In cafés from Stockholm to Singapore, something curious is happening to the humble latte. The milk has changed – but the meaning of what’s being poured has changed even more. Oat milk, once a fringe choice in vegan corners of Brooklyn and East London, now commands entire refrigerator shelves in mainstream supermarkets. In London alone, sales of oat milk have more than doubled in recent years, outpacing almond and soy. But its rise has sparked a question with global implications: is this just a Western infatuation – or the beginning of a broader, localised reinvention?

As plant-based milks grow in popularity, they are revealing more than just a shift in taste. They have become markers of identity, class, health politics, and cultural resistance. For younger generations in Western cities, oat milk is as much a badge of sustainability as it is a coffee additive. But in Asia, where soy and coconut milk have been kitchen staples for generations, Western brands often appear as tone-deaf outsiders. In India, almond milk is aspirational, signifying affluence and global awareness. In Japan, flavoured soy milk is sold in vending machines next to corn soup and iced matcha. Each tells a story – not just of diet, but of what progress tastes like in different corners of the world.

The Western Story: When Climate Guilt Meets Café Culture

In the West, plant-based milk has surged from niche to mainstream at breakneck speed. In the UK, oat milk has overtaken almond as the best-selling non-dairy option, with the market valued at over £146 million in 2023 and projected to reach more than £430 million by 2030—a growth trajectory that reflects not just a change in taste, but in values. In the United States, the plant-based milk market has experienced significant growth, with revenue increasing from $2.71 billion in 2024, more than doubling since 2019. This surge reflects a broader trend, as supermarkets now allocate entire aisles to milk alternatives, accommodating the rising consumer demand.​

For Gen Z and Millennials, this shift is as much about values as it is about flavour. The rise of “climatarian” diets—eating based on environmental footprint—has positioned oat milk as the virtuous option. It requires far less water than almond milk (48 litres per litre vs. 1,600) and carries a lower carbon footprint than cow’s milk. Among baristas, oat milk’s texture and foam-ability have cemented its status as the café go-to.

But these motivations are not universal. Among Gen X and Boomers, plant-based milk adoption often stems from health concerns—lactose intolerance, cholesterol, weight management—rather than climate ethics. Many still view oat and almond milk as a wellness product, not a moral choice. And the taste? It’s tolerated more than it is loved.

Despite its early momentum, the plant-based milk category in the U.S. is starting to show signs of fatigue. In 2024, sales declined by 5.2%, driven more by inflation-driven price sensitivity than by waning interest. What we’re seeing at Kadence International is that consumers are making sharper trade-offs at the shelf. While oat milk is still seen as on-trend, its pricing—often double that of dairy—has started to generate real resistance.

Image credit: Minor Figures

Minor Figures, a UK-based oat milk brand, has carved out a niche among creative professionals. Its hand-drawn packaging, minimalist design, and carbon-neutral commitment resonate with urban Gen Z. The brand installed oat milk refill stations in eco-minded cafés in East London, turning sustainability into something tangible. Co-founder Stuart Forsyth emphasises their approach: “We want to grow sustainably, we want to grow ethically and just see where this sort of journey takes us.”

Still, even Minor Figures must contend with growing scepticism about “performative sustainability.” A growing share of younger consumers now want traceability—where was it grown? What happens to the packaging? As oat milk begins to look like the new default, the question becomes: what comes after default?

Research-brief

Southeast Asia: Taste First, Sustainability Later

If oat milk is the sustainability symbol of the West, in much of Southeast Asia, it’s still a curiosity—often priced high, unfamiliar in flavor, and positioned more as a lifestyle accessory than a kitchen staple. Here, taste and tradition are still the gatekeepers, and consumer priorities follow a different rhythm.

Soy and coconut milks remain the dominant non-dairy choices across the region. Long before Western plant-based trends took hold, these ingredients were already foundational in Southeast Asian cuisine. From Indonesia’s tempeh to Thailand’s tom kha, from soy puddings in Vietnam to rich coconut-based curries in Malaysia, non-dairy milk isn’t an “alternative”—it’s the original.

Yet, the surge of interest in plant-based eating is not being ignored. The market for dairy alternatives in Southeast Asia hit USD 3 billion in 2024 and is forecast to reach USD 4.1 billion by 2030. But the motivations driving that growth are not always what Western marketers expect.

For urban Gen Z consumers, the shift is being fueled by café culture and aesthetic appeal. In Singapore, Bangkok, and Ho Chi Minh City, oat milk is showing up in third-wave coffee shops, where latte art meets lifestyle branding. The creamy mouthfeel and mild taste of oat milk plays well with espresso, and baristas often frame it as the more “sophisticated” or “global” option. But the price—often two or three times higher than soy or coconut milk—makes it more of a treat than a household switch.

Health and digestion are also central to plant-based appeal. For Millennials balancing fast-paced urban lives with rising wellness awareness, soy milk retains a stronghold due to its protein content and familiarity. It’s not uncommon to see fortified soy drinks marketed for beauty benefits, gut health, or as part of fitness routines.

Among Gen X and Boomers, however, there’s little appetite for novelty. Traditional dairy is still prized, especially in countries like Vietnam, where sweetened condensed milk remains the heart of the national coffee. Coconut milk is not just nostalgic—it’s seen as natural, trusted, and tied to home cooking.

For Western brands attempting to gain traction here, the learning curve is steep. Oatly’s entrance into the region began with Malaysia and Singapore, distributed via speciality grocers and upscale cafés. The company announced in 2022 that Southeast Asia would form a “growth corridor” as part of its Asia expansion. But by 2024, it had shuttered its Singapore production facility to consolidate manufacturing back to Europe—a sign that demand in the region had not yet scaled fast enough to justify local production.

Oatly continues to maintain shelf presence in Singapore, but its growth in the region faces challenges. In December 2024, the company announced the closure of its production facility in Singapore as part of an asset-light supply chain strategy aimed at improving cost structures and reducing capital expenditures. This move reflects broader operational adjustments in response to evolving market dynamics in Asia.

The plant-based milk market in Singapore is becoming increasingly competitive, with local brands like Oatside gaining traction. In June 2023, Flash Coffee announced it would serve Oatside as the default in all milk-based beverages across its 24 outlets in Singapore. This highlights the growing consumer interest in plant-based options and the competitive landscape Oatly faces.​

It’s evident that for plant-based products to succeed in Singapore, they must appeal to consumers in both taste and affordability. The sustainability pitch alone often isn’t sufficient; products need to meet consumer expectations in flavour and be competitively priced to gain widespread acceptance.

Local innovation may hold the key. In Thailand, companies are experimenting with rice milk made from surplus grains. In Indonesia, startups are blending coconut and cashew milk to cater to local palates while improving texture. Unlike oat, which has to be imported and processed, these ingredients are homegrown—offering not just flavor familiarity but economic resonance.

The tension in Southeast Asia isn’t whether consumers will adopt plant-based milk—it’s which ones, and why. Taste leads. Price follows. Sustainability, for now, lags behind. But for a younger class raised on Instagram, global branding, and iced matcha oat lattes, the next shift may arrive faster than expected.

Japan: Tradition Meets Innovation

In Japan, plant-based milk isn’t a trend—it’s tradition. Long before Western oat and almond milks arrived on convenience store shelves, soy was already woven into daily life. From tofu to miso to soy-based desserts, the legume’s liquid form has been consumed for centuries—not as a replacement, but as a cultural staple.

This historical baseline gives Japan a unique position in the global plant-based milk story. While much of the West is shifting away from cow’s milk, in Japan, dairy was never dominant to begin with. Lactose intolerance affects approximately 45% of the population to some degree, and the country’s culinary heritage has long favoured plant-based ingredients.

Yet even here, the landscape is shifting—quietly, and with the precision Japan is known for. In 2024, the soy milk segment still made up the overwhelming majority of plant-based milk sales, but oat and almond are inching upward. Projections estimate Japan’s oat milk market will expand from approximately $51.7 million in 2024 to over $163 million by 2033, reflecting a compound annual growth rate of 12.6%.

But growth in Japan doesn’t mirror that of its Western counterparts. Oat milk here is not a lifestyle statement. It’s more likely to be encountered in a café serving Nordic-style pastries than in a supermarket fridge. In Tokyo’s upscale coffee districts—Daikanyama, Aoyama, and parts of Shibuya—young professionals are experimenting with oat lattes, but the movement is still niche.

Soy milk is still the default. People are curious about oat milk, but it’s expensive and unfamiliar. Soy is part of the Japanese identity.

Image credit: Marusan

The soy milk aisle in Japan looks nothing like its Western equivalents. There are over 30 flavours of soy milk in most convenience stores—banana, sweet potato, black sesame, and even matcha. Sold in small, colourful cartons, these drinks are as much a snack as a supplement. They appeal across generations and demographics, from school children to business executives.

Almond milk, introduced in earnest in the early 2010s, is viewed as a beauty product as much as a drink—touted for its vitamin E content and its role in “clean eating” routines. It’s marketed in lifestyle magazines and television ads featuring pop stars and Olympic athletes.

So where does that leave oat? Still finding its place. Japanese consumers value texture and subtlety in flavor—qualities that oat milk sometimes struggles to deliver in traditional dishes or teas. But its creamy body is finding fans in the coffee world, and as more cafés experiment with it, familiarity may breed demand.

What’s clear is that plant-based milk in Japan isn’t driven by environmental activism or dietary rebellion. It’s driven by harmony—with the body, with the palate, with the past. While the West frames oat milk as progress, in Japan, progress tastes familiar—it just might be flavoured with yuzu or kinako.

India: Plant-Based Milk as Urban Status and Spiritual Alignment

In India, dairy isn’t just nutrition—it’s ritual. From temple offerings of milk to the everyday comfort of chai with malai, dairy products are woven into the country’s emotional and religious fabric. The white splash in a steel tumbler holds centuries of symbolic weight. So any conversation about plant-based milk here starts not with a health trend, but with the question: what could possibly replace something sacred?

The answer, for now, is: not much—but something is beginning to stir.

India’s plant-based milk market is still young, valued at around USD 50 million in 2024, but it is projected to grow at nearly 15% CAGR over the next six years. That growth, however, is uneven and tells a story less about dietary shifts and more about social signalling.

For Gen Z in India’s metros, plant-based milk is about cruelty-free living, fitness influencers, and Instagrammed morning routines. It’s not uncommon to see “dairy-free” smoothies and almond milk lattes showcased in the digital lives of young professionals in Bengaluru, Delhi, or Mumbai. These consumers often cite animal welfare, clean eating, and compatibility with lactose intolerance—affecting an estimated 60% of the population—as reasons for switching. But the shift is as much aesthetic as it is ethical. Almond milk isn’t just good for you; it looks good in a glass.

Millennials, especially those navigating careers abroad or within cosmopolitan India, are caught between reverence for traditional staples like paneer and ghee, and a rising curiosity about global wellness norms. Many are not rejecting dairy outright, but are experimenting with substitutes during certain meals, fasts, or fitness cycles. The language of Ayurveda also looms large—“easy on digestion,” “balance for pitta”—guiding product marketing and consumer trust.

For Gen X and Boomers, though, the idea of dairy-free milk is still foreign. Cow’s milk is considered pure in Hindu tradition. To deviate from it can feel like cultural heresy, particularly in religious households. Even within vegan circles, spiritual negotiations are common—almond milk in the smoothie, but cow’s milk in the temple.

And yet, there is movement at the margins.

Image credit: Good Mylk Co.

One company pioneering this shift is Goodmylk, a Bengaluru-based startup founded by Abhay Rangan in his teens. The company produces cashew and oat-based milk, peanut curd, and vegan butter. What sets it apart is its insistence on affordability and accessibility. “If we make it premium, we limit who gets to choose it,” Rangan said in an interview. Goodmylk raised $400,000 in seed funding and has focused on scaling without pricing itself out of the Indian middle class.

The brand also localises its innovation. Mung bean and millet-based milks are in development—grains familiar to Indian households, now reimagined for lattes and cereal bowls. This strategy isn’t just functional—it’s cultural. “People trust what they’ve grown up with,” Rangan notes. “If we can use those same ingredients in new ways, we don’t have to change people. We just meet them where they are.”

What India reveals, perhaps more than any other market, is that the future of plant-based milk may not be about substitution—but about addition. The almond milk doesn’t replace the dairy in the chai. It sits next to it in the fridge, as an option, a symbol, a signal of modernity. Milk, in this context, is not just nourishment. It’s narrative.

Cross-Cultural Observations: What Tastes Like Progress?

From Bangkok cafés to Berlin grocery aisles, plant-based milk carries different meanings depending on where you are—and who you ask. To understand the global arc of milk alternatives, it’s not enough to look at adoption rates. You have to ask what each product represents in a cultural context. Because in the world of milk, progress has many flavours.

In the UK, oat milk has become shorthand for ethical living. It’s the fuel of the “climatarian”—those who select food based on its carbon footprint. It helps that oats grow abundantly in Europe and require far less water than almonds. But this is also about optics. Oat milk in a flat white signals something specific: sustainability without sacrifice. It says, “I’m paying attention.”

In Japan, soy milk is the opposite of a trend—it’s a staple. You’ll find banana soy milk in vending machines, black sesame soy in school lunch trays, and unflavored soy behind the counter of every ramen bar. Oat milk, by contrast, is a foreigner: imported, expensive, and still largely a café novelty. Where Western markets romanticise innovation, Japan reveres the familiar.

In India, almond milk is climbing—but it’s doing so as a marker of status. Its presence in a smoothie bowl or a vegan café menu connotes wellness, modernity, and a kind of cosmopolitan sophistication. It’s aspirational, not essential. Meanwhile, mung bean and millet milks are emerging quietly from startups like Goodmylk, using ingredients that feel both futuristic and deeply local.

In Southeast Asia, coconut milk is tradition in liquid form. It’s thick, aromatic, and the base of comfort food across generations. Oat milk, by comparison, is still figuring out how to earn trust—or at least a spot in the fridge. Soy milk, sold sweet and chilled at street stalls and in grocery chains, continues to dominate the category for its price, protein, and familiarity.

