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China’s Internet obsession

People in the country’s 60 largest cities spend 70 percent of their leisure time online. Seismic changes in the consumer market are likely as a result.

Just how big (or small) a market would Google leave behind were it to pull out of China today? In January, China Internet Network Information Center, the country’s official domain registry and research organization, reported that by the end of 2009, the number of Internet users in China had touched 384 million, more than the entire population of the United States. That’s an increase of around 50 percent over 2008. Moreover, 233 million Chinese—twice as many as in the previous year—accessed the Net on handheld devices, partly because China’s cellular providers started offering 3G services widely last year.

The Chinese are obsessed with the Internet. People in the 60 largest cities in China spend around 70 percent of their leisure time on the Internet, according to a survey we conducted in 2009. In smaller towns, the corresponding number is 50 percent. The PC is fast replacing the TV set as an entertainment hub, and emotions run high over who gets to log on and for how long. In a small city in northwest China, for instance, a man told one of us that domestic squabbles over using the PC got so out of hand that his wife and he discussed spending, for them, a large sum of money to buy another machine—or filing for divorce. They eventually bought a second PC and saved their marriage.

People in China use the Internet more for entertainment—playing online games, messaging, downloading music and movies, and shopping—than for work. The Chinese place great stock in the opinions of online product reviewers. One in five consumers between the ages of 18 and 44 won’t purchase a product or service without first researching it on the Internet. They shop online at auction Web sites such as Taobao, paying for products and services with prepaid Taobao cards that the post offices sell for a small commission. The volume of e-commerce in China more than doubled last year.

Unsurprisingly, both Chinese and foreign consumer-facing companies are pouring money into Internet marketing. Online advertising has been growing at between 20 and 30 percent a year—twice the print media’s growth rate—and the market was around $3 billion (20 billion renminbi) in size last year.

Companies that create microsites or stage online events usually find that consumers in China respond enthusiastically by posting comments, pictures, and videos. For instance, Nokia staged an online concert in partnership with Youku, a leading video content site, and tied up with Tudou, another online video site, to conduct a quiz that gave visitors a chance to win 1 million renminbi. In both cases, millions of users accessed the content over Nokia handhelds. Recently, Nestlé launched an online campaign for Nescafé coffee in association with Youku and Kaixin, a social-networking site. The Swiss multinational is showcasing Camera Café, five-minute videos of conversations between office workers on coffee breaks.

Marketers woke up to the Internet’s ability to influence opinion after the Sichuan earthquake, in May 2008. A huge amount of buzz glorified big donors and crucified small ones. In fact, Wanglaoji, an herbal tea brand, became nationally known partly because of its postquake online tag line: “If you want to donate, you donate 100 million renmibi. If you want to drink, you drink Wanglaoji.”

Many companies track online conversations in China constantly, asking themselves: What are bloggers saying about our company and products? Are we generating positive buzz online? How can we preempt an attack that can spread throughout the blogosphere in hours? They use agencies like CIC, the Chinese Web Union, and Daqi.com to track the buzz and to connect disgruntled customers with companies.1 This can be contentious; some agencies are accused of seeding fake comments, but many claim that they follow the US Word of Mouth Marketing Association’s code of ethics. Foreign companies invite influential Chinese bloggers to visit offices and plants overseas, while other companies take part in conversations on bulletin boards to dispel rumors and address concerns even as they gather consumer insights.

Seismic changes are likely to take place in the Chinese consumer market because of the Internet—and we aren’t talking just about the fact that 50 million Chinese may soon have to stop using their favorite search engine, Google.

About the Authors

Yuval Atsmon is an associate principal in McKinsey’s Shanghai office, where Max Magni is a principal.


This article originally appeared in Harvard Business Review, on February 24, 2010.

Notes

1 See Dexter Roberts, “Inside the war against China’s blogs,” BusinessWeek, June 12, 2008.

Recommend (100)
  • 23 MARCH 2010
    Ling Sun
    Lecturer
    CTC
    Changchun, Jilin China

    This morning, Google has made its decision to leave the mainland market. I hope Google won’t be regretful...

    .
    Ling Sun
    Lecturer
    CTC
    Changchun, Jilin China

    This morning, Google has made its decision to leave the mainland market. I hope Google won’t be regretful and makes sure it is the best decision.

    .
  • 15 MARCH 2010
    Fabrizio Caruso
    Vice President, Business Development
    Out There Media
    Singapore

    Having lived in China, I have witnessed the obsession with Chinese and Internet, which I find fascinating. I agree it’ll spread to mobile with fully functional 3G services...

