The McKinsey Quarterly

multichannel retailing value proposition article, influencing perceptions of price, Marketing & Sales

MAY 2011

The value proposition in multichannel retailing

Consumers love low prices, but retailers shouldn’t overlook the way shoppers perceive value online and in stores.

Interviews
Editors’ Choice
Featured Articles
  • rising commodity prices in consumer packaged goods article, passing on commodity prices to consumers, Retail & Consumer Goods

    DECEMBER 2010

    The commodity crunch in consumer packaged goods

    Packaged-goods companies have been socked by rising commodity prices. Executives in other industries can learn from their experience.

  • retail online offline sales article, multichannel, retail service, Retail & Consumer Goods

    OCTOBER 2010

    Rediscovering the art of selling

    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.

    Includes: Interactive
  • Capturing the world’s emerging middle class article, middle-class consumers in developing countries, Retail & Consumer Goods

    JULY 2010

    Capturing the world’s emerging middle class

    Multinational companies need new “scale at speed” approaches to penetrate the developing world’s increasingly prosperous consumer markets.

A look at Asia’s consumers
  • segmenting China's digital consumers article, increasing number of Chinese Internet users, Marketing & Sales

    APRIL 2011

    Segmenting China’s digital consumers

    Marketing successfully to China’s soaring population of Internet users will require specific knowledge about how they employ applications and devices.

  • China's maturing luxury goods market article, more demand for more kinds of luxury goods, Marketing & Sales

    APRIL 2011

    Tapping China’s luxury-goods market

    By 2015, Chinese consumers will account for more than 20 percent of the global luxury market. How is their behavior evolving?

  • Chinese consumers article, Chinese economic growth, Marketing & Sales

    OCTOBER 2010

    China’s new pragmatic consumers

    They spend more in categories they highly value, and they generally trade down in less compelling ones.

  • Think regionally, act locally: Four steps to reaching the Asian consumer article, Asian consumer market, Marketing & Sales

    SEPTEMBER 2009

    Think regionally, act locally: Four steps to reaching the Asian consumer

    The most successful global consumer enterprises are radically reshaping their organizations and business models to suit the region’s rapidly evolving high-growth markets.

  • Japan luxury shoppers article, Japan luxury shopping decline, Retail & Consumer Goods

    AUGUST 2009

    Japan’s luxury shoppers move on

    The Japanese consumer’s seemingly insatiable appetite for luxury goods has declined, so companies in this sector must rethink the way they compete.

  • Understanding China's wealthy article, rich chinese consumer, Marketing & Sales

    JULY 2009

    Understanding China’s wealthy

    China will soon be home to the world’s fourth-largest population of wealthy households. Companies that hope to reach them must understand how they differ from their counterparts elsewhere, from other Chinese consumers, and from one another.

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