ve been seeing in animal models for our treatments for ovarian cancer in particular,” says Hammond, the senior author of a paper on the new technique along with Darrell Irvine, a professor at the Scripps Research Institute.

In the original production technique, layers with different properties can be laid down by alternately exposing a particle to positively and negatively charged polymers, with extensive purification to remove excess polymer after each application. Each layer can carry therapeutics as well as molecules that help the particles find and enter cancer cells. But the process is time-consuming and would be difficult to scale up. 

In the new work, the researchers used a microfluidic mixing device that allows them to sequentially add layers as the particles flow through a microchannel. For each layer, they can calculate exactly how much polymer is needed, which eliminates the slow and costly purification step and saves significantly on material costs.

gloved hands hold the device
This microfluidic device can be used to assemble the drug delivery nanoparticles rapidly and in large quantities.
GRETCHEN ERTL

This strategy also facilitates compliance with the FDA’s GMP (good manufacturing practice) requirements, which ensure that products meet safety standards and can be manufactured consistently. “There’s much less chance of any sort of operator mistake or mishaps,” says Ivan Pires, PhD ’24, a postdoc at Brigham and Women’s Hospital and a visiting scientist at the Koch Institute, who is the paper’s lead author along with Ezra Gordon ’24. “We can create an innovation within the layer-by-layer nanoparticles and quickly produce it in a manner that we could go into clinical trials with.”

In minutes, the researchers can generate 15 milligrams of nanoparticles (enough for about 50 doses for certain cargos), which would have taken close to an hour with the original process. They say this means it would be realistic to produce more than enough for clinical trials and patient use.

To demonstrate the technique, the researchers created layered nanoparticles loaded with the immune molecule ­interleukin-­12; they have previously shown that such particles can slow growth of ovarian tumors in mice. Those manufactured using the new technique performed similarly to the originals and managed to bind to cancer tissue without entering the cancer cells. This lets them serve as markers that activate the immune system in the tumor, which can delay tumor growth and even lead to cures in mouse models of ovarian cancer. 

The researchers have filed for a patent and are working with MIT’s Deshpande Center for Technological Innovation in hopes of forming a company to commercialize the technology, which they say could also be applied to glioblastoma and other types of cancer. 

Crop signals

Bacteria can be engineered to sense a variety of molecules, such as pollutants or soil nutrients, but usually these signals must be detected microscopically. Now Christopher Voigt, head of MIT’s Department of Bio­logical Engineering, and colleagues have triggered bacterial cells to produce signals that can be read from as far as 90 meters away. Their work could lead to the development of sensors for agricultural and other applications, which could be monitored by drones or satellites.

The researchers engineered two different types of bacteria, one found in soil and one in water, so that when they encounter certain target chemicals, they produce hyperspectral reporters—molecules that absorb distinctive wavelengths of light across the visible and infrared spectra. These signatures can be detected with hyperspectral cameras, which determine how much of each color wavelength is present in any given pixel. Though the reporting molecules they developed were linked to genetic circuits that detect nearby bacteria, this approach could also be combined with sensors detecting radiation, soil nutrients, or arsenic and other contaminants. 

“The nice thing about this technology is that you can plug and play whichever sensor you want,” says Yonatan Chemla, an MIT postdoc who is a lead author of a paper on the work along with Itai Levin, PhD ’24. “There is no reason that any sensor would not be compatible with this technology.” The work is being commercialized through Fieldstone Bio.

Merchandising Lessons from Top Marketplaces

Ecommerce merchandising organizes, presents, and highlights products to maximize revenue.

The world’s leading ecommerce marketplaces offer powerful merchandising lessons for merchants great and small. From Amazon’s dense deal grids to Etsy’s lifestyle collections, these sites show how merchandising can guide shoppers and drive sales.

To this end, I took screenshots this month of the home pages of 10 marketplaces and used artificial intelligence to spot common merchandising traits.

Anchor with Clear Value

Top marketplaces make discounts, bundles, and price points instantly visible to drive conversions. I observed many such signals, such as:

  • “From $10,” “Up to 20% off,” and similar value language.
  • Feature deal grids, daily savings, and limited-time promos.
  • Highlight bundles or multi-buy offers.
Marketplace Clear Price Points Implied Social Proof Product Slots Banner-to-Product Ratio CTA Density
Amazon Yes Yes 74 Balanced High
eBay Yes Some 66 Product-heavy Medium
Walmart Yes Yes 80 Balanced High
Etsy Some Yes 55 Banner-heavy Low-Medium
Target Yes Some 70 Balanced High
Wayfair Yes Yes 80 Product-heavy High
Overstock Yes Some 40 Banner-heavy High
Mercari Yes No 70 Product-heavy Low
StockX Yes Yes 90 Product-heavy Medium
Newegg Yes Yes 90 Product-heavy High

On Walmart’s home page, a large and colorful block promoted “Sandals for the fam, from $10.” The banner cites Reebok, a prominent brand, presumably because $10 may be lower than shoppers expect.