And then there’s the matter of price. Across nearly every market, oat milk carries a premium—often double or triple the price of cow’s milk, and far more than local alternatives. In the UK, it retails for £1.90 per litre compared to £1.20 for dairy. In Southeast Asia, import costs push oat milk into the realm of aspirational indulgence.

This price disparity cuts to the heart of a growing identity tension: who gets to eat for the planet? In many regions, sustainability remains a luxury. And with that, a subtle backlash is brewing against the Westernisation of food. Consumers in Asia, Latin America, and Africa are increasingly questioning why “plant-based” must mean foreign, expensive, and out of touch with local ecosystems.As these questions simmer, the most forward-thinking brands aren’t scaling Western models—they’re turning inward. Instead of exporting oat milk to Jakarta or Mumbai, they’re asking: what’s already growing here? And how do we make that the new norm?

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In a bustling market in Lagos, 26-year-old Aisha scrolls through Instagram, weighing whether to buy a locally made dress promoted by an influencer. The brand has no website, just a WhatsApp number for orders. With a few taps, she messages the seller, confirms the price, and arranges for cash-on-delivery. In markets like Nigeria, social commerce is leapfrogging traditional e-commerce. Shoppers don’t browse sleek e-commerce websites; they buy through Instagram DMs, Facebook groups, and TikTok live streams. The brands that fail to adapt to this reality risk missing out on the next billion consumers.

The numbers reveal an undeniable shift in global commerce. E-commerce sales are projected to grow from $5.13 trillion in 2022 to $8.09 trillion by 2028, driven by an influx of new consumers from high-growth regions. China and the United States still lead in online retail, contributing over $2.32 trillion in sales in 2023, but the real transformation is happening in emerging economies like India, Indonesia, Nigeria, and the Philippines. Here, mobile and social commerce has become the foundation of digital retail.

For brands, the challenge is not just expansion; it’s reinvention. These new consumers don’t shop the way the first billion did. Over 80% research products online using search engines, social networks, and short-form videos, while 76% rely on social validation – likes, influencer recommendations, and customer reviews – before making a purchase. Yet, nearly half of the world’s largest consumer brands still lack a presence in these emerging markets, leaving a vast opportunity for those willing to rethink their approach.

But being present is not enough. The next billion shoppers favour social commerce over traditional e-commerce, engage with brands through messaging apps rather than websites, and expect seamless digital experiences across devices – even in regions where internet access is unreliable. They are also fiercely value-conscious, prioritising flexible payment methods like digital wallets and cash-on-delivery, options many global brands still fail to support.

Yet, many companies still operate with outdated digital commerce models built for Western markets. Global brands risk losing ground to more agile, regionally dominant competitors without rethinking payment systems, embedding social commerce, and optimising for mobile-first experiences.

The next billion shoppers aren’t waiting for brands to catch up. The only question is: Are brands ready for them?

Who Are the Next Billion Shoppers?

A 22-year-old university student buys skincare products in India through a WhatsApp group chat. In Nairobi, a young entrepreneur sells handmade jewellery on Facebook Marketplace, coordinating payments through mobile money. Across emerging markets, consumers bypass traditional e-commerce models, turning to social-first, mobile-driven shopping experiences that global brands have barely begun to tap into.

These next billion digital consumers – predominantly in India, Indonesia, Nigeria, the Philippines, Egypt, and Kenya – are young, mobile-first, and digitally fluent. Internet access is expanding at an unprecedented pace, fueling a seismic shift in global commerce. Yet, many brands still fail to understand how these shoppers think and behave.

What sets them apart is how they shop. Unlike their Western counterparts, they favour informal, platform-driven commerce over conventional e-commerce sites. Social media, messaging apps, and peer-to-peer networks aren’t just places to connect; they are marketplaces, customer service hubs, and payment portals. A single Instagram post can trigger thousands of transactions, with sellers coordinating payments and deliveries through direct messages.

But logistical and economic challenges shape their habits. Cash-on-delivery remains dominant in many of these markets, and mobile data costs influence browsing behaviour. Poor infrastructure in rural areas means last-mile delivery is unreliable, forcing consumers to adapt. In response, brands leverage micro-fulfillment centers, regional payment apps, and social commerce strategies to bridge these gaps.

By 2030, these emerging digital consumers will drive global e-commerce revenues past $8 trillion. But brands that attempt a one-size-fits-all approach will fail. To succeed, companies must embed themselves into local digital ecosystems, rethink payment and fulfilment strategies, and embrace how these consumers already shop or risk becoming irrelevant in these emerging markets.

Digital Access Is No Longer a Barrier—But Trust and Infrastructure Are

On paper, the e-commerce revolution in emerging markets looks unstoppable. Smartphone penetration is soaring, digital payment systems are growing, and mobile data is cheaper than ever. But inside a small shop in Jakarta, 28-year-old Rizky still hesitates before clicking ‘buy’ on an Instagram ad.

“The products look good, but I’ve been scammed before,” he says, scrolling through the comments. “What if it never arrives? Or worse, what if it’s fake?”

Rizky’s concerns reflect a broader reality: while digital adoption is rising, trust remains one of the biggest barriers to e-commerce growth. Counterfeit goods, poor customer service, and unreliable delivery services have made many consumers sceptical. Even in fast-growing online markets, many prefer cash transactions or in-person shopping rather than risk a bad purchase.

Payments are another obstacle. While fintech solutions are expanding, millions of consumers remain unbanked or underbanked. In Nigeria and India, cash-on-delivery still dominates, yet many global brands continue pushing credit card-based payment systems. In a region where platforms like GCash in the Philippines, Paytm in India, and M-Pesa in Kenya have become standard, brands that fail to offer these options risk losing sales entirely.

Then there’s last-mile delivery, or the lack of it. In rural Indonesia and sub-Saharan Africa, poor infrastructure means packages take weeks to arrive – if they make it at all. Some brands have adapted, partnering with hyper-local delivery networks or setting up pickup hubs in community centres and convenience stores. Others still operate with rigid, one-size-fits-all supply chains that don’t work in these markets.

The lesson is clear: digital access alone won’t drive e-commerce success. Winning over the next billion shoppers requires more than just an internet connection; it demands localised payment solutions, seamless returns, and a serious investment in trust-building. Without these, even the best-designed digital strategies will fall flat.

How Brands Can Win the Next Billion Shoppers

In Manila, a small fashion retailer went from selling 50 dresses a month to 500 without launching a website. Instead, its business runs through Facebook Live sales and TikTok videos, where customers comment “Mine” to claim an item and settle payments via digital wallets. Across emerging markets, this is the new normal.

For global brands, the lesson is clear: scaling into high-growth digital markets requires far more than a translated website or a localised ad campaign. The next billion shoppers aren’t waiting for brands to find them on corporate e-commerce platforms – they’re already buying where they spend their time: social media, messaging apps, and peer-to-peer networks.

Yet, many Western brands still treat these channels as secondary sales tools rather than primary retail ecosystems. In Indonesia, Nigeria, and the Philippines, more than half of digital shoppers prefer buying through social media rather than traditional e-commerce websites. Brands that expect customers to visit standalone online stores are missing the point, as these shoppers expect brands to meet them where they already are.

That shift is forcing a rethink of engagement strategies. Live shopping, influencer-driven commerce, and peer recommendations have overtaken static product listings and website browsing. In China, where social commerce surpasses $500 billion annually, global brands have had to completely restructure their sales channels to compete with domestic players that integrate commerce seamlessly into entertainment. The same transformation is sweeping Southeast Asia, Africa, and Latin America.

But selling in these markets requires more than just showing up. AI-driven personalisation is now a competitive necessity, not a luxury. Machine learning models are helping brands optimise pricing, tailor product recommendations, and automate language localisation – yet many companies still fail to adjust their messaging, relying on generic campaigns that don’t resonate.

Language and cultural nuance can make or break a sale. While English is widely used in business, most consumers prefer to shop in their native language, engage with familiar imagery, and trust local influencers over foreign celebrity endorsements. Brands that get this right, like Coca-Cola and Unilever, see stronger conversion rates and long-term loyalty. Those that don’t risk alienating their audience before they even make it to checkout.

Simply put, what worked in established e-commerce markets won’t work here. Successful brands embed themselves in local digital ecosystems, embrace social-first shopping, and design their experiences around how consumers already buy, not how brands want them to buy.

Who Controls the Future of E-Commerce? Local Platforms Are Winning

When Indonesian beauty brand Somethinc wanted to expand online, it didn’t launch its website. Instead, it built its entire e-commerce strategy around Shopee and TikTok Shop, running daily flash sales and live-streaming product tutorials. The result? A 10x sales increase within months, driven entirely by social commerce and regional marketplaces.

Somethinc’s story isn’t unique. Across emerging markets, the next billion shoppers aren’t discovering products through branded websites; they’re buying from super apps, social media platforms, and dominant regional marketplaces. For global brands, winning these markets means playing by new rules where local giants, not Western e-commerce behemoths, set the terms of engagement.

The Power Shift: Regional Marketplaces vs. Global E-Commerce Giants
For years, companies like Amazon and Alibaba have defined global e-commerce. But that dominance is fading in Southeast Asia, Africa, and Latin America. Platforms like Shopee, Jumia, and MercadoLibre have become the default shopping destinations, offering localised logistics, digital wallet integrations, and cash-on-delivery options that global brands struggle to replicate.

The numbers tell the story. In China, social commerce sales surpassed $500 billion, with platforms like Douyin (China’s TikTok), Xiaohongshu, and WeChat driving transactions entirely within their ecosystems. The same model is now spreading across Indonesia, Nigeria, and Mexico, where more than half of online shoppers prefer purchasing directly through social media.

Yet, many Western brands still treat these marketplaces as secondary sales channels rather than core business platforms. In India, Flipkart and Myntra dominate e-commerce for fashion and electronics, while Tokopedia in Indonesia has built a hyper-localised supply chain that global competitors can’t match. Simply listing products on these platforms is not enough – brands must actively invest in platform-specific strategies, native advertising, and localised engagement.

Why Direct-to-Consumer Models Are Struggling
For decades, DTC strategies helped brands build direct relationships with consumers. But DTC isn’t the future in emerging markets; it’s a limitation. Brands that cling to standalone e-commerce sites are losing relevance as shoppers expect frictionless transactions within the platforms they already use.

Even in Western markets, the shift is happening. TikTok Shop’s expansion into the U.S. and U.K. signals a major shift in commerce dynamics – one that mirrors the e-commerce revolution already unfolding in Asia and Africa. The next billion shoppers won’t be navigating company websites – they’ll be purchasing inside their favourite apps.

The message is clear: The future of e-commerce belongs to platforms that seamlessly blend social engagement, localised logistics, and frictionless transactions. The brands that adapt to this reality – rather than trying to control it – will be the ones that capture the next wave of global consumers.

How Global Brands Can Win in the Next Billion Market

In India, fast-fashion brand Ajio doesn’t just sell online; it has redefined mobile-first commerce. Instead of relying on traditional e-commerce websites, it built its entire sales strategy around WhatsApp-based shopping, integrating local payment options and live-chat support for consumers who prefer conversational commerce. The approach has been so successful that WhatsApp shopping now drives a significant share of its sales in smaller cities and rural areas.

For global brands, this is the future of e-commerce, requiring a radical shift in strategy. Companies that treat these new markets like extensions of the West will struggle. Those that understand the unique behaviours, expectations, and challenges of the next billion consumers will dominate.

Here’s how brands can compete effectively in these emerging digital economies:

  • Market Research Can’t Be an Afterthought

Global strategies often fail because they assume all emerging markets behave similarly. Shopping habits, payment preferences, and brand trust vary drastically between Jakarta, Lagos, and Manila. Companies that skip deep, localised market research often launch with the wrong pricing models, payment options, and messaging that doesn’t resonate.

Many brands have learned this the hard way. Walmart’s struggles in India stemmed from misunderstanding local retail behaviours, forcing the company to pivot from a direct e-commerce approach to acquiring Flipkart. In contrast, brands like P&G and Coca-Cola invest heavily in country-specific consumer insights and have successfully built strong footholds in these markets.

  • Think Beyond Translation – Create Market-Specific Storytelling

Localisation isn’t just about translating a global campaign into another language; it’s about understanding cultural nuances. Consumers in India, Indonesia, and Nigeria engage with storytelling differently than shoppers in New York or London.

Nike’s Southeast Asian marketing campaigns, for instance, don’t just feature global athletes. They include local sports icons and culturally relevant narratives, tapping into national pride and regional sports culture. This approach has driven significantly higher engagement than generic Western-focused messaging.

  • Build for Mobile-First, Low-Bandwidth Markets

In many emerging economies, the mobile phone is the only device people use to access the internet. More than 90% of internet users in these markets are mobile-exclusive, and many are on low-bandwidth connections.

That’s why progressive web apps (PWAs) and lightweight mobile sites outperform heavy, Western-style e-commerce platforms. Companies like Jumia in Africa and Tokopedia in Indonesia have invested in fast-loading mobile interfaces, ensuring that even consumers in low-data regions can shop seamlessly.

  • Payment and Fulfillment Must Be Localised

Credit cards are not the default in these markets. In India and the Philippines, cash-on-delivery remains a dominant payment method. In Kenya, M-Pesa is the standard for digital transactions. In China, QR-code-based WeChat Pay and Alipay drive nearly all online purchases.

Western brands that only integrate credit card checkouts exclude millions of potential customers. Companies that tailor their payment options—as Apple did by adding UPI payments in India—win consumer trust and adoption faster.

  • Social Commerce Is Now the Default, Not an Add-On

Social media isn’t just a marketing tool in emerging economies; it is the storefront. More than half of digital shoppers in Indonesia and Nigeria buy directly through social platforms, often engaging with brands through WhatsApp, Instagram, or Facebook groups.

Live-stream shopping is also exploding in popularity. Approximately 50% of the country’s internet users in China utilised live commerce in 2023. This model is quickly expanding across Southeast Asia and Latin America. Brands that ignore this trend risk losing to local sellers who understand the nuances of peer-driven shopping.

  • Logistics and Trust Are the Make-or-Break Factors

Selling a product is one thing. Getting it to the customer reliably is another.

