Research methodology The case was developed from both secondary and primary sources. The secondary sources include industry reports, news reports, social media sites and company websites. The primary sources include the YouTube video of the digital launch of Thar Roxx, the review videos by influencers and visits to Mahindra automobile showrooms to see the vehicle and study the perspective of sellers and potential buyers. Case overview/synopsis On 15 August 2024, Mahindra Automobiles launched Mahindra Thar Roxx marking a transformative step in Mahindra’s sports utility vehicle (SUV) strategy by extending the Thar brand into a more family-oriented and comfort-driven segment while retaining its rugged off-road legacy. The company used a fully digital unveiling with actor John Abraham hosting the premiere on YouTube. Simultaneously, selected automobile influencers released early review videos comparing Roxx with competing SUVs. These influencer-driven reviews, combining technical evaluation and storytelling, generated significant buzz—nearly a billion YouTube views in a week showcasing how influencer marketing was becoming pivotal in shaping consumer opinion in India’s growing SUV market. The success of the unique social media promotional strategy would rely upon the momentum in product optimisation and continued digital engagement. If sustained, the Thar Roxx could redefine influencer marketing in high-value consumer goods and solidify Mahindra’s dominance in India’s SUV segment. Complexity academic level The case can be taught at the post-graduate level and be administered in verticals of marketing management, digital marketing, retail management and innovative product management.
Mathur et al. (Tue,) studied this question.