    .
    Fabrizio Caruso
    Vice President, Business Development
    Out There Media
    Singapore

    Having lived in China, I have witnessed the obsession with Chinese and Internet, which I find fascinating. I agree it’ll spread to mobile with fully functional 3G services in place now. Google will lose an opportunity, that’s why I don’t believe at all they will exit eventually. Chinese will do without Google as they do already without many brands Westeners are so used to (think Ebay, Facebook). But Google will not do without China.

    .
  • 14 MARCH 2010
    Song Hanpson
    a hope
    pingan
    xi'an china

    Hopefully Google will not just escape from china, but do something really helpful to millions of Chinese Google users—for instance, technology against Chinese government’s censorship.

    .
    Song Hanpson
    a hope
    pingan
    xi'an china

    Hopefully Google will not just escape from china, but do something really helpful to millions of Chinese Google users—for instance, technology against Chinese government’s censorship.

    .
  • 14 MARCH 2010
    Francis Chow
    IT Manager
    Climate Check
    Canada

    ...Now it’s going to lose again because it won’t toe the line on political censorship. East is East and West is West, and never the two shall meet.

    .
    Francis Chow
    IT Manager
    Climate Check
    Canada

    Let’s not forget that Google has a small market share in China, mainly because it wouldn’t return search results for music downloads (pirated) and it’s competitors did. So google does do censorship, commercial censorship, and it lost because of it. Now it’s going to lose again because it won’t toe the line on political censorship. East is East and West is West, and never the two shall meet.

    .
  • 12 MARCH 2010
    Zhang C
    SI
    China Mobile
    China

    ...If Google chooses to go, the Chinese will feel nothing about that.

    .
    Zhang C
    SI
    China Mobile
    China

    With a share less than 20%, contributing only about 1% profit to its headquarter, google.cn has failed the competition with baidu due to its lack of localization. If Google chooses to go, the Chinese will feel nothing about that.

    .
  • 12 MARCH 2010
    Ali Farooqi
    Manager
    Citibank
    Islamabad, Pakistan

    Kelly I second your comment on Ethics. This is a big problem. Most of the Internet users are even under aged and the word widely used, “entertainment,” is a vague one.

    .
    Ali Farooqi
    Manager
    Citibank
    Islamabad, Pakistan

    Kelly I second your comment on Ethics. This is a big problem. Most of the Internet users are even under aged and the word widely used, “entertainment,” is a vague one.

    .
  • 11 MARCH 2010
    Neeraj Ahuja
    MS Finance
    Student, Fairfield University
    Connecticut USA

    ...The article suggests that Chinese are using 3G service to surf the Internet. Google needs to capitalize on this trend with it’s Android software and AdMob platform....

    .
    Neeraj Ahuja
    MS Finance
    Student, Fairfield University
    Connecticut USA

    This article reiterates the fact that China will become one of the most important Internet markets in the future. Google’s plan to come out of China does not look rational when one takes into account the growth of the Chinese Internet market and Google’s acquisition of AdMob platform. The article suggests that Chinese are using 3G service to surf the Internet. Google needs to capitalize on this trend with it’s Android software and AdMob platform. Arm twisting the government into opening up markets might not help. Also a decision favoring Google looks highly improbable.

    .
  • 11 MARCH 2010
    Arvind Chaturvedi
    Professor
    International Management Institute
    New Delhi, India

    ...It will help Chinese consumption to rise. This will be a welcome change to the existing economy structure as it tilts, even if marginally, from exports to domestic consumption.

    .
    Arvind Chaturvedi
    Professor
    International Management Institute
    New Delhi, India

    The figures and facts are mind boggling. Chinese have literally ‘occupied’ the virtual world. But the question is whether it is going to have a negative effect on the labour productivity in China. With the advancement (read digitalization) in production processes the role of ‘man’ is increasingly getting reduced. No wonder, then, that the urban Chinese population is spending 70% of their leisure time on the Internet.

    This has two major implications for the Chinese economy. First, a negative implication. While it may boost the growth of ICE sectors in China, it may not be able to contribute much warmth to the already shrinking exports from China. Second, a positive implication. It will help Chinese consumption to rise. This will be a welcome change to the existing economy structure as it tilts, even if marginally, from exports to domestic consumption.

    .
  • 11 MARCH 2010
    Vanbakkam Krishnamurthy
    Chief Consultant
    forexconsultants india
    Chennai, India

    ...Google, and for that matter the US Establishment, should continue to stay engaged with China...in the short and medium term if they are to bring about any meaningful changes in China’s policies...