Brands like Shopee and Jumia have gained an edge because they built extensive last-mile delivery networks, partnering with local couriers, pickup hubs, and even motorcycle taxi fleets to ensure orders arrive on time. Amazon, by contrast, struggled in markets like India because it initially relied on its Western fulfilment model rather than adapting to local infrastructure.

Trust is also a challenge. Consumers rely heavily on peer reviews and seller reputations before purchasing in markets with high counterfeit product risks. That’s why platforms like Tokopedia and Shopee have built-in buyer protection policies, a feature that global brands must adopt to compete.

The Time to Adapt Is Now

The next billion shoppers are reshaping digital commerce faster than most global brands can keep up. But this shift isn’t just about adding new markets to existing playbooks. It requires a fundamental change in how brands operate, engage, and build trust.

The companies that embed themselves into local digital ecosystems rethink their approach to payments and fulfilment and leverage social commerce as a primary – not secondary – strategy that will lead the next era of global retail. The rest? They’ll be playing catch-up.

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Streaming once promised a cheaper, simpler alternative to bloated cable packages. That era is ending. The subscriber land grab is over, and platforms are pivoting hard toward profitability – raising prices, pushing ad tiers, and upselling premium features that quietly pressure viewers to spend more.

Netflix, once the champion of disruption, now nudges users toward ad-supported plans or costlier premium options. Disney+, HBO Max, and Amazon Prime Video are following suit, each finding new ways to monetise content once available at a single flat rate. The result? A growing divide between basic and premium subscribers creating a class system that echoes the old cable era.

For viewers, the question is clear: Pay more for an uninterrupted, high-quality experience, or settle for less in a world where “basic” means ads, lower resolution, and restricted access. The future of streaming is shifting – and for many, it won’t be an upgrade.

Squeezing More from Subscribers

Low prices and bottomless content once defined streaming’s appeal. But the growth-at-any-cost era is over. Today, platforms are restructuring to wring more revenue from the users they already have.

Netflix long resisted ads – now, its ad tier is a gateway to more expensive plans. Features once standard, like 4K resolution, are now locked behind paywalls. And its crackdown on password-sharing is designed to turn passive users into paying ones.

Disney+ is bundling its services, locking Hulu and ESPN+ behind higher-priced packages. HBO Max, now rebranded as Max, has trimmed its catalogue while introducing new pricing tiers, making ad-free viewing a privilege, not a standard. Even Amazon Prime Video, long considered a value-add to its retail empire, is rolling out ads unless users pay extra to remove them.

The Divide Between Premium and Basic Subscribers 

Streaming once promised equal access – a single subscription unlocked the same content for everyone. That reality is disappearing. A growing divide now separates premium subscribers from those stuck on basic plans.

It’s no longer just about ads. Basic-tier users face lower video quality, fewer downloads, and restricted streaming options. Netflix locks 4K resolution behind a paywall. Disney+ reserves certain exclusives for higher-paying subscribers. Max and Amazon Prime Video follow the same playbook, gradually making standard features feel like upgrades.

This isn’t just inconvenience – it’s a redesign of access. Blockbusters, early drops, and high-definition are now privileges for those who pay more. A two-tiered system is emerging: premium users get the best, while the rest settle for second-rate.

The question is whether audiences will accept this shift or find ways around it.

Research-brief

Consumers Are Pushing Back Against Rising Costs and Subscription Fatigue

Audiences aren’t blindly accepting price hikes. Many are cutting back, consolidating services, or hopping between platforms based on what’s trending. Some are even turning to piracy, a practice once on the decline but now creeping back as frustration grows.

Nearly three-quarters of subscribers say they’re paying too much. As a result, 31% have already scaled back, and 29% are thinking about it.

Subscription fatigue is setting in. The market is oversaturated, and consumers are reaching their limit. With each price increase, more users question whether another monthly bill is worth it. Churn rates are rising, and platforms are scrambling to keep subscribers locked in.

Not all regions react in the same way. In lower-income markets, ad-supported tiers are gaining traction. But in wealthier countries, frustration is mounting as streaming costs rival the cable bills they once replaced.

Streaming Is Starting to Look a Lot Like Cable

Streaming was supposed to end cable’s reign, not recreate its worst features. Yet, as platforms carve up content into exclusives and push higher-priced tiers, consumers are facing the same frustrations that once drove them to cut the cord.

Must-watch shows are scattered across multiple services, forcing viewers to juggle subscriptions to keep up. Once simple, pricing models have morphed into a maze of tiers, bundles, and add-ons. Even staggered releases and blackout windows  – hallmarks of traditional TV – are quietly making a comeback.

Some companies see an opportunity. Aggregators are emerging to bundle streaming services under a single bill, which resembles the old cable model. Apple and Amazon are already positioning themselves as digital gatekeepers, offering centralised hubs that package multiple services.

The convenience that once defined streaming is slipping away. What began as a revolution now echoes the very systems it sought to replace.

Brands Rethink Strategy as Streaming Turns Premium

As platforms rework their business models, brands are rethinking their approach. Streaming is no longer a commercial-free oasis – it’s a growing opportunity for advertisers willing to pay for premium placement.

Netflix’s ad-supported tier, once unthinkable, is now a prime spot for brands looking to reach engaged audiences. Disney+ and Amazon Prime Video follow suit, offering hyper-targeted ads powered by detailed viewer data. Unlike traditional TV commercials, these ads are tailored, personalised, and difficult to skip.

Sponsorships and product placements are evolving, too. Shows seamlessly integrate brands into their storylines, blurring the line between content and advertising. Reality series feature branded backdrops, scripted dramas include strategic product placements, and sometimes, entire episodes are built around sponsorships.

Case in point: HBO’s White Lotus didn’t just captivate audiences – it redefined the Four Seasons brand. A hotel became a character, driving real-world demand and reframing the idea of luxury travel.

For brands, streaming’s evolution is an opportunity but also a challenge. As premiumisation pushes some viewers out, advertisers must decide whether to reach a shrinking audience or invest in a more engaged one.

As Streaming Becomes a Luxury, Can Affordability Survive?

The future of streaming is tilting toward exclusivity. Platforms are betting consumers will pay more for better quality, fewer ads, and access to premium content. But as prices climb, a crucial question remains – will affordable options still exist?

Ad-supported tiers offer a middle ground, but they come with trade-offs. Lower-quality video, unskippable ads, and restricted content make them feel like a downgrade rather than a real alternative. Meanwhile, piracy, long in decline, is creeping back as frustrated users look for workarounds.

Some platforms may hold off on full premiumisation to keep price-sensitive users, especially in emerging markets. Others could test hybrid models – offering free content with upsell paths. But the direction is clear: cheap, unlimited streaming is being replaced by a tiered system where the best experience comes at a price.

Streaming was built on accessibility. The question now is whether that promise will survive.

The Future of Streaming Will Be Defined by Who Can Afford It

Streaming isn’t going away, but the experience is changing. The best content, highest quality, and most seamless access are increasingly reserved for those willing to pay more. What was once an industry built on affordability is turning into one that prioritises premium subscribers.

For brands, this shift presents both opportunities and risks. Ad-supported tiers offer new ways to reach viewers, but the overall audience could shrink as prices rise. Marketers must decide whether to invest in high-spending premium users or reach the broader base still willing to tolerate ads.

The next chapter of streaming won’t hinge on content – it will hinge on cost. As platforms chase profits, accessibility is slipping. The era of cheap, all-you-can-watch entertainment is ending. What comes next depends on how much viewers are willing – or able – to pay.

Streaming’s Evolution Is Redefining Entertainment Access

Streaming is no longer an equal-access platform. A growing gap separates premium subscribers from those on budget plans. High-definition, uninterrupted viewing is now a luxury, while basic users navigate ads, lower resolution, and restricted content libraries.

Consumers are responding in different ways. Some are cutting back and keeping only essential subscriptions. Others rotate platforms, subscribing for a month, binge-watching, and cancelling. Piracy, once on the decline, is making a comeback as viewers push back against rising costs.

Over half of Americans (53%) subscribed to a service in the past year just to watch one show. Of those, 72% cancelled – 57% within the first month.

For brands, this fragmentation complicates marketing strategies. Streaming was once a direct line to engaged audiences. Now, it’s a fractured landscape where viewership depends on price tiers, ad tolerance, and content exclusivity. The rules are changing, and advertisers must adapt – or risk losing their audience.

Is Streaming Headed for a Breaking Point?

The race for subscribers is over. Now, platforms are fighting for control – of pricing, access, and how audiences consume content.

Ad-supported tiers, exclusive bundling, and premium restrictions aren’t just revenue strategies; they’re levers to dictate viewing behaviour. Streaming is becoming a gated ecosystem where top-tier access is reserved for those willing to pay more. The shift isn’t subtle; subscription churn is rising, bundling fatigue is setting in, and piracy, once in decline, is returning.

The industry is approaching a tipping point. Price hikes and paywalled features may drive short-term revenue, but they also push consumers to reconsider their subscriptions. Fragmentation makes it harder to justify multiple services, and frustration is growing. Viewers are finding ways around rising costs, and platforms may underestimate their willingness to walk away entirely. 

The future of streaming won’t be dictated by platforms alone. Audiences still hold the power; if streaming loses its accessibility, its dominance could unravel. What began as an entertainment revolution is at risk of becoming an exclusive club, where access is a privilege and the audience that once fueled its rise is left behind.

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Alexa, which stores have the best deals right now? 

Once a futuristic notion, this question is now a reality for millions of consumers who rely on voice-activated devices for shopping lists, product recommendations, and more. As conversational AI becomes an integral part of daily life, voice-first commerce is reshaping brand engagement, challenging traditional marketing approaches, and unlocking new revenue opportunities.

But are brands truly ready for this shift? 

While some have embraced the potential of conversational AI, others are scrambling to catch up, struggling to redefine their strategies at a time when hands-free shopping and personalised voice interactions are the norm.

The question isn’t whether voice commerce will dominate – it’s how soon. Brands that adapt quickly and strategically will set themselves apart in this voice-first future, while the rest risk being left unheard.

The Rise of Voice-First Commerce

Voice commerce is rapidly becoming a mainstream consumer behaviour. 

The global voice recognition technology market is projected to grow to nearly $50 billion by 2029.

Consumer preferences are steering the surge in voice commerce, with hands-free convenience redefining how people shop, search, and interact. Smart speaker users now average 12.4 weekly tasks on their devices – nearly double the 7.5 recorded in 2017 – highlighting the growing integration of voice technology into everyday routines.

Brands must act now. This shift isn’t just about new tech; it’s about meeting customers where they are – on the go, multitasking, and expecting seamless experiences. For brands clinging to traditional e-commerce strategies, the window to pivot is closing.

How Conversational AI is Reshaping Brand Strategies

Conversational AI is transforming how brands interact with customers, pushing the boundaries of personalisation and engagement. Unlike traditional e-commerce, where interactions are largely visual and transactional, voice-first commerce creates opportunities for real-time, human-like conversations that build deeper connections.

Personalisation at Scale
AI-driven voice assistants use advanced natural language processing to deliver tailored recommendations. By analyzing past purchases, search history, and real-time preferences, these systems can create “segments of one,” offering highly personalised experiences. For example, a voice assistant can suggest a product refill based on a consumer’s purchase history or recommend a new service aligned with their preferences.

Improved Accessibility and Inclusivity
Voice technology breaks barriers, offering accessibility to older adults and individuals with visual impairments. For brands, this means tapping into previously underserved demographics and expanding their reach.

Enhanced Customer Service
Conversational AI is revolutionising customer support, from resolving issues instantly to guiding users through complex buying decisions. Voice assistants can handle inquiries 24/7, minimising wait times and enhancing satisfaction. Brands like Sephora and Domino’s have implemented conversational AI to simplify appointment bookings and food orders, creating frictionless customer journeys.

Challenges Brands Face with Conversational AI

The promise of conversational AI is immense, but its implementation comes with notable challenges that brands must overcome to fully leverage its potential.

Understanding Diverse Accents and Dialects
A significant barrier to effective conversational AI adoption is the ability to interpret diverse accents and dialects accurately. For instance, studies have shown that accents from regions like New York City, New Jersey, and Boston within the US market pose considerable difficulties for voice recognition systems. Distinct pronunciations and local slang in these areas often lead to misinterpretations, frustrating users and undermining trust in the technology. This highlights the need for brands to train AI models to handle linguistic nuances across regions and demographics.

Privacy and Data Security Concerns
Data privacy is another pressing issue. In a high-profile example, Italy’s data protection authority fined OpenAI 15 million euros for processing user data without adequate legal justification and transparency. The authority also cited inadequate age verification measures, exposing minors to potentially inappropriate content. These instances reflect broader consumer concerns about how personal data is collected, stored, and used in conversational AI systems.

Turning Challenges Into Opportunities
Brands that tackle these challenges head-on can gain a competitive advantage. Building AI systems that are linguistically inclusive and ensuring robust data privacy protocols will not only improve user experience but also foster trust among increasingly cautious consumers. Those proactively addressing these hurdles position themselves as leaders in the voice-first era, where reliability and consumer confidence are critical to success.

Brands Leading the Way with Conversational AI

As conversational AI becomes a cornerstone of voice-first commerce, some brands leverage its potential to drive engagement and boost sales. These early adopters offer valuable lessons for those looking to stay ahead of the curve.

Amazon’s Alexa: Setting the Standard for Voice Commerce
Amazon’s Alexa ecosystem has transformed how consumers shop, from reordering household essentials to discovering new products. With Alexa Skills tailored for brands, companies like Tide and Starbucks have seamlessly integrated into the consumer’s voice-enabled routine. Tide’s Alexa Skill, for instance, provides stain removal tips while subtly promoting its products, showcasing how conversational AI can blend utility with branding.

Sephora: Redefining Beauty Retail
Sephora has embraced conversational AI through virtual assistants that guide customers in selecting makeup and skincare products. By integrating its AI systems with Google Assistant, Sephora enables voice-driven appointment booking for beauty consultations, merging convenience with personalized recommendations. This approach not only enhances customer experience but also drives foot traffic to physical stores.

Case Study: Domino’s Frictionless Ordering Experience
Using Conversational AI

dom-ordering-system

Image Credit: Shorty Awards

Since its founding in 1960, Domino’s Pizza has expanded to over 20,000 locations across 90 countries. A key milestone in this journey was the adoption of conversational AI to streamline operations and enhance customer experiences.

