Marketing & Sales Insights

Discussion Paper - McKinsey Global Institute

Beyond income: Redrawing Asia’s consumer map

– Asia’s consumer markets are not only growing rapidly but diversifying and segmenting. Three changes in perspective are key to understanding new consumption paths in the region.
Article

Five traps to avoid: The long game of DTC and e-commerce

– Simply selling online is relatively easy. But unless you plan from day one to build a sustainable e-commerce business, you risk... crippling your ability to scale over time.
Podcast

Understanding the ever-evolving, always-surprising consumer

– With consumer behavior changing rapidly—and, often, in unexpected ways—companies must get better at anticipating and... responding to new consumer needs and preferences. Our experts explain how.
Article

Defying cost volatility: A strategic pricing response

– While input cost increases and volatility are challenging, they present an opportunity to improve pricing and institutionalize... best practices—but margins will likely suffer if these are not executed in a strategic way.
Article

US consumer sentiment and behaviors during the coronavirus crisis

– US consumers started spending at increased rates in Q2 2021, giving shape to the next normal.

Special collections

Collection

Generation Z

Understanding Gen Z can help retailers, marketers, and leaders seeking to build and maintain sustainable businesses that meet... next-generation needs. Explore a special collection to gain insight on Generation Z, and what its rise means for work and society.
Collection

Global surveys of consumer sentiment during the coronavirus crisis

– Consumer optimism varies by country depending on what stage each country is in the coronavirus contagion cycle.
Collection

The ‘next normal’ of sales: What has changed and how to win

– With governments and organizations still working to contain COVID-19 and stem the growing humanitarian toll that it is exacting,... the effects on customer behaviors are rippling across the B2B landscape. Through a series of recurring global surveys, we are tracking how customers’ expectations, spending, and behaviors change throughout the crisis, across multiple countries over time.

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Article

Brand strength or margin? Both!

– In times of uncertainty, strong brands are more important than ever. But how do you pursue ambitious marketing goals while keeping... the budget in check?
Survey

Car buying is on again, and mobility is picking up

– Consumers are back to buying cars, but they’re doing it differently. And they’re gradually getting back on the road,... whether by car or other means.
Article

Can companies build on their digital surge?

– Many businesses have boosted digital sales in the pandemic, but it will take a new commitment to speed to keep up with the digital... leaders.
Article

Revenue growth management: The time is now

– Market challenges and legacy decisions are forcing consumer-packaged-goods companies to rethink their strategies for revenue growth... management.
Article

It’s showtime! How live commerce is transforming the shopping experience

– Blending entertainment with instant purchasing, live commerce offers retailers, brands, and digital platforms a new channel with... enormous scope for creating value.
Article

Five areas of growth for digital marketing in ASEAN

– With growth increasingly hard to achieve, Southeast Asian companies must make decisive moves in five areas of modern digital marketing... to capture potential opportunities.
Interview

The power—and pitfalls—of dynamic pricing for omnichannel retailers

– Former Overstock.com executive Seth Moore clears up some common misconceptions about how dynamic pricing works in e-commerce and... omnichannel retail.
Podcast

Building e-commerce ecosystems on Amazon: A conversation with Rainforest’s JJ Chai

– The cofounder of a Singapore-based e-commerce aggregator explains how his previous start-up experience helps him identify, acquire,... and scale Asian “solopreneurs” targeting US consumers on Amazon’s marketplace.
Article

Pricing and promotions: The analytics opportunity

– Many retailers underestimate the value of coordinating decisions on pricing and promotions. A new analytics approach can help.
Article

The growth triple play: Creativity, analytics, and purpose

– Companies that integrate creativity, analytics, and purpose are delivering at least two times the growth of their peers.
Discussion Paper - McKinsey Global Institute

Getting tangible about intangibles: The future of growth and productivity?

– Companies that master the deployment of intangibles investment will be well positioned to outperform their peers.
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