Welcome to McKinsey Quarterly, the business journal of McKinsey & Company.
APRIL 2011
There’s a reason it’s called a sales force. Here are four innovative ways companies can use their sales reps to drive growth.
By 2015, Chinese consumers will account for more than 20 percent of the global luxury market. How is their behavior evolving?
Marketing successfully to China’s soaring population of Internet users will require specific knowledge about how they employ applications and devices.
FEBRUARY 2011
Learn how to harness the power of social media in this case study excerpted from The Dragonfly Effect, by Jennifer Aaker and Andy Smith. Then hear more from the authors in a conversation with McKinsey’s Dan Singer.
The country could become the world’s first truly mobile digital society. But grasping the opportunity requires unprecedented cooperation between the private and public sectors.
JANUARY 2011
Consumers get the bulk of it with free services like social networks. Will industry dynamics shift as providers and advertisers try to get a bigger share?
DECEMBER 2010
Packaged-goods companies have been socked by rising commodity prices. Executives in other industries can learn from their experience.
NOVEMBER 2010
Changes to the way consumers perceive and absorb marketing messages will force marketers to change not only their thinking but also the way they allocate spending and organize operations.
OCTOBER 2010
Even after researching products on their own, many customers enter stores undecided about what to buy. For retailers, that’s an opportunity to improve off-line sales in an increasingly multichannel world.
Actively pricing products across their life cycle is increasingly important, particularly in innovation-intensive industries. Failing to do so may forego potential profits or even destroy value.
MAY 2011
Consumers love low prices, but retailers shouldn’t overlook the way shoppers perceive value online and in stores.
As the Web experience evolves, smartphones may soon live up to their name, and every business’s mobile strategy will grow in importance.
The diversity and dynamism of China, India, and Brazil defy any one-size-fits-all approach. But by targeting city clusters within them, companies can seize growth opportunities.
JULY 2010
Multinational companies need new “scale at speed” approaches to penetrate the developing world’s increasingly prosperous consumer markets.
MAY 2009
Shopping attitudes vary across Europe. Retailers must tailor their online offers to the needs of target segments.
OCTOBER 2009
Most people don’t use advanced—and expensive—new features. There may be a better way for companies and consumers alike.
MARCH 2010
The attitudes and behavior of Japanese consumers are shifting dramatically, presenting opportunities and challenges for companies in the world’s second-largest retail market.
Public-relations expert Richard Edelman explores the new landscape of corporate reputation and trust.
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