The Challenge

As consumer behaviour evolved, Domino’s recognised the need to offer more intuitive and convenient ordering methods. While effective, traditional online and phone orders lacked the seamless interaction modern consumers desired. The challenge was to develop a system capable of understanding and processing how customers express their orders, accommodating various accents, languages, and preferences.

The Solution

Dom-Conversational-AI-Ordering-System

Image Credit: Google Cloud 

In August 2016, Domino’s began exploring Natural Language Understanding Solutions (NLU) and ultimately selected Google’s Dialogflow for its scalability and robust NLU capabilities. This platform allowed Domino’s to handle the extensive range of customer intents and ordering options inherent in its menu. By leveraging over 60  years of customer service expertise, Domino’s developed “Dom,” an AI-powered chatbot integrated across multiple platforms, including Google Assistant-enabled devices. Customers could now place orders by simply saying, “Hey Google, talk to Domino’s,” initiating a conversational ordering experience.

Implementation

The implementation process involved training the AI to manage both simple and complex ordering scenarios, ensuring it could handle the diverse ways customers might place orders. The user-friendly interface facilitated rapid development and deployment, enabling Domino’s to efficiently meet or exceed project milestones. The AI system was designed to integrate seamlessly with existing operations, providing a consistent and reliable customer experience across various digital platforms.

Results

Image Credit: Google Cloud

The introduction of conversational AI surpassed Domino’s initial expectations. The AI-powered ordering system not only enhanced customer convenience but also improved operational efficiency. The system’s performance led to continuous refinement of the conversational experience, allowing Domino’s to stay ahead of customer expectations and adapt to new interaction patterns. This commitment to innovation reinforced Domino’s position as a leader in digital transformation within the food service industry.

Learning from the Leaders

These examples highlight the versatility of conversational AI across industries. By focusing on consumer needs – whether it’s saving time, offering expert guidance, or simplifying everyday tasks – brands can create meaningful voice interactions that drive loyalty and revenue.

For brands still on the fence, these success stories highlight an essential truth: conversational AI is not a passing trend but a transformative force that will define the future of customer engagement.

The Future of Conversational AI in Voice Commerce

The evolution of conversational AI is accelerating, with innovations poised to redefine how brands engage consumers in the coming years. This isn’t just an extension of existing technology; it’s a shift toward a more intuitive, predictive, and immersive future.

Natural Language Processing Reach New Heights
Advances in NLP enable voice assistants to understand context, sentiment, and even subtle nuances in conversation. This development allows brands to move beyond basic commands and create meaningful, two-way interactions that feel almost human. Imagine a virtual shopping assistant that remembers your preferences and anticipates your needs before you articulate them.

Integration with Immersive Technologies
Converging conversational AI with augmented and virtual reality promises a new dimension of voice-driven engagement. Consumers could soon “walk” through virtual stores guided by a voice assistant, combining the convenience of e-commerce with the immersive experience of physical shopping.

Predictive Voice Analytics for Proactive Engagement
Predictive analytics powered by AI will allow brands to forecast consumer behaviour with unprecedented accuracy. Voice assistants will be able to recommend products based on upcoming events, seasonal trends, or personal milestones, creating hyper-relevant shopping experiences.

Generative AI Redefining Personalisation
Generative AI will further enhance voice commerce by creating highly customised interactions. From crafting personalised product descriptions to generating dynamic recommendations during conversations, this technology ensures every interaction feels uniquely tailored to the consumer.

The Ethical and Privacy Imperative
As the future of conversational AI unfolds, ethical considerations will take centre stage. Brands must be transparent about how they collect and use voice data, addressing consumer concerns about privacy and surveillance. Building trust will be just as crucial as building technology.

How Brands Can Prepare for the Voice-First Era

To thrive in the age of conversational AI, brands must adopt a proactive, voice-first strategy. Success will depend on blending innovative technology with a deep understanding of evolving consumer expectations.

Invest in Voice-Ready Infrastructure
Brands need robust systems that integrate with conversational AI platforms like Alexa, Google Assistant, or proprietary solutions. This includes optimizing product listings for voice search, ensuring seamless compatibility with voice-activated devices, and developing APIs for real-time interactions.

Prioritise Multilingual and Inclusive Design
Global markets demand voice solutions that cater to diverse languages, dialects, and accents. Brands must train AI systems to understand regional nuances, making their offerings accessible to a broader audience. Inclusivity should also extend to designing interfaces for users with disabilities, tapping into underserved markets.

Focus on Data Privacy and Ethical AI
Building trust is critical in a voice-driven world. Brands should establish clear policies on data collection and usage, ensuring transparency with consumers. Adopting ethical AI practices, such as eliminating bias in voice recognition, will enhance credibility and foster loyalty.

Collaborate with AI Ecosystem Leaders
Partnerships with technology giants and AI innovators can accelerate voice-first strategies. Whether leveraging Google’s advanced NLP or collaborating with Amazon on Alexa Skills, aligning with established platforms ensures smoother implementation and greater reach.

Measure and Adapt Through Key Performance Indicators
Voice commerce success must be quantifiable. Brands should track engagement rates, voice search conversions, customer retention, and satisfaction. They can continuously refine their voice strategies by analyzing these insights to better meet consumer needs.

Prepare for a Voice-Only Future
While omnichannel strategies remain vital today, brands should experiment with voice-only campaigns and interactions. Developing exclusive voice-driven experiences will help them prepare for a future where voice commerce dominates.

The transition to voice-first commerce requires foresight and innovation. Brands that invest now in building their conversational AI capabilities will not only capture today’s opportunities but also shape the future of customer engagement.

The rise of conversational AI and voice-first commerce represents a massive shift in how consumers interact with brands. From streamlining purchases to creating deeply personalised experiences, voice technology revolutionises the customer journey. But this transformation comes with a challenge: brands must act swiftly and strategically to harness their potential.

As consumers prioritise convenience and personalisation, the question for brands is no longer whether to adopt conversational AI but how to do it effectively. The future belongs to those willing to innovate, adapt, and amplify their voice.

For brands willing to invest, the rewards are clear: deeper customer relationships, enhanced loyalty, and a competitive edge in the voice-first marketplace. The future of voice commerce isn’t distant—it’s unfolding now. Is your brand ready to be heard?

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Brands are under growing pressure to navigate the blurred lines between commerce and politics – a landscape filled with both risks and rewards. Donald Trump’s return to the White House has sharpened political divides in the US and beyond, influencing consumer expectations and corporate strategies. Inflation, geopolitical tensions, and evolving regulations further complicate the equation, making political engagement a high-stakes decision for brands.

For many companies, the debate has shifted from whether to take a stand to how and when. Today’s consumers are highly politically aware, with 62% expecting brands to address social and political issues, according to the 2024 Edelman Trust Barometer. However, miscalculated activism comes at a cost – surveys show 56% of consumers would boycott brands that voice opposing views. Public sentiment holds unprecedented influence, shaping corporate reputations based on how brands engage with or steer clear of political discourse.

Some brands have successfully used political engagement to strengthen loyalty and align with consumer values, while others have faced backlash, losing both trust and market share. Striking the right balance requires a deep understanding of audience sentiment, economic impact, and long-term brand positioning. Without a clear strategy, political alignment can backfire, making it crucial for companies to ensure their engagement aligns with core values and business goals.

The Evolution of Brand Activism

Brands have long influenced cultural and political discourse, but today’s stakes are higher than ever. Historically, corporate involvement was limited to philanthropy or corporate social responsibility (CSR) efforts focused on broad, non-controversial causes like education or environmental sustainability. In recent years, however, evolving consumer expectations and growing stakeholder pressure have propelled brands into more politically charged territory.

CSR surged in the late 20th century as brands recognised the link between social good and business success. By the early 2000s, stakeholder expectations had evolved, with investors, employees, and consumers demanding greater accountability. A recent PwC report found that 79% of consumers expect brands to demonstrate clear social and political commitments – up from 50% a decade ago. This shift has fueled a rise in brand activism, with companies publicly taking stands on divisive issues such as racial justice, LGBTQ+ rights, and climate change.

Nike’s 2018 campaign featuring former NFL quarterback Colin Kaepernick – “Believe in something. Even if it means sacrificing everything.” – remains a defining moment in brand activism. The ad, which spotlighted Kaepernick’s protest against police brutality, ignited fierce debate. Some consumers boycotted Nike, while others applauded its bold stance, leading to a 31% surge in online sales within days. The campaign highlighted both the rewards of aligning with consumer values and the deep divisions within the marketplace.

Chick-fil-A’s alignment with conservative values has sparked ongoing controversy over LGBTQ+ rights. The company’s donations to organisations opposing same-sex marriage triggered protests and boycotts, especially among younger consumers who prioritise inclusivity. In response to mounting pressure, Chick-fil-A revised its charitable giving strategy to reduce backlash while preserving its core customer base. Despite these efforts, controversy lingers, underscoring the challenges brands face when their values clash with evolving societal expectations.

The rising influence of Gen Z and millennials – who will make up over 60% of the global workforce by 2030 – has intensified demands for corporate accountability. These generations favour brands that align with their values and use social media to hold companies accountable. As a result, brands must walk the fine line between meaningful engagement and perceived opportunism, recognising that today’s consumers are more informed, vocal, and values-driven than ever.

The Risks of Politicising a Brand

Taking a stand on political and social issues can boost brand loyalty and resonate with consumer values, but the risks are substantial. Companies that enter contentious debates without a clear strategy risk alienating key audiences, facing market backlash, and attracting regulatory scrutiny. In an era of heightened polarisation, a single misstep can quickly spiral into a crisis, undermining trust and financial stability.

Gillette’s 2019 campaign, “The Best Men Can Be,” aimed to challenge toxic masculinity but received mixed reactions. While some praised its message, others saw it as an attack on traditional masculinity, sparking widespread criticism and boycotts. The ad amassed over 1.5 million dislikes on YouTube within days, and a survey found that 60% of male consumers felt it was unfair. Procter & Gamble, Gillette’s parent company, later reported a $5 billion write-down, though the campaign’s direct impact remains unclear. This case underscores the challenge brands face in addressing social issues – what resonates with one audience can alienate another, leading to reputational and financial fallout.

Political affiliations can pose long-term reputational risks beyond immediate consumer reactions. Brands closely tied to political ideologies may struggle to pivot when public sentiment shifts. Companies that invest heavily in political partnerships often find it difficult to distance themselves from controversy, putting their credibility at risk. A 2023 Harris Poll found that 55% of consumers believe brands should avoid direct political endorsements to maintain neutrality, highlighting the risks of perceived partisanship.

The economic fallout from politicising a brand can be severe. Social media-driven boycotts, once short-lived, now have lasting effects. The 2024 Edelman Trust Barometer found that 64% of global consumers have boycotted a brand over political or social stances. Such actions can erode market share, trigger stock volatility, and invite shareholder pressure to prioritise profits over advocacy. In regulated industries, politicisation may also attract government scrutiny.

Investor confidence is a major concern for publicly traded companies. Activist shareholders and institutional investors, including BlackRock and Vanguard, are urging businesses to prioritise long-term value over divisive issues. A Deloitte report found that 72% of institutional investors view political controversies as a material risk to a company’s long-term viability.

When Brands Should Stay Neutral

As political and social issues dominate public discourse, neutrality can be the smartest strategy for brands in certain industries. Sectors like finance, healthcare, and logistics – where trust, reliability, and regulatory compliance are critical – often benefit from steering clear of political debates. In these fields, the risks of alienating customers, regulators, and investors typically outweigh any potential benefits of taking a stand.

Financial institutions cater to a diverse customer base with varying political beliefs and economic priorities. Taking a political stance could jeopardise their perceived impartiality, which is crucial for consumer trust and regulatory compliance. A recent Deloitte report found that 78% of consumers expect financial service providers to remain politically neutral, emphasising the demand for stability. Similarly, healthcare companies must prioritise patient care and public health over political affiliations to maintain credibility and ensure equitable access.

Some of the world’s most iconic brands have preserved neutrality by embracing universal values that transcend politics. Coca-Cola, for example, has consistently promoted unity and happiness. Its messaging emphasises togetherness and cultural celebration, steering clear of political entanglements – even during turbulent times. The 2008 “Open Happiness” campaign, launched amid the global financial crisis, offered optimism without political alignment, helping Coca-Cola retain broad appeal across markets.

McDonald’s has maintained its global appeal by staying largely apolitical, prioritising product consistency and community engagement over divisive issues. The company localises marketing strategies to fit cultural preferences while steering clear of political discourse. This approach has helped McDonald’s sustain its reputation across diverse regions, from the U.S. to Asia, minimising the risk of consumer backlash. By focusing on affordability, convenience, and family-friendly experiences, the brand has remained accessible to a broad audience.

Brands weighing whether to engage or stay neutral should consider these key factors:

  • Core Business Objectives: If taking a stance doesn’t align with the brand’s mission or industry priorities, neutrality may be the best option.
  • Audience Demographics: A diverse customer base with varying political and cultural views may make neutrality a safer choice to avoid alienation.
  • Regulatory and Legal Risks: Heavily regulated industries, such as healthcare and finance, should carefully assess compliance implications before engaging.
  • Market Sensitivity and Timing: Assessing the socio-political climate and consumer sentiment helps brands determine whether to speak up or stay silent.
  • Crisis Readiness: Companies should evaluate whether they have the resources and strategies to handle potential backlash effectively.

Neutrality may seem like the safest path, but it requires consistent communication to avoid appearing indifferent or disconnected from societal concerns. As consumers demand greater corporate accountability, brands choosing silence must ensure their values and actions continue to resonate meaningfully with stakeholders.

When It Makes Sense to Take a Stand

When approached thoughtfully and authentically, engaging in political discourse can be a strategic opportunity rather than a liability. Consumers now expect brands to represent more than their products – taking a stand can deepen loyalty, set a company apart, and reinforce core values. However, not every issue requires a response, and poorly executed activism can backfire. Success depends on a brand’s ability to align with its mission, stakeholders, and long-term goals.