Screenshot of the Walmart home page.

Walmart’s home page banner cites Reebok, a prominent brand.

Setting a lower-than-expected starting point helps Walmart draw attention to this banner and the products it links to. StockX used a simple label, “Below Retail Price,” to anchor attention and communicate value.

StockX’s label, “Below Retail Price,” anchors attention and communicates value.

To signal value, Newegg used a combination of sales banners and deals, each labeled “Shell Shocker.”

Screenshot of Newegg's home page

Newegg’s home page displays several value anchors near the top.

Several marketplaces employed implied social proof with phrases such as “best,” “most popular,” and “trending” to suggest the value to other shoppers.

Many shoppers likely scan ecommerce home pages looking for just these sorts of signals, which match intent and product selection. Even smaller merchants can apply the tactic by adding price callouts on category pages, using badges such as “Best Seller,” and promoting limited-time offers.

Themes and Collections

Leading marketplaces organize products by season, lifestyle, or occasion due to their large SKU counts. StockX and Newegg, for example, each had 90 product slots on their home pages. Even Overstock, the marketplace with the fewest home page products, had 40.

Marketplace Thematic Grouping Seasonal Relevance Product Slots
Amazon Yes Yes 74
eBay Yes Mild 66
Walmart Yes Yes 80
Etsy Yes Light 55
Target Yes Yes 70
Wayfair Yes Yes 80
Overstock Yes Yes 40
Mercari Yes Minimal 70
StockX Yes Light 90
Newegg Yes Yes 90

Mercari, for example, had relatively few product category groups, which serve as secondary navigation and can be easily personalized for returning shoppers.

Screenshot of Mercari's home page

Mercari’s category groups are a second form of navigation, easily personalized.

Target had several seasonal home page sections, including one dedicated to the Fourth of July, while Wayfair included a banner promoting products for college students.

Home page of Target

Target featured seasonal collections.

Back-to-school (or college) is another theme to encourage shoppers, such as this example from Wayfair.

Themes and collections have several merchandising benefits.

  • Align with shopping behavior. Consumers often shop for occasions (e.g., back-to-school) or needs (setting up a home office). Themes sync with real-world motivations.
  • Encourage shoppers to buy more. Collections help shoppers who might need a rug to match the sofa, shoes to complement the outfit, and a set of red, white, and blue grilling tongs to pair with a Fourth of July apron.
  • Reduce decision fatigue. Some merchandisers believe that thematic groupings minimize cognitive load. Instead of dozens of isolated SKUs, shoppers see cohesive options.

Merchandising with themes and collections makes a site feel curated and helpful, guiding shoppers from browsing to buying.

Match Buyer Intent

A third insight from these marketplace home pages is to consider the target shopper.

For example, Newegg organizes its 90 home-page product slots in rows of six items each. High-density, price-first merchandising works well for shoppers who are ready to purchase now.

Home page of Newegg

Newegg displays a wide range of products to match shoppers’ interests.

Compared to Newegg, Etsy’s home page focuses on thematic groupings and lifestyle inspiration. The design is feminine. The merchandising targets discovery-minded shoppers who browse for ideas.

Screenshot of Etsy's home page

Etsy’s home page is relatively more inspirational and encourages browsing.

Amazon’s home page contained both collections and (dense) product grids. And more than other marketplaces, Amazon personalized the page to match buyer intent. Personalization is one of the most effective ways to convert shoppers. Even smaller shops can use personalization tools to mimic Amazon’s approach.

Screenshot of Amazon's home page

Amazon offers dense grids of personalized items.

More Inspiration

My study revealed three actionable merchandising ideas: demonstrate value, organize by themes, and match intent. Yet merchants can glean much more from walking the virtual aisles of the internet’s most successful stores.

The State Of AI In Marketing: 6 Key Findings From Marketing Leaders via @sejournal, @theshelleywalsh

AI is being rapidly implemented, but that doesn’t mean it’s being used effectively.

The current lack of clear benchmarks and data about AI usage has meant that everyone has been operating in the dark.

