Chinese Marketing Strategies

Source: Freepik

Due to its vast population and second-largest economy, China is desirable for companies trying to increase their market share.

Over the past few decades, Chinese marketing tactics have developed quickly, and today’s industry is highly sophisticated and complex.

We’ll look at a few of the essential components of Chinese marketing tactics in this blog.

Understand the market and consumers.

Understanding the market and the consumers is the first step in creating a successful marketing plan in China.

Consumer preferences in China, a big nation with a diverse population, can differ significantly depending on characteristics, including area, age, income level, and cultural background.

An effective marketing plan requires market research to understand consumer behaviour and preferences.

Essential to understand the Chinese market and consumers before launching a marketing campaign in China.

Before beginning a marketing campaign in China, international businesses must comprehend the Chinese market and consumers.

China is a distinct market with a culture, language, and consumer behaviour that is very different from other nations.

Hence, international businesses must do in-depth study and analysis to comprehend the Chinese market, Chinese consumers’ preferences and habits, and the local competition.

For instance, businesses need to be aware of regional laws, policies, and cultural norms when establishing a marketing campaign in China.

Also, the language and tone of the marketing campaign need to be customised to appeal to Chinese consumers.

Ineffective marketing initiatives, bad press, and lost investment can result from failing to comprehend the Chinese market and consumers.

To ensure the success of their marketing campaigns in China, foreign businesses must collaborate with local specialists, perform market research, and gain customer insights.

  • Practical ways to conduct market research in China.
  1. Online Research: Internet research can be used to learn important details about the Chinese market, consumer trends, and rival businesses.
  1. Personal Research: Personal research can be carried out by travelling to China and observing and speaking with local customers and business owners.
  1. Collaboration with Local Experts: Collaborating with local specialists, such as market research companies or consultants, can yield insightful advice and recommendations for conducting research in China.
  1. Focus Groups: Interviewing Chinese consumers in focus groups can help you get detailed feedback on your products, services, and marketing initiatives.
  1. Social Media Monitoring: Monitoring Chinese social media sites like WeChat and Weibo can give you information about consumer preferences and behaviour.
  1. Surveys: You can gather quantitative information on market trends and customer preferences by conducting online or in-person polls of Chinese consumers.
  1. Secondary research: Analysing market data and industry publications can provide insights into the Chinese market and its competitors.

It can provide valuable insights into the Chinese market and competition.

  • Common misconceptions about Chinese consumers.
  1. Chinese buyers are interested in something other than quality products.
  2. All Chinese consumers are the same and have similar tastes.
  3. Chinese consumers are not brand loyal and simply consider the price.
  4. Chinese shoppers favour conventional means of shopping and need to be more tech-savvy.
  5. Chinese consumers are unwilling to spend money on high-end goods or services.

One of China’s most widely used social media platforms is WeChat, followed by Tencent QQ and Sina Weibo.

Businesses need to create a social media strategy that uses these channels to connect with Chinese consumers.

Localise content and messaging

Understanding the cultural subtleties and sensitivities of the Chinese market is crucial when creating marketing material and messaging for China.

Content and messaging must be localised to create a successful marketing plan in China.

To do this, the tone, vocabulary, and images must be modified to appeal to the local audience.

  • Practical strategies for localising content and messaging.
  • Use Chinese characters and language.
  • See the subtleties and variations between cultures.
  • Localise the availability of goods and services
  • Use Chinese social networking sites
  • Include local influencers or celebrities
  • Think about regional celebrations and events
  • Marketing messages should be adjusted to reflect Chinese values and beliefs.
  • Some successful examples of foreign companies effectively localising their content and messaging for the Chinese market.
  1. Starbucks: Starbucks has effectively customised its menu to entice Chinese customers by providing local favourites, including tea-based drinks and snacks.
  1. Nike: To develop localised product lines and marketing campaigns that appeal to Chinese customers, Nike worked with Chinese athletes and artists.
  1. Coca-Cola: To increase its brand recognition and sales in the Chinese market, Coca-Cola developed a successful marketing effort in China that strongly emphasised family values and traditional Chinese holidays.
  1. Airbnb: To better serve Chinese tourists, Airbnb has localised its site, adding Chinese language support, regional payment methods, and tailored experiences that consider Chinese cultural preferences.
  1. KFC: KFC has customised its menu to appeal to Chinese consumers’ preferences, providing a variety of specialised items such as soy sauce chicken and rice bowls. Also, they have adapted their marketing strategies by using well-known Chinese celebrities in their advertisements.
  1. Sephora: By providing individualised beauty consultations and holding exclusive events that consider Chinese cultural preferences, Sephora has tailored its in-store experience for Chinese customers.

Influencer marketing

Influencer marketing is an efficient technique to contact Chinese consumers.

Celebrities and KOLs significantly impact Chinese customers (key opinion leaders). 

Companies may increase their visibility and trust with Chinese consumers by collaborating with local influencers with a social media following.

Develop mobile-first strategies

In China, mobile usage is increasing quickly, and mobile devices are widely used.

Reaching Chinese consumers requires creating a mobile-first strategy.

This entails creating mobile apps, optimising content for mobile devices, and utilising mobile payment methods.

  • Why is it essential for foreign companies to develop mobile-first strategies when marketing in China?

The rising penetration of mobile devices in China makes the development of mobile-first strategies crucial for foreign businesses marketing there.

Since China has over 1 billion smartphone users, businesses must prioritise mobile channels in their marketing campaigns.

Since mobile devices account for the majority of internet usage in China, this is crucial.

Furthermore, China has a distinctive mobile ecosystem with various social media sites, messaging apps, and e-commerce websites that are more frequently utilised on mobile devices than PCs.

Hence, implementing a mobile-first strategy enables foreign businesses to connect with and engage Chinese consumers who spend most of their timeā€”on mobile devices.

Utilise e-commerce platforms

Many consumers prefer to shop online in China, where e-commerce is flourishing.

China’s two biggest e-commerce sites are and Alibaba’s Tmall.

Businesses must create an e-commerce strategy that uses these platforms to sell their goods in China.

Source : Freepik

Invest in digital advertising.

Chinese consumers can be effectively reached with digital advertising.

To reach their target audience, businesses can use a variety of digital advertising channels, including social network advertising, search engine advertising, and programmatic advertising.

Due to the high advertising receptivity among Chinese consumers, businesses that invest in digital advertising may benefit from a competitive edge.

  • Difference between Chinese consumers and  Western consumers regarding values and behaviours
  1. Chinese consumers prioritise collective values more than Westerners, who cherish individualism.
  2. Whereas Western customers value privacy and personal space more, Chinese consumers place more value on networking and social interactions.
  3. Compared to Western consumers, Chinese consumers are more inclined to trust and rely on suggestions from friends and family. Western consumers are more likely to believe information from reliable sources.
  4. Chinese customers tend to be more price-sensitive and have a more robust savings culture, whereas Western consumers tend to have a more substantial credit culture and are more prepared to take on debt.
  5. While Western customers continue to emphasise credit cards and conventional retail channels, Chinese consumers are more likely to make purchases via mobile payments and e-commerce platforms.


In conclusion, Chinese marketing tactics are intricate and varied, and businesses that want to flourish in China must devote time and money to studying the market and its inhabitants. 

Companies may increase their visibility, reputation, and market share in China by developing a comprehensive marketing plan that uses social media, influencer marketing, mobile, e-commerce, and digital advertising.