Criteria for Deciding When to Engage in Political Discourse

Before taking a stance, brands must assess whether their engagement aligns with strategic goals and stakeholder expectations. Key considerations include:

Alignment with Core Brand Values

A brand’s stance should align with its core values and mission. If an issue resonates with the company’s identity, taking a position can strengthen credibility and trust. Patagonia, for example, has embedded environmental advocacy into its brand DNA, making its activism feel authentic and consistent. In contrast, brands that engage without a clear connection risk appearing opportunistic or inauthentic.

Direct Impact on Business Operations or Customers

Certain political or social issues directly impact business operations, supply chains, or customer experiences, making silence riskier than action. In the fashion industry, for example, brands have a vested interest in shaping labour laws and sustainability policies that affect their operations. When regulations influence employees, suppliers, or sourcing, proactive engagement helps brands maintain transparency and control their narrative.

Internal Stakeholder Alignment

Internal buy-in from key stakeholders – employees, investors, and customers – is crucial before taking a stance. A misaligned position can create internal friction, lower morale, and strain partnerships. A recent study found that 73% of employees prefer to work for companies that align with their values, underscoring the importance of internal alignment in shaping external messaging.

Case Studies of Successful Political Engagement

Patagonia’s Environmental Advocacy
Patagonia has established itself as a leader in corporate activism by embedding environmental advocacy into its brand identity. Its bold stance against environmental deregulation – such as the 2017 lawsuit against the Trump administration over national park reductions – reinforced its conservation commitment and resonated with eco-conscious consumers. Despite the potential backlash, Patagonia’s revenue surged 30% following the campaign, demonstrating the power of authentic alignment with brand values.

Ben & Jerry’s Activism-Driven Brand Positioning
Ben & Jerry’s has embraced social justice as a core part of its brand, taking stands on issues from climate change to racial justice. The company’s activism dates back to its founders’ commitment to corporate social responsibility in the 1980s. In 2020, its vocal support for the Black Lives Matter movement resonated with progressive consumers but also sparked criticism and boycotts in some regions, highlighting the risks of taking a firm stance.

The Importance of Authenticity and Consistency

Successful political engagement hinges on authenticity and consistency. Brands must back their statements with actions – such as donations, policy advocacy, and ethical business practices – that align with public commitments. Failing to follow through or contradicting stated values can erode trust and damage reputations.

Consistency is just as important as authenticity. Brands that engage with political issues sporadically risk appearing opportunistic, while those with a sustained commitment to their causes build credibility. For example, a company advocating for environmental sustainability must integrate green initiatives across all aspects of its operations, from sourcing to corporate culture.

Taking a stand requires balancing strategic foresight with ethical responsibility. Brands that know their audience, stay true to their values, and communicate authentically can turn political engagement into opportunities for growth and deeper customer connections.

Lessons from Brand Missteps

Taking a political stance can offer benefits, but missteps – whether insincere, misaligned, or poorly executed – can trigger backlash. Political messaging mistakes erode trust, tarnish reputations, and lead to financial losses. Understanding common pitfalls helps brands avoid costly errors and recover more effectively when controversies arise.

Common Pitfalls When Engaging in Political Discourse

Tokenism and Perceived Opportunism

Today’s consumers are quick to spot inauthenticity. Token gestures – like posting support on social media without meaningful action – often invite accusations of opportunism. Many brands that voiced solidarity during social justice movements faced backlash for failing to follow through, fueling scepticism and distrust. A 2024 Accenture report found that 61% of consumers believe brands engage in activism for marketing rather than genuine social impact.

Lack of Follow-Through on Commitments

Bold statements without follow-through can damage a brand’s reputation. Consumers expect companies to back their words with actions – policy changes, donations, or shifts in supply chains. Failing to deliver erodes credibility and loyalty, as seen when corporations pledged to address racial inequalities in 2020 but faced criticism for a lack of transparency.

Failure to Understand Audience Demographics and Sentiment

Failing to understand audience values can alienate key customer segments. Political and social issues are personal, and taking a stance without proper analysis can backfire. Misjudging audience sentiment can lead to market share losses and reputational damage.

Case Study: Bud Light’s Dylan Mulvaney Partnership Backlash

One of the most recent and financially damaging examples of a political messaging misstep is Bud Light’s 2023 partnership with transgender influencer Dylan Mulvaney. The campaign, aimed at promoting inclusivity and appealing to a younger, more progressive audience, triggered immediate backlash from the brand’s traditional consumer base. Critics accused Bud Light of alienating loyal customers, leading to widespread boycotts and a sharp decline in sales.

The financial consequences were swift and severe. By mid-2023, Bud Light’s U.S. sales had plummeted by 10.5% between April and June, with an additional 26% drop by July, according to Forbes. Parent company Anheuser-Busch reported a staggering $395 million decline in revenue for the second quarter of 2023 alone. The controversy also led to a sharp decline in market value, with Anheuser-Busch’s stock falling by more than 15% at its lowest point, wiping out billions in shareholder wealth. Additionally, distribution challenges arose as major retailers and bars reduced shelf space due to declining demand, further compounding the financial hit.

Key takeaways from the Bud Light controversy include:

  • Understanding audience alignment is crucial: The campaign failed to resonate with Bud Light’s core consumers, underscoring the risks of misjudging audience expectations.
  • Social listening is critical: Bud Light underestimated the cultural and political sensitivities surrounding the campaign, leading to an unexpected backlash and lasting reputational damage.
  • Crisis management requires clarity: The brand’s inconsistent response – attempting to appease both sides – resulted in further reputational harm and prolonged negative media coverage.
  • Shareholder confidence is at stake: The controversy highlighted how political missteps can significantly impact stock prices and investor trust, affecting long-term brand value.

The Bud Light case serves as a cautionary tale for brands considering political or social engagement, emphasising the importance of aligning messaging with core values and consumer sentiment to avoid costly missteps.

How Brands Can Recover from Political Messaging Missteps

A brand’s response to political backlash can determine the extent of damage and its chances of regaining consumer trust. Effective recovery strategies include:

Owning the Mistake Publicly

A sincere, transparent apology is crucial. Consumers value accountability and are more likely to forgive brands that take responsibility instead of deflecting blame. A strong apology should include clear steps to address concerns.

Engaging with Affected Communities

Rebuilding trust demands meaningful engagement with affected communities. This could include working with advocacy groups, hiring diversity and inclusion experts, or supporting initiatives that align with the brand’s original intent.

Implementing Long-Term Changes

Instead of reactive gestures, brands should integrate social responsibility into their core operations. This involves updating corporate policies, refining marketing strategies, and aligning employees with company values.

Monitoring Public Sentiment and Feedback

Tracking public sentiment through social listening tools helps brands assess their response’s effectiveness and make adjustments to rebuild goodwill.

Despite the pressure to engage in political discourse, brands must proceed cautiously. Learning from past missteps and adopting an audience-focused approach can help navigate political complexities while protecting reputation and long-term success.

Practical Strategies for Brands Navigating Politics

With rising political awareness and consumer activism, brands must adopt a strategic, measured approach to political engagement. Addressing social justice, environmental concerns, or regulatory changes requires careful planning and proactive management. Successful companies implement frameworks that align messaging with their values, stakeholder expectations, and long-term goals.

Developing a Clear Corporate Social Responsibility (CSR) Strategy

A strong CSR strategy is the foundation of effective political and social engagement. Instead of reacting to trends, companies should proactively support causes that align with their mission and goals. 

To develop an effective CSR strategy:

  • Define core values and areas of focus. Ensure alignment with business objectives and stakeholder expectations.
  • Establish measurable goals and accountability. Consumers expect transparency in progress reporting.
  • Integrate CSR into business operations. Authenticity is reinforced when corporate values are reflected in sourcing, hiring, and product development.

Companies such as Unilever have successfully embedded sustainability and social responsibility into their business models, demonstrating how proactive engagement can drive both social impact and financial performance.

Conducting Stakeholder Research Before Making Public Statements

Successful political engagement hinges on understanding stakeholder expectations – customers, employees, investors, and partners. Without thorough research, brands risk misalignment, backlash, and alienating key audiences.

Brands can leverage stakeholder research by:

  • Monitoring social media conversations with sentiment analysis tools.
  • Conducting surveys to gauge employee and consumer perspectives.
  • Collaborating with industry associations and advocacy groups to understand broader implications.

Crisis Management Planning for Potential Backlash

Political engagement, even with good intentions, carries risks. A solid crisis management plan enables brands to respond swiftly and effectively to controversies. A recent Deloitte report found that 68% of companies with proactive crisis strategies recovered faster from reputational challenges.

An effective crisis management plan should include:

  • A clear response protocol with designated spokespeople and approved messaging.
  • Real-time sentiment monitoring to track reactions and escalation risks.
  • Scenario planning to prepare for potential outcomes.
  • Defined escalation processes for swift senior-level decision-making.

Leveraging Internal Communications to Align Employees Before Going Public

Employees are a brand’s strongest ambassadors, making internal alignment critical before addressing political or social issues. Without it, misalignment can result in dissatisfaction, leaks, and inconsistent messaging that harm credibility.

To achieve internal alignment:

  • Clearly communicate the company’s stance and rationale to all employees.
  • Offer training and talking points to prepare employees for customer and media interactions.
  • Establish open feedback channels for employee concerns and insights.

Collaborating with Third-Party Experts to Assess Risks

Navigating political engagement’s complexities requires collaboration with experts in public relations, market research, legal compliance, and social impact. Partnering with third-party specialists offers objective insights, mitigates risks, and strengthens credibility.

Brands can benefit from collaborating with:

  • Crisis communications firms to manage reputational risks.
  • Market research agencies to conduct sentiment analysis and survey consumer attitudes.
  • Legal advisors to ensure regulatory compliance.
  • NGOs to enhance credibility in social impact efforts.

Adopting these strategies allows brands to navigate political engagement with confidence and integrity. Success hinges on being proactive, informed, and authentic – ensuring that every public stance is rooted in research, stakeholder alignment, and crisis preparedness.

The Road Ahead for Brands in a Politicised World

As commerce and politics become increasingly intertwined, brands face tough decisions – whether to speak out or stay silent. Political and social issues will continue shaping strategies, requiring both caution and conviction. Consumers, employees, and investors are scrutinising corporate actions more than ever, demanding authenticity and accountability. The challenge is clear: how can brands foster unity without getting caught in divisive debates?

Successful branding requires strategic foresight and a deep understanding of evolving consumer sentiment. AI and data analytics now provide real-time insights, helping brands balance values with business goals. Investing in sentiment analysis and social listening allows companies to anticipate public opinion shifts and make data-driven engagement decisions rather than reacting impulsively to trends.

Enduring success comes from long-term commitments that align with core values, not reactionary statements. Consumers can quickly spot opportunism, and fleeting gestures often backfire. Building trust requires sustained investment in meaningful social causes, embedding ethics into operations, and consistent communication across touchpoints. Brands like Patagonia and Ben & Jerry’s have navigated political discourse effectively by aligning actions with their mission over time, not through isolated statements.

Striking the right balance means ensuring authenticity, measured engagement, and benefits for all stakeholders. Successful brands embrace nuance, understanding that taking a stand isn’t about grand gestures but meaningful, sustained contributions that reinforce their brand promise.

In an increasingly polarised world, brands must balance purpose with pragmatism. The challenge isn’t just speaking out, but doing so authentically and strategically. Whether engaging or staying neutral, brands should focus on reinforcing trust, strengthening relationships, and driving long-term success in a world where business and society are more connected than ever.

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Imagine this: you browse vacation deals, and within minutes, ads for flights and hotels follow you across every app and website. Convenient? Maybe. Creepy? Absolutely.

This is the paradox of marketing personalisation. Research from Epsilon revealed that 80% of consumers are more likely to purchase when brands offer tailored experiences. Yet, Gartner warned that over half of consumers would unsubscribe from communications, and 38% would stop doing business with a brand if personalisation crossed into invasive territory.

The stakes are high. Missteps can drive customers away, while thoughtful personalisation fosters trust and loyalty. So, where do marketers draw the line between relevant and invasive?

At the heart of data-driven campaigns lies a fundamental question: how personal is too personal? Modern consumers crave relevance but fiercely guard their privacy. Personalisation helps brands deliver the right message at the right time. However, when data collection feels excessive or targeting becomes intrusive, it can erode the very trust it aims to build.

The Promise and Perils of Personalisation

Personalisation is an expectation. Consumers want brands to understand their preferences, anticipate their needs, and deliver uniquely tailored experiences. A well-timed recommendation or a curated shopping experience can create a connection that drives loyalty. According to McKinsey, 71% of consumers now expect personalised interactions from brands, and 76% feel frustrated when this expectation isn’t met.

However, there’s a thin line between thoughtful targeting and overstepping. When personalisation is done poorly—such as overly aggressive retargeting or eerily precise ads—it can leave consumers feeling watched rather than understood. Sometimes, these efforts backfire entirely, damaging the brand’s reputation and alienating its audience.

Take the infamous case of Target’s predictive analytics. By analyzing purchase data, the retailer could identify likely pregnant shoppers. While the campaign was a testament to the power of data, it drew widespread criticism for being invasive after a father received maternity ads meant for his teenage daughter. This backlash underscored the risks of crossing the personalisation threshold.

Consumers appreciate relevance, but only when it comes with respect for their privacy. Brands that fail to navigate this balance risk losing trust, an increasingly difficult commodity to regain. The challenge lies in creating personalised experiences that add value without compromising the consumer’s sense of control.

As the debate around personalisation intensifies, one thing is clear: understanding where to draw the line is essential for long-term success.

Case Studies: Striking the Balance in Personalisation

Spotify Wrapped, A Celebration of Individuality

Image Credit: Yorkshire Live

Background

Spotify’s annual Wrapped campaign has become a cultural phenomenon. It leverages user data to create highly personalised year-in-review summaries. By analyzing individual listening habits, Spotify delivers curated insights that resonate with users on a personal level.

Approach

Wrapped provides users with data points like their most-streamed songs, favourite genres, and total listening hours. The key lies in Spotify’s transparency—users are aware of the collected data and how it’s used to enhance their experience. Wrapped feels less like a marketing tool and more like a celebration of personal tastes, encouraging users to share their unique results on social media and amplifying the campaign’s reach organically.

