Impact & Expertise

Publications

Marketing & Ventes Publications

  • Focus
  • March, 2014
  • Understanding Consumers in the “Many Africas”
  • Stefano Niavas, Lori Spivey, Mia von Koschitzky Kimani, Garett Chau
  • BCG polled 10,000 African consumers to determine their shopping behaviors, purchase intentions, and planned spending for more than 20 different product categories, ranging from appliances and automobiles to clothing and snack foods. The findings can provide critical insights for companies seeking to gain competitive advantage in these diverse markets.
  • Read more on bcg.perspectives
  • Article
  • February, 2014
  • Jump-Start Growth by Sharpening Sales Force Focus
  • George Bene, Mark Lubkeman, Vaishali Rastogi, Vikas Taneja
  • Without the revenue stream that sales generate, no company would survive. But too often, sales force effectiveness decreases over time. Here’s how managers can make even a high-performing sales force more productive—and increase the revenue and profits of the business by 10 to 15 percent.
  • Read more on bcg.perspectives
  • Focus
  • February, 2014
  • Capturing a Share of China’s Consumer Health Market: From Insight to Action
  • Chun Wu, Magen Xia, Youchi Kuo, Carol Liao
  • China’s growing health and wellness market—which is expected to reach nearly $70 billion by 2020—presents an enormous opportunity for forward-looking companies. To better understand the challenges, BCG surveyed 2,600 Chinese consumers and discovered nine key insights that can help companies develop strategies for capitalizing on this expanding market.
  • Read more on bcg.perspectives

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