    .
    Vanbakkam Krishnamurthy
    Chief Consultant
    forexconsultants india
    Chennai, India

    Two conclusions emerge from this article: (i) Google, and for that matter the US Establishment, should continue to stay engaged with China—whatever may be the provocations, pinpricks, and differences of opinion with the Chinese Govt—in the short and medium term if they are to bring about any meaningful changes in China’s policies on a range of issues.(ii) Internet as a medium transcends language, culture, and ideology and homogenises tastes and values across a vast swathe of humanity. This will continue to fascinate and engage the serious attention of marketing professionals for many decades.

    .
  • 11 MARCH 2010
    Maharaj Singh
    Engineer
    Jardine Engineering Corporation
    Hong Kong

    ...Google can’t afford to lose the revenues and it just can’t leave millions of people without information (even filtered); would it not be against Google’s ethics?

    .
    Maharaj Singh
    Engineer
    Jardine Engineering Corporation
    Hong Kong

    Ethics play a role in the business; so the multinationals claim. But when it comes to making profit or cutting cost the same corporations may put the ethics on the back seat, just as Levi’s did more than one decade back. They pulled out of China citing the poor labor reforms and later saw the lost opportunity and came back to restart manufacturing in China. Google is not going anywhere; these are just some tactics they may be playing around. Google has strong ethics and motto to provide information freely but they can’t dictate the terms to the government accross the world. Google can’t afford to lose the revenues and it just can’t leave millions of people without information (even filtered); would it not be against Google’s ethics?

    .
  • 10 MARCH 2010
    Richard Cornell
    CEO
    House of Five Dragons, Ltd.
    Casselberry, FL USA

    ...All it takes is a brief foray into one of the many “Technology Palaces” that many cities now spawn, often several within a single city block, to get a sense of the excitement...

    .
    Richard Cornell
    CEO
    House of Five Dragons, Ltd.
    Casselberry, FL USA

    Yuval Atsmon clearly has a tight grip on what’s happening with Internet use in China. All it takes is a brief foray into one of the many “Technology Palaces” that many cities now spawn, often several within a single city block, to get a sense of the excitement and furor that pervades the use of the Internet and associated technologies, particularly by those between ages 16 and 24! For the past four years I’ve noted a marked and excalating increase in the numbers of young people crowding these places in search of hardware, gaming devices included, and doubtless I’ll see much the same if not greated crowds when I am back in China this May. Excitement is the operative word!

    .
  • 10 MARCH 2010
    Shivam Khullar
    Sr. Business Analyst
    Perficient
    Mountain View, CA USA

    A very interesting article packed with numbers that should make Google think about its strategy in China....

    .
    Shivam Khullar
    Sr. Business Analyst
    Perficient
    Mountain View, CA USA

    A very interesting article packed with numbers that should make Google think about its strategy in China. Is exiting the only way out for them? Would love to read what McKinsey suggests.

    .
  • 10 MARCH 2010
    Savika Patni
    Senior Data Analyst
    BMC
    Boston, MA USA

    ...The behavior of companies and people towards the internet is similar across the globe. Was this article meant to just include China in that list?

    .
    Savika Patni
    Senior Data Analyst
    BMC
    Boston, MA USA

    In an article titled ‘China’s internet obsession’ one would expect trends and arguments that were characteristic to China. However, what I found was the re-iteration of the same information that was used to describe the boom of the internet in the US, Europe, and every other country for that matter. The behavior of companies and people towards the internet is similar across the globe. Was this article meant to just include China in that list?

    .
  • 10 MARCH 2010
    Mark Kelley
    Director of Journalism
    New England School of Communications
    Bangor ME, USA

    ...I would hope that any company that gears up to capitalize on the Chinese Internet market will give at least some thought to the ethical questions raised by Internet addiction....

    .
    Mark Kelley
    Director of Journalism
    New England School of Communications
    Bangor ME, USA

    I applaud your article in pointing out the commercial possibilities introduced by China’s exploding interest in the Internet. But I think it gives short shrift to the very active conversation on what appears to be a rising incidence of Internet addiction among Chinese adults and children (A sampling of recent news stories: BBC Monitoring Asia Pacific - Political, Supplied by BBC Worldwide Monitoring, November 5, 2009 Thursday; The Irish Times, August 18, 2009 Tuesday; Chinadaily.com.cn, January 4, 2010 Monday.) I would hope that any company that gears up to capitalize on the Chinese Internet market will give at least some thought to the ethical questions raised by Internet addiction. Wouldn’t hurt if companies paid more attention to the problem in the US and other western nations, as well.

    .
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