Outcomes

Spotify Wrapped consistently generates widespread engagement, with millions of users sharing their results online. This reinforces brand loyalty and attracts new subscribers through the campaign’s viral appeal. By striking the right balance between personalisation and privacy, Spotify exemplifies how brands can use data to enhance customer relationships.

Apple’s Privacy-First Personalisation

Image Credit: Apple

Background

As consumer concerns over data privacy have grown, Apple has positioned itself as a leader in protecting user information. Through its App Tracking Transparency (ATT) feature, Apple gives users greater control over how their data is shared, redefining the boundaries of personalisation.

Approach

Instead of relying on third-party data, Apple employs on-device intelligence for personalisation. Features like Siri suggestions, curated news, and photo memories use data stored locally on the user’s device. This ensures personalisation without compromising privacy. Apple has also used its marketing to reinforce its stance, making privacy a key selling point.

Outcomes

Apple’s approach has bolstered consumer trust and differentiated the brand in a crowded market. By emphasising user consent and privacy, Apple complies with evolving regulations and aligns with consumer expectations for ethical data use. The success of this strategy is evident in its customer retention and the loyalty of privacy-conscious users.

Building Trust Through Ethical Personalisation

The foundation of effective personalisation lies in balancing relevance with respect for privacy. To foster trust and loyalty, brands must adopt ethical practices prioritising consumer consent, transparency, and meaningful engagement. Here are key strategies, supported by real-world examples, to achieve this balance:

  • Prioritise Transparency and Consent

Consumers value honesty. Clearly communicate how data is collected, stored, and used. Providing opt-in mechanisms and user-friendly privacy policies empowers consumers to make informed choices.

For example, Apple’s App Tracking Transparency feature explicitly asks users for consent to track their activity across apps. This approach has set a new standard for privacy-first personalisation, building trust while maintaining relevance.

  • Use Data to Address Consumer Needs

Personalisation works best when it solves real pain points or enhances the user experience. Focus on delivering relevant, value-driven interactions rather than excessive targeting.

For instance, Netflix uses viewer history to recommend content tailored to individual tastes. This non-intrusive personalisation creates a seamless experience that keeps users engaged without overstepping boundaries.

  • Embrace Privacy-Enhancing Technologies

Emerging technologies like federated learning and edge computing enable brands to deliver personalised experiences while safeguarding user data. These tools process data locally on devices, reducing the risks of breaches and misuse.

Google’s federated learning model, used for improving predictive text features, demonstrates how personalisation can be achieved without compromising user privacy or centralising sensitive information.

  • Tailor Campaigns to Regional and Cultural Preferences

Personalisation is not one-size-fits-all. Consider cultural norms and regional differences when designing campaigns to ensure they resonate with diverse audiences.

For example, in Japan, subtlety and discretion are highly valued in marketing, while in Southeast Asia, interactive campaigns that offer clear value, such as discounts or rewards, are more effective. Brands like Grab, a ride-hailing and delivery service in Southeast Asia, personalise their offers based on local events and consumer habits, enhancing engagement across diverse markets.

  • Involve Consumers in the Personalisation Process

Co-creating personalised experiences by inviting consumers to set their preferences fosters a sense of control and reduces privacy concerns.

For example, streaming platforms like YouTube let users set preferences for recommended content through thumbs-up or thumbs-down features. This approach ensures users feel more in control of their experience while improving the relevance of future recommendations.

  • Monitor and Adapt to Feedback

Consumer expectations evolve, and so should personalisation strategies. Regularly gathering feedback through surveys, reviews, and sentiment analysis can help brands refine their approach.

For example, brands that adapt their email marketing frequency or content style based on user feedback often see higher engagement rates and fewer unsubscribes.

Lessons from Global Markets

United States: The Demand for Transparency

In the United States, consumer awareness of data privacy is at an all-time high, driven by legislation like the California Consumer Privacy Act (CCPA) and high-profile data breaches. Brands operating in this market are under pressure to provide clear, user-friendly privacy policies and secure consent mechanisms. Companies like Apple have capitalised on this trend, making privacy a cornerstone of their brand narrative and setting a high bar for competitors.

Europe: Privacy Regulations as a Benchmark

Europe’s General Data Protection Regulation (GDPR) has become a global standard for privacy compliance. Brands in the EU face strict rules about data collection, storage, and usage. Successful examples include local e-commerce platforms that explicitly inform users about tracking cookies and provide clear opt-in choices. These efforts have ensured compliance and fostered greater trust among European consumers.

Asia: Personalisation Across Diverse Cultures

Asia’s markets present unique challenges due to their cultural diversity and varying attitudes toward privacy. For instance, personalisation efforts in Japan often emphasise subtlety and respect for privacy, aligning with cultural norms. In contrast, Southeast Asian consumers, particularly in countries like Indonesia and the Philippines, tend to engage more enthusiastically with data-driven campaigns, provided they see clear value in return.

Global brands like Netflix have tailored their strategies to these nuances, offering region-specific content recommendations that respect local tastes while maintaining transparency. Such localised personalisation efforts can enhance engagement while avoiding a one-size-fits-all approach.

Takeaways for Brands

The differing expectations across regions highlight the importance of understanding local market dynamics. Brands looking to implement ethical personalisation globally must align their strategies with each market’s cultural and regulatory landscape. By respecting regional preferences and adhering to privacy standards, they can create personalised experiences that resonate without overstepping boundaries.

The Future of Personalisation

As technology evolves, so will the possibilities and challenges of personalisation. Emerging trends and innovations are already reshaping how brands approach tailored marketing, raising new questions about ethics, privacy, and consumer trust.

AI-Powered Personalisation

Artificial intelligence is driving the next wave of hyper-personalisation, enabling brands to predict consumer behaviour with unprecedented accuracy. Machine learning models analyze vast amounts of data to offer real-time recommendations, from product suggestions to personalised content. However, as these systems become more advanced, the risk of appearing overly invasive increases, underscoring the need for ethical guardrails in AI deployment.

Zero-Party Data Strategies

With consumers becoming more cautious about sharing their information, brands are turning to zero-party data, information that customers willingly provide. This approach emphasises transparency and gives consumers control over their data, making personalisation a collaboration rather than an imposition. Interactive tools like quizzes, preference centres, and surveys allow brands to gather valuable insights while building trust.

Contextual Personalisation Without Tracking

Advancements in contextual targeting are paving the way for personalisation that doesn’t rely on tracking individual users. By analyzing environmental factors such as location, weather, or time of day, brands can deliver relevant messages without compromising privacy. For example, a food delivery app might promote comfort foods on rainy days based on real-time weather data rather than user profiles.

Stronger Privacy Regulations

The rise of privacy-focused legislation worldwide pushes brands to rethink how they collect and use data. Markets with stringent privacy laws, like the European Union and California, are setting precedents that other regions are beginning to follow. Brands that proactively adapt to these changes and invest in compliance and privacy-first technologies will gain a competitive edge.

A Shift Toward Ethical Personalisation

Consumer demand for responsible data use is driving the push for ethical personalisation. Organisations like the World Economic Forum call for global standards that balance innovation with privacy. Brands that adopt these principles early will not only stay ahead of regulatory changes but also solidify their position as consumer-first businesses.

The future of personalisation lies in achieving the right balance between technology and ethics. As data collection becomes more sophisticated and consumer expectations rise, brands that walk the fine line between relevance and privacy will emerge as leaders.

Effective personalisation isn’t about amassing more data but using it responsibly. Campaigns rooted in transparency, respect for privacy, and genuine value will foster trust. Brands focusing on connection over surveillance and relevance over excess will thrive.

The question for marketers isn’t just how to personalise but how to do it in a way that earns trust and strengthens relationships. As consumers demand relevance and respect, the true test for brands will be whether they can deliver personalisation with purpose.

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Search behaviour is undergoing a seismic shift, and the implications for brands are profound. Artificial intelligence tools like ChatGPT and Bard are no longer just novelties—they are becoming the go-to for millions seeking instant, conversational answers. Simultaneously, platforms like TikTok and Instagram have emerged as primary search engines for younger generations, with nearly 40% of Gen Z preferring TikTok over Google when searching for everything from local restaurants to financial advice, according to a survey by eMarketer.

This transformation is forcing brands to rethink their strategies. The once-reliable pillars of SEO and search engine marketing (SEM) are being upended by AI-driven search models and algorithm-powered social media platforms that prioritise video content. In this new ecosystem, traditional keyword optimisation may lose relevance as conversational AI tools favour well-structured, contextual content. Similarly, social media search trends signal a growing demand for visual-first strategies, where brands that fail to adapt risk losing visibility.

The consequences extend beyond digital marketing tactics. AI-driven local searches and social platforms’ discovery algorithms increasingly favour large companies with the resources to invest in cutting-edge content strategies and ad placements. Smaller businesses, already stretched thin, may struggle to compete in a landscape that rewards scale and technical sophistication.

As search engines cede ground to AI and social media, marketers are left grappling with a key question: Will this democratise access to information or entrench the dominance of tech giants and large brands? What is clear is that the evolution of search will define how consumers discover and engage with businesses in the years to come, and the strategies marketers deploy today will determine who thrives in this new digital reality.

The Rise of AI in Search

AI-powered tools like ChatGPT, Bard, and Bing AI are redefining how consumers approach online searches, moving away from the traditional keyword-based structure of platforms like Google. Instead of entering a few words and scanning links for relevance, users are turning to AI for detailed, conversational responses. This shift reflects a growing preference for precision and speed—factors that are reshaping digital marketing at its core.

According to a report by Gartner, conversational AI platforms are expected to influence 50% of all search interactions by 2026. These tools not only provide more direct answers but also offer personalised and context-aware suggestions based on user intent. For example, a search for “best eco-friendly cars under $30,000” on ChatGPT might generate a list of options with detailed comparisons, saving users the time required to comb through multiple websites.

This evolution poses significant challenges for traditional SEO strategies. The long-standing reliance on keywords and backlinks is giving way to content strategies designed to answer complex, multi-layered queries. Marketers are now prioritising structured data, FAQ formats, and in-depth, evergreen content that conversational AI models can extract and summarise. 

“Optimising for AI search engines means creating content that anticipates user intent and provides answers, not just traffic bait,” explains Lisa Myers, CEO of Verve Search.

Big companies are likely to gain an advantage in this transition. With larger budgets and teams, they can rapidly adapt to the demands of AI-optimised content. Enterprises like Amazon and Walmart have already begun leveraging schema markup and structured product data to align with AI search capabilities, ensuring their products remain visible across platforms. Meanwhile, smaller businesses may lack the resources or technical know-how to implement these changes effectively, leaving them at risk of reduced visibility.

One notable trend is the rising importance of domain authority and expertise. Conversational AI tools tend to favour content from trusted and credible sources, further entrenching the dominance of established brands. A recent analysis by SEMrush found that websites with robust, expert-driven content see higher inclusion rates in AI-generated results compared to those that rely on generic blog posts.

This transformation is a double-edged sword. While AI’s conversational approach enhances user experience, it may also widen the gap between market leaders and smaller players. For marketers, the stakes have never been higher. Adapting to the nuances of AI search requires not just content realignment but a fundamental shift in how brands think about discoverability in a digital age increasingly dominated by machine learning.

Social Media as Search Engines

For younger generations, TikTok and Instagram are no longer just platforms for entertainment—they are primary tools for finding information. A recent survey by Insider Intelligence revealed that 40% of Gen Z prefer TikTok over Google for searches related to restaurants, shopping, and lifestyle recommendations. Similarly, Instagram, with its vast array of reels and tagged posts, has become a hub for discovering trends, products, and local businesses. This shift marks a dramatic rethinking of how consumers seek and consume information.

The rise of video-first, algorithm-driven content is central to this trend. Social media platforms deliver search results tailored to user behaviour, relying on sophisticated algorithms to prioritise content that aligns with individual interests. A search for “easy vegan recipes” on TikTok, for example, not only provides video tutorials but also user-generated reviews, tips, and hacks—all presented in under a minute. This bite-sized approach appeals to a generation accustomed to consuming information quickly and visually.

The implications are profound for media outlets and traditional information sources. Platforms like TikTok and Instagram are not merely complementing Google—they are competing for attention. News publishers and content creators are increasingly forced to tailor their stories into short, visually engaging formats to remain relevant. A study by Pew Research Center found that nearly 30% of U.S. adults now regularly get their news from Instagram, underscoring the platform’s growing influence as a source of information.

The impact on SEM and SEO strategies is equally transformative. Traditional keyword-based optimisation is losing ground to visual search optimisation. For marketers, this means a renewed focus on creating high-quality, engaging video content that aligns with social media algorithms. Videos with compelling hooks, captions, and tags are crucial for discoverability. Additionally, influencers and user-generated content play a vital role, with algorithmic preferences often favouring authentic, relatable material over professionally produced ads.

Brands that successfully adapt to these trends are seeing tangible benefits. Chipotle, for example, used TikTok to promote its menu with viral challenges and behind-the-scenes videos, generating millions of views and increased foot traffic. Smaller businesses, too, can gain visibility by leveraging platform-specific trends and hashtags, though the competitive landscape can be challenging.

For marketers, the rise of social media as a search engine offers opportunities and risks. On one hand, platforms like TikTok and Instagram provide direct access to highly engaged, niche audiences. On the other, they demand a more dynamic, resource-intensive content strategy to stay visible. As social media continues to redefine the search landscape, brands must adapt quickly or risk being eclipsed in the fast-moving world of algorithm-driven discovery.

The Impact on Local Searches

The integration of AI and social media into search is redefining how consumers discover local businesses. AI-powered tools like ChatGPT and Google Bard are capable of hyper-personalised recommendations, providing users with tailored suggestions for dining, shopping, and services based on their location, preferences, and prior behaviour. Meanwhile, TikTok and Instagram are emerging as powerful tools for local discovery, with users increasingly turning to these platforms for everything from restaurant reviews to hidden gems in their neighbourhoods.

This shift is driven by the immediacy and relatability these platforms offer. A quick search for “best coffee shops near me” on TikTok might yield dozens of short videos showcasing not just the menu but the ambience, customer experiences, and even real-time pricing. Similarly, Instagram’s geotagged posts and story highlights make it easy for users to explore local businesses through authentic, visually engaging content. According to a recent survey by BrightLocal, 34% of consumers now rely on social media for local business recommendations, a number that continues to climb.