This led us to create our first State Of AI In Marketing report, so that chief marketing officers and marketing decision-makers can have insights to make better informed decisions as they navigate the fast-moving developments in our industry.

We asked eight key questions about generative AI in marketing to a selection of U.S.-based decision-makers and leaders.

We got 155 responses from mostly senior marketers, directors, and C-suite to offer fresh insights into how industry leaders perceive AI, and how they are using AI right now.

While some marketers are unlocking major gains in efficiency, others are struggling with poor output quality, lack of brand voice consistency, and legal uncertainties.

Our whitepaper presents their responses, broken down across five core themes:

  • Which AI tools are most broadly adopted among marketers.
  • How marketers are using AI.
  • The results they’re seeing.
  • The challenges they face.
  • Where they plan to invest next.

Whether you’re leading a team or building a roadmap, this report is designed to help you benchmark your AI strategy to make confident decisions as our industry moves at an unprecedented pace.

6 Key Findings From The Report

1. ChatGPT Is Currently Dominating The Tools

Over 83% of marketers said ChatGPT has positively impacted their efficiency or effectiveness.

But it’s not the only player: Tools like Gemini, Perplexity, Claude, and Canva AI are also making their mark, with many marketers assembling AI “stacks” that combine different strengths across platforms.

2. Content Has Seen The Most Tangible Impact From AI

Unsurprisingly, the most impact in marketing so far among our respondents is based around content, where 64.5% experienced value with content creation, 43.9% with content optimization, and 43.9% with idea generation.

However, AI is not replacing creativity; it’s augmenting it. Marketing teams are using tools to speed up, optimize and break through creative blocks, not to replace human insight.

The report also shares other key areas where AI has delivered the most value to those surveyed.

3. Time Savings Were The Single Most Improved Outcome

The majority of respondents (76.8%) cited time savings as the biggest improvement since adopting AI.

To enhance productivity and efficiency, marketers are gaining hours back to relocate their time to more strategic work.

4. Direct ROI-Linked Results Are Lacking

While operational efficiency is clearly impacted, strategic metrics like customer lifetime value, lead quality, and attribution remain largely unchanged.

In other words, AI is streamlining how we work, but not necessarily improving what we deliver without human oversight and a sound strategy.

5. Output Quality Remains A Top Concern

More than half (54.2%) of respondents identified inaccurate, unreliable, or inconsistent output quality as the biggest limitation in using AI for marketing.

This highlights a central theme that AI still requires substantial human oversight to produce marketing-ready content.

6. Misinformation Is The No. 1 Concern

The most cited concern about AI’s rise in marketing wasn’t job loss; it was the risk of misinformation.

A full 62.6% of respondents flagged AI-generated misinformation as their top worry, revealing the importance of trust, accuracy, and reputation for AI-powered content.

The report also highlights the other areas of concern where marketers are experiencing limitations and inefficiencies.

More Key Findings In The State Of AI Report

Marketing Leaders Are Planning To Invest In These Key Areas

Marketing decision-makers surveyed are prioritizing AI investments where value has already been proven. The report breaks down how much of that investment is across analytics, customer experience, SEO, marketing attribution, or content production, amongst other areas.

How Marketing Leaders Are Restructuring Their Teams

The report findings also indicate whether and how our respondents restructured to accommodate AI within their organization.

Where Will Be The Biggest Impact Over The Next Few Months

Possibly the most insightful section is where respondents gave their thoughts into what would be AI’s biggest impact on marketing over the next 12 months.

Many expect a content explosion, where the market is flooded with AI-generated assets, raising the bar for originality and quality.

Others foresee a reshaped search industry and reduced roles, with an emphasis on those who don’t embrace AI getting left behind.

But, not all forecasts are negative. Several marketers believe AI will level the playing field for small businesses, increase access to high-quality tools, and empower individuals to do the work of many.

You can find many more comments and predictions in the full report.

The State Of AI In Marketing Report For 2025 Can Help Shed Light

Right now is one of the most challenging times our industry has faced, and marketing leaders have hard decisions to make.

Hopefully, this whitepaper will help to shed light on how and where leaders can move forward.

In the report, you can find:

  • A real-world look at what tools marketers are using now and how they’re stacking them.
  • Insights into what areas of marketing AI are transforming, and where it’s still falling short.
  • A clear view into future investments, from personalization to performance tracking.
  • Actionable recommendations for how to evaluate, deploy, and govern AI effectively.
  • Perspectives from marketers navigating AI’s challenges.

Download the full AI in marketing survey report to make confident decisions in your AI implementation strategy.


Featured Image: Paulo Bobita/Search Engine Journal