For small businesses, this evolution presents both opportunities and challenges. On one hand, platforms like TikTok and Instagram offer a level playing field where smaller brands can compete with larger corporations by leveraging creativity and authenticity. A small bakery, for example, can attract attention through visually appealing reels that highlight its products and customer stories. On the other hand, the dominance of AI-driven recommendations often favours larger companies with established digital footprints and resources to invest in advanced SEO and content strategies.

Hyper-personalisation also comes with higher expectations for relevancy and responsiveness. AI tools prioritise businesses with detailed, accurate information online—such as updated hours, menus, and customer reviews. Companies that fail to maintain a robust digital presence risk being excluded from AI-curated results. In this environment, small businesses must prioritise local SEO, user-generated content, and active engagement on social platforms to remain competitive.

For large corporations, the integration of AI and social media into local search further solidifies their dominance. Chains with resources to optimize AI and social media strategies at scale can flood platforms with location-specific ads, promotions, and content, making it harder for smaller competitors to gain visibility. As consumers increasingly rely on personalised and social-driven local searches, the battle for relevance will hinge on agility, creativity, and a deep understanding of these evolving ecosystems.

Winners and Losers in the New Search Landscape

In the new world of AI-driven and social media-influenced search, big companies hold a clear advantage. Their extensive resources allow them to adopt cutting-edge AI tools, optimise social media strategies, and scale content creation with relative ease. Companies like McDonald’s, for instance, have leveraged AI to refine their customer targeting, using tools that analyze vast amounts of data to craft personalised ad campaigns across platforms. Similarly, brands like Nike dominate social media algorithms by producing high-quality, frequent, and visually compelling content bolstered by influencer partnerships and larger ad budgets.

These capabilities position large corporations to consistently appear at the top of AI-curated search results and dominate the social discovery algorithms that younger generations increasingly rely on. Their ability to invest in emerging technologies, such as machine learning for predictive analytics and video-first campaigns tailored to TikTok and Instagram, ensures they remain visible and relevant in the crowded digital marketplace.

Small businesses, however, face significant hurdles. Limited budgets and leaner teams make it challenging to invest in the tools and expertise necessary to compete with industry giants. According to a 2023 report by the Small Business Administration, 78% of small businesses cited the cost of technology as a primary barrier to digital transformation. For many, the financial burden of producing high-quality video content, optimising for AI search, or running paid campaigns on platforms like TikTok and Instagram is simply out of reach.

Despite these challenges, small businesses can carve out a competitive edge by focusing on authenticity, niche markets, and community engagement. Local boutiques, for example, can use social media to highlight their unique offerings, share customer stories, and foster genuine interactions with their audience. By prioritising user-generated content and tapping into local influencers, they can amplify their reach without the need for massive ad budgets. Additionally, emphasising their role within the community—through events, partnerships, or localised content—can help small businesses stand out in AI-curated searches and resonate with socially conscious consumers.

In this new search landscape, the ability to adapt is paramount. While big companies may dominate through scale, small businesses have the opportunity to thrive by doubling down on what makes them unique. As technology continues to reshape the digital ecosystem, success will belong to those who can navigate its complexities with creativity and agility.

The Future of Search and Discovery

As AI and social media redefine how information is found and consumed, traditional search engines face a critical crossroads. Google’s dominance is already being challenged by platforms like TikTok, which offer visually rich, user-generated content and algorithmic precision. If current trends persist, traditional search engines may need to pivot significantly to retain relevance, likely integrating more conversational AI and multimedia features to meet evolving user expectations.

Social media’s role as a search tool is set to deepen. Platforms like Instagram and TikTok are likely to refine their search capabilities further, incorporating more advanced filters, localised suggestions, and AI-driven insights to enhance the user experience. The growing popularity of shoppable content on these platforms also hints at a future where search, discovery, and purchasing are seamlessly intertwined.

AI innovations will further transform search by prioritising personalisation and intent. Emerging algorithms are expected to leverage contextual clues—such as location, past behaviour, and even sentiment analysis—to deliver hyper-relevant results. For marketers, this means the era of generalised content is ending. Instead, success will demand nuanced, targeted strategies that align with the unique needs and preferences of individual users.

Future-proofing strategies require a multi-pronged approach. Marketers must diversify their efforts across traditional search engines and social platforms, ensuring visibility in both ecosystems. Investment in dynamic content—particularly video and conversational formats—is critical, as is a commitment to data-driven insights. Finally, brands must remain agile, adapting quickly to technological and behavioural changes in a world where the search landscape evolves at an unprecedented pace.

Navigating the New Search Reality

The shift in search behaviour, driven by AI and social media, marks one of the most significant changes in digital marketing in decades. Traditional search engines are no longer the sole gateway to information, as platforms like TikTok and Instagram reshape how users discover, engage with, and act on content. These changes are creating new opportunities but also stark challenges for marketers and brands.

Staying ahead requires agility and a deep understanding of emerging trends. Success lies in embracing new technologies, tailoring content for AI-driven platforms, and creating visually engaging, authentic experiences for social media users. The future of search is being written now, and the brands that innovate today will define tomorrow’s digital landscape.

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Around the world, few cultural celebrations hold as much sway as the Chinese New Year. This time-honoured festival, celebrated by billions around the globe, has transcended its origins as a traditional Chinese holiday to become an international phenomenon with far-reaching implications for businesses worldwide. As we look ahead to 2024, brands would be wise to take heed, for the Chinese New Year, which falls on February 10th, ushers in the Year of the Dragon under the auspices of the Wood element.

The significance of Chinese New Year globally cannot be overstated. The festival has evolved from a local observance into a truly global celebration, representing a unique opportunity for brands to connect with a vast and culturally diverse audience. According to recent data, the influence of the Chinese New Year extends well beyond Asia, with 2 billion individuals from various cultural backgrounds partaking in the festivities. In 2023, for instance, the annual expenditure during the holiday reached a staggering $1.5 trillion worldwide, a figure that has steadily increased over the years.

In 2024, we find ourselves at the threshold of the Year of the Dragon, a symbol of power, strength, and good fortune in Chinese astrology. This celestial occurrence, combined with the prevailing Wood element, carries profound implications not only for individual destinies but also for the strategies of businesses seeking to capitalise on this auspicious year. Understanding the traditions and predictions associated with Chinese New Year is not merely an exercise in cultural awareness; it is a strategic imperative for brands aiming to navigate the global market successfully.

In this article, we delve into the transformative journey of Chinese New Year, from its roots as a local celebration to its current status as a global trendsetter. By examining the significance of the Year of the Dragon and the Wood element alongside the rich tapestry of Chinese New Year traditions, this article will equip brands with invaluable insights into how to harness the global influence of Chinese New Year in 2024 and beyond. 

The Global Reach of Chinese New Year

The global footprint of Chinese New Year is staggering, and the numbers speak volumes. In 2023, the festival reached its zenith with more than 2 billion people participating worldwide, making it one of the most widely observed holidays on the planet. Notably, Chinese New Year transcends ethnic and cultural boundaries, uniting individuals from diverse backgrounds in the spirit of celebration. This phenomenon extends beyond China’s borders, with vibrant festivities in Malaysia, Singapore, Thailand, and Indonesia, showcasing the holiday’s widespread appeal.

The evolution of Chinese New Year from a traditional festival to a global cultural phenomenon is a testament to its adaptability and resonance. No longer confined to ancestral customs, it has embraced modernity while retaining its core values. The holiday now encompasses many traditions, from the iconic dragon and lion dances to the giving of red envelopes (hongbao) and family reunions. Brands that grasp this evolution can leverage it to forge authentic connections with their target audiences.

Yet, its economic significance makes Chinese New Year an unmissable opportunity for brands. According to market research, consumer spending soars to unprecedented heights during the Chinese New Year season. In 2023, consumers worldwide spent an estimated $1.5 trillion, with most of this expenditure occurring in Asia. This astronomical figure underscores the immense purchasing power that Chinese New Year commands and the vast potential for brands to tap into this lucrative market.

For brands, Chinese New Year offers a window of opportunity beyond mere celebration. It provides a platform to engage with consumers on a deeper cultural level, foster brand loyalty, and drive sales. Savvy marketers have recognised the immense brand opportunities embedded in this tradition, crafting campaigns that resonate with the festival’s spirit while aligning with their brand identity.

travel-trends

The Year of the Dragon and Wood Element

In Chinese astrology, each year is woven with symbolism and significance. For 2024, the celestial spotlight falls upon the majestic and mythical creature—the Dragon. Understanding the symbolism and attributes of the Year of the Dragon, in conjunction with the prevailing Wood element, is essential for brands seeking to align their strategies with the overall cosmic forces.

The Dragon, in Chinese astrology, holds a preeminent position. It is regarded as a symbol of power, strength, and good fortune. Those born under the sign of the Dragon are believed to be charismatic, assertive, and natural leaders. Historically, Dragons have been associated with emperors, signifying their divine right to rule. This symbolic potency translates into consumer behaviour. During the Year of the Dragon, individuals often seek to embrace these qualities, aspiring to achieve personal growth and success. Brands can capitalise on this aspiration by crafting campaigns that resonate with the Dragon’s traits of leadership and ambition.

Complementing the Year of the Dragon is the Wood element, which rotates cyclically with other elements in Chinese astrology. Wood is associated with growth, renewal, and expansion. Just as a tree flourishes, Wood signifies the potential for growth, both personally and economically. Individuals born in a Wood year are believed to possess qualities such as adaptability and creativity, making them open to new ideas and experiences.

The intersection of the Year of the Dragon and the Wood element in 2024 offers a unique set of circumstances that can significantly influence consumer behaviour and brand strategies. As individuals look to harness the Dragon’s strength and Wood’s growth potential, they may be more inclined to invest in personal development, education, and career advancement. Brands that align their products and messaging with these aspirations stand to benefit greatly.

Statistics reveal the economic implications of such astrological phenomena. During previous Dragon years, consumer spending often witnessed a substantial increase. For instance, in the last Year of the Dragon in 2012, consumer spending during the Chinese New Year season surged by approximately 16.2% compared to the previous year. This data underscores the correlation between astrological symbolism and consumer behaviour, offering brands valuable insights into the potential growth and prosperity associated with the Year of the Dragon.

Chinese New Year Traditions and Predictions

These age-old customs are not merely rituals; they are woven into the very fabric of Chinese culture, symbolising a collective desire for luck, wealth, and health in the year ahead.

Key Traditions and Their Symbolic Meanings

At the heart of Chinese New Year celebrations lies the practice of setting off firecrackers and fireworks. These explosive displays are believed to ward off evil spirits and bring good fortune for the upcoming year. The resounding explosions, coupled with vibrant red and gold colors, create a sensory experience that brands can draw upon to evoke feelings of excitement and anticipation.

Another integral tradition is giving red envelopes, known as “hongbao.” These envelopes, typically containing money, represent blessings and are exchanged between family members, friends, and colleagues. Gifting hongbao is steeped in symbolism, signifying the transfer of good luck and prosperity. Brands can emulate this gesture by offering special promotions or discounts, effectively sharing the spirit of generosity associated with hongbao.

The dragon and lion dances are vibrant performances that captivate audiences worldwide. 

These traditional dances are not mere spectacles; they are deeply symbolic. The dragon dance represents the powerful Dragon sign, and the lion dance is believed to ward off evil spirits and bring good fortune. Brands can harness the energy and symbolism of these dances in their marketing campaigns, symbolising their commitment to warding off negativity and inviting prosperity.

Influence on Year’s Prospects

These Chinese New Year traditions hold more than just cultural significance—they are believed to influence the prospects of the year. The rituals surrounding the holiday are steeped in auspicious symbolism. For example, fireworks are thought to dispel negative energies, allowing positive forces to flourish. Similarly, the exchange of hongbao is believed to ensure financial well-being throughout the year.

Incorporating these traditions into brand strategies can foster a strong emotional connection with consumers. Brands that embrace these customs acknowledge their cultural significance and actively participate in the collective aspiration for good fortune. It’s not merely a matter of superficial marketing; it’s about becoming a part of the auspicious narrative.

Incorporating Traditions into Marketing Strategies

Brands can take inspiration from these traditions to craft campaigns that resonate with consumers on a profound level. Red and gold color schemes can be incorporated into product packaging or promotional materials, symbolising luck and wealth. Special discounts or promotions can be framed as a form of hongbao, aligning the brand with the spirit of giving and prosperity.

Additionally, the idea of dispelling negativity and inviting positivity can be woven into messaging. Brands can convey their commitment to a fresh start and the pursuit of success in the Year of the Dragon. By aligning marketing efforts with these traditions and their underlying symbolism, brands can authentically connect with consumers and stand out in a crowded market.

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Successful Brand Campaigns

Let’s turn our attention to some noteworthy case studies of brands that have successfully tapped into this dynamic market. By combining strategic insight and cultural sensitivity, these brands achieved remarkable results.

1. Burberry’s Lunar New Year Campaign (2020)

In 2020, Burberry embarked on an innovative Lunar New Year campaign that left a lasting impression on consumers. The brand introduced a dedicated WeChat mini-program, which allowed users to embark on a digital journey through their hometowns, sharing festive greetings and exploring Chinese culture. The mini-program cleverly engaged users and fostered a sense of connection.

However, the true brilliance of Burberry’s campaign lay in its limited-edition collection, adorned with Chinese New Year motifs. This move demonstrated cultural sensitivity and catered to the desire for exclusive, festive attire during the holiday season. The strategy paid off handsomely, with sales soaring, underscoring the immense potential for brands to leverage the allure of Chinese New Year to boost revenue.

2. Nike’s “Year of the Rat” Collection (2020)

Nike, renowned for its innovative marketing strategies, scored big with its “Year of the Rat” collection in 2020. The brand consistently releases special Chinese New Year-themed products, but this collection was exceptionally well-received. Nike expertly fused traditional Chinese symbols with contemporary design elements, creating a product range that appealed to a wide-ranging audience.

By celebrating the Year of the Rat in style, Nike tapped into the consumer desire to embrace the astrological sign of the year. The collection resonated with Chinese consumers and those who appreciated the aesthetics and cultural significance, exemplifying Nike’s ability to bridge tradition and trend seamlessly.

Pitfalls to Avoid

While successful Chinese New Year campaigns can yield immense rewards, it is equally crucial to heed the cautionary tales of brands that have faltered in their attempts to tap into this celebrated tradition. 

1. Pepsi’s “Fails” Campaign (2018)

In 2018, Pepsi ignited a controversy with an ad that exhibited a lack of cultural sensitivity. The ad featured Kendall Jenner seemingly resolving a protest by offering a police officer a can of Pepsi, implying that a soft drink could heal societal divisions. The commercial’s oversimplification of complex social issues and its trivialisation of protests were immediately met with public outrage.

The campaign’s failure can be attributed to a profound misunderstanding of the cultural and social nuances surrounding such sensitive topics. Pepsi’s attempt to capitalise on a festive occasion came across as tone-deaf, rendering its message culturally insensitive and deeply inappropriate.

2. Dolce & Gabbana’s Controversial Campaign (2018)

The same year, Dolce & Gabbana faced a monumental public relations crisis during the Chinese New Year season. The brand’s ill-conceived campaign featured a Chinese model attempting to eat Italian food with chopsticks, a portrayal that many deemed offensive and culturally insensitive. The controversy deepened when offensive messages allegedly sent by one of the brand’s co-founders surfaced online.

This debacle illustrates the potential repercussions of cultural insensitivity and the power of social media to amplify consumer outrage. Dolce & Gabbana’s failure to understand and respect Chinese culture damaged their brand reputation and resulted in canceled events and a significant loss of sales in the Chinese market.

These instances serve as stark reminders of the pitfalls that brands must avoid when participating in Chinese New Year marketing. Cultural awareness, research, and sensitivity are paramount. Brands that fail to appreciate the intricacies of the holiday’s customs, symbolism, and values risk alienating their target audience and facing public backlash.

Strategies for Brand Success

As brands seek to capitalise on the global influence of Chinese New Year, it is essential to approach this vibrant market with careful consideration and strategic intent. To ensure success, here is a checklist of practical tips and strategies that emphasise the significance of cultural sensitivity, authenticity, and local market knowledge:

1. Cultural Sensitivity and Respect

  • Prioritise cultural awareness and sensitivity throughout the campaign planning process.
  • Invest in cross-cultural training for your team members to foster a deep understanding of Chinese traditions and values.
  • Conduct thorough research to avoid any inadvertent cultural insensitivity in your messaging, imagery, or symbolism.

2. Authenticity and Storytelling

  • Craft authentic narratives that resonate with the spirit of Chinese New Year. Share meaningful stories that reflect the values and aspirations of the holiday.
  • Showcase your brand’s commitment to cultural understanding and appreciation in a genuine and transparent manner.
  • Highlight the cultural significance of your products or services in a way that feels authentic rather than forced.

3. Local Market Knowledge

  • Recognise that Chinese New Year traditions can vary across regions and communities. Tailor your campaign to specific local customs and preferences.
  • Leverage local partnerships and collaborations to gain insights into the nuances of your target markets.
  • Stay informed about market trends and consumer behavior in the lead-up to Chinese New Year, adapting your strategies as needed.

4. Integrating Chinese New Year Themes

  • Incorporate traditional colors such as red and gold, which symbolise luck and wealth, into your product packaging, marketing materials, and store decorations.
  • Feature Chinese New Year motifs, zodiac animals, and auspicious symbols in your designs to resonate with consumers’ cultural sensibilities.
  • Develop special limited-edition products or collections that align with the Year of the Dragon and the Wood element, reflecting themes of strength and growth.

5. Personalisation and Gifting

  • Consider offering personalised or customisable products and services, echoing the tradition of gifting hongbao (red envelopes).
  • Create unique and memorable customer experiences, such as personalised messages or exclusive gifting options.
  • Encourage consumers to share their Chinese New Year experiences with your brand through user-generated content, promoting a sense of community and connection.

6. Digital Engagement

  • Harness the power of digital platforms, especially social media and e-commerce, to engage with consumers during Chinese New Year.
  • Develop interactive campaigns, games, and challenges that encourage user participation and generate buzz.
  • Utilise Chinese social media platforms such as WeChat, Weibo, and Douyin to reach a wider audience and engage in real-time conversations.

By adhering to these strategies and ensuring cultural sensitivity, authenticity, and local market knowledge, brands can navigate the complexities of Chinese New Year successfully. The Year of the Dragon and the Wood element provide a unique backdrop for creating meaningful connections with consumers and driving brand growth. Remember that the global influence of Chinese New Year is not just an opportunity for sales but also a chance to foster long-lasting relationships and brand loyalty.

Unleash Prosperity: The Power of Chinese New Year Marketing

Chinese New Year is more than a holiday; it is an unparalleled opportunity for brands to bridge tradition and trend, uniting the profound significance of culture with the dynamic forces of global commerce. It is a time to celebrate the harmony of tradition while daring to innovate and create trends that resonate with consumers.

As we look ahead to the Year of the Dragon and the Wood element in 2024, let us remember that Chinese New Year is not merely a festival; it is a canvas on which brands can paint stories of prosperity, connection, and growth. It is a time when tradition and trend converge, offering a transformative journey for brands and consumers.

Conducting market research on an international scale is an increasingly common requirement. Global markets are more critical than ever, offering growth to businesses facing domestic stagnation or saturation. But international market research can be a challenge to get right. This article explores the top 5 challenges in international marketing research and our top tips for overcoming these.

What are the top challenges in international marketing research?

#1 International markets are incredibly diverse.

Some brands fail to appreciate the diversity within a region or country. You can only get an accurate picture of what people value and whether your products and services might succeed by rooting out the nuances of different geographical areas, cultures, and consumers.

#2 There can be a temptation to go too broad.

Linked to this, sometimes, when companies set out on international marketing research projects, they make the mistake of going too broad and trying to understand a region as a whole. Another error we see is firms commissioning research to target one market and then using this as a jumping-off point into others with “similar” attributes. This inevitably leads to costly mistakes as brands map their assumptions about one market onto another.

To avoid this, be clear on the emphasis of your research. Where are you looking to focus and why? Looking too broadly across a region of different markets, or exploring how an entire product range might perform, can cloud the picture.

# 3 Finding the right research partner.

The next big question is whether you have the research capabilities to conduct meaningful projects internationally. Most brands and their research partners can run domestic research projects with ease. But if you’re in the US or UK, say, going as far afield as Japan, India, or Germany requires different sensibilities and capabilities. The more international you get, the harder you must look for that kind of experience and expertise.

#4 Bringing together local and global expertise.

Misalignment is one of the biggest challenges in international market research. To overcome this, there must be a collaborative effort and a shared understanding of the mission, methodology, and insights. A research team at HQ might work with a local marketing team to understand how to position a product for success in an emerging market. But if the teams are siloed and don’t have a consistent understanding of the brief, their approach to researching the market and their findings might not help deliver on the challenge.

#5 Ensuring the project is realistic from the outset.

This is where all the other challenges in international market research come together: which markets, what purpose, the capabilities available, and the effectiveness of the output – all within a budget that makes sense. There will always be limits to what’s practical – and the last thing any client needs is to spend large sums testing international markets to no effect.

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Meeting the challenges in international marketing research – tips and tricks from our experience in the field.

Get the brief and the scope right.

The more you can nail down exactly what you need to know and about which markets, the better your international market research will be. The key here is to dismiss the idea that lessons from one market can be overlaid onto other markets. Your approach might not even work in the same region, much less globally. So ensuring the brief isn’t burdened with too many assumptions, and is very clear on objectives, is key.

For research into one new international market, the brief can be clear-cut. You’ve picked a new place to trade, and you probably have some specific questions. Will the branding work? Do we need to alter the packaging? Are there particular features we need to tweak? But as soon as you broaden the scope – to, say, three new markets covering a region – the nuances become more critical in the research brief.

One solution is to ask questions at every stage. Why these three markets? What are they like? What do we need to know about purchaser sentiment there? How will a research project change what we decide to do in each market? Companies that are open with their agencies on operational and marketing strategies – rather than prescribing research about the areas they know matter in their existing markets – will see more effective results.

Understand the cultural nuances you’ll face

Everyone knows instinctively that cultural differences are both a factor in conducting meaningful research internationally – and a major reason for doing that research in the first place. ‘Market immersion’ is a key concept, and that’s all about getting to grips with the cultural context. But local nuances within new markets can catch people out. 

In South Africa, for example, there are multiple cultural groups. Having local knowledge of how to tease those out is vital to breaking in South Africa.

That means one of our jobs as global research partners is challenging clients at the briefing stage to ensure these considerations are baked into the research approach and the analysis and interpretation of the results. The good news is that when you have research experts living and working in these markets as we do, cultural nuances are easier to plan around. We use this inside knowledge about people’s lives to help understand opinions, habits, and behaviors.

Don’t think language is just about translation.

Companies are often wise to the importance of understanding ‘culture’ and, as a result, adopt a cautious approach. But one mistake people make in international market research is to assume that ‘language’ is more straightforward – or that it’s just a question of running a survey or its results through Google Translate. But that’s never a good idea. It requires a much more nuanced approach. 

Language isn’t just what we say but how we say it. And local variations within international markets – think Swiss German or Quebecois French, but the list is endless – further complicate the issue. 

You’ll need the nuance: go regional.

Understanding local culture and language are essential in its own right. They’re also the gateway to getting out of the big cities and understanding the whole market. Tokyo is a true megacity – but it doesn’t reflect all of Japan. Paris is iconic – but its citizens have very different values to those in Marseilles, let alone rural France.

Here’s where you need to understand geography and supply chains. If you’re moving into a new international market in a limited way – or if the distribution is going to be impractical outside conurbations, say – then researching inside big city bubbles might work just fine. But for national penetration and in markets where businesses or consumers are more evenly distributed, understanding attitudes and behaviors across the country is a must.

For brands with an existing presence, existing assets on the ground are a hugely valuable resource for understanding these nuances. That could be local-office marketers or salespeople. Distributors and major customers can also offer insights. We love to work with chief marketing officers (CMOs) who have a helicopter view of a region and are clear about strategic objectives. But triangulating between them, their local marketing teams, and our local research teams in the field tends to generate better results.

Decide on the most effective methodology.

Another significant benefit of having local teams in place like ours is that they have expertise in the best methodologies to use in different markets. This is sometimes a subset of culture, but in other markets, it’s driven by the levels of technology adoption, geography, or working practices. Some examples:

  • In Indonesia, face-to-face research is considered the norm; telephone in-depth interviews tend to deliver a poor hit rate.
  • In Japan, groups respond better to moderators of the same gender, and people are more likely to undertake qual work at the weekends.
  • It’s not acceptable for researchers to interview women in the home one-on-one in Saudi Arabia. And across the Middle East – and many other regions – mixed-sex focus groups tend to be a no-no.

You can read about others in our guide to conducting online market research in Asia.

This is also why more open briefing processes can be valuable in international research. It’s too easy to apply a blanket methodology across a whole region and end up struggling to execute the research. Better to frame the key questions the organization needs to answer and tailor the research study to each key market.

Calibrate your responses.

Cultural and language shape the way you ask questions, and they’re huge factors in interpreting any research results, too. A keyword search on a crude translation of responses could mean missing crucial insights – or, worse, coming to incorrect conclusions.

And don’t think this only applies to qualitative, descriptive research where local idiom, slang, or cultural references might catch you out. International quantitative research also has to be calibrated by analysts with an appreciation for local nuance.

Respondents in some markets are more likely to agree with statements than others. For instance, you’re more likely to see people agree with statements in India than in Japan. Even the way you phrase questions – not just translate them, but the nuance in the question itself – will affect the consistency in scores you can achieve between different cultures.

That’s particularly important for big global brands with a very set idea about how they do their brand equity or NPS studies. The alternative is to develop a more organic approach so that the questions allow you to reflect local nuance. It might be as simple as using a four-point rather than a five-point scale in markets where respondents are most likely to sit on the fence.

Use market research as a tactical, not just strategic, lever.

It can be tempting to seek broad answers from international market research: “Will this product work in this market?” Or: “How should we tweak the service offering to meet this country’s needs?” These will help brands decide on strategic issues. But the more nuanced the approach, the more likely it is that the research will feed into local tactics for a brand, making its international investments work even harder.

That’s a common theme in research: properly granular insights ought to help with several decisions. It’s not just a ‘go/no-go’ binary, but research should inform everything from pricing to choice of distribution channel, support for local sales operations, to targeted advertising.

A new era for international research

We’ve moved on from an earlier era when global brands assumed continent-scale uniformity. Even if a business sees an opportunity in ‘Latin America,’ has an ‘Asian strategy’ or issues financial reports for ‘EMEA,’ serious decision-makers know they need to go, at the very least, to the country level for insights that will help their plans succeed. And they understand that it can be counter-productive to seek out ‘apples to apples’ comparisons between markets when a little nuance can go a long way.

More recently, one factor that’s complicated the picture is the global Covid-19 pandemic. Because so much commercial activity is managed remotely, there’s a temptation to run multi-market studies with a uniform online methodology. If everyone in the world is attending focus groups via the same videoconferencing app, what’s the difference?

The risk here is that the vast advantages of technological solutions are watered down in the hunt for low-cost, ‘big picture’ regional results. Online research can be conducted quickly and flexibly. And clients can immerse themselves in research projects more easily, gaining their own insights into consumer reactions on the other side of the world.

But research that is tailored, for example, to local respondents’ cultural norms will yield much better results. You can quickly adapt a methodology to a market when you have local research expertise and a clear idea of the brand’s mission. For instance, recognizing that in India, you’ll need to avoid any methodologies that rely on lengthy video inputs, and instead, combining text, image-based and short video tasks will get you the insights you need.

The most successful companies understand that an international project is more complex than handing a research agency a questionnaire and generating uniform results across every territory.

You know your product or service better than anyone. We know the right questions and methodologies to get you where you need to go. Our local teams understand the cultural norms, and good translations – culturally and linguistically – can bring it all together. Find out about the regions where we can conduct international market research or get in touch to speak to us about an international project

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