Flevy Management Insights Q&A
How should companies adapt their product development processes to better meet the needs of consumers in emerging markets?


This article provides a detailed response to: How should companies adapt their product development processes to better meet the needs of consumers in emerging markets? For a comprehensive understanding of Emerging Market Entry, we also include relevant case studies for further reading and links to Emerging Market Entry best practice resources.

TLDR Unlock growth in Emerging Markets with tailored Product Development, focusing on Market Research, Product Localization, Agile Development, and Continuous Innovation for a competitive edge.

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Before we begin, let's review some important management concepts, as they related to this question.

What does Market Research mean?
What does Product Localization mean?
What does Agile Development mean?
What does Continuous Innovation mean?


To effectively adapt product development processes for emerging markets, companies must deeply understand the unique needs, preferences, and constraints of consumers in these regions. This requires a multifaceted approach that encompasses Market Research, Product Localization, and Agile Development methodologies, among other strategies. By tailoring products and services to meet the specific demands of emerging markets, businesses can unlock new growth opportunities and build a strong competitive advantage.

Understanding Consumer Needs through In-Depth Market Research

Before adapting product development processes, it's crucial to conduct thorough market research to gain insights into the consumer behaviors, preferences, and challenges specific to emerging markets. This involves not just quantitative data analysis but also qualitative research methods such as focus groups and in-depth interviews. For instance, a study by McKinsey highlighted the importance of understanding the "value for money" proposition that consumers in emerging markets prioritize. This doesn't necessarily mean the cheapest option but rather the product that offers the best quality and functionality for its price.

Moreover, companies should analyze the socio-economic factors that influence purchasing decisions in these markets. This includes factors such as income levels, access to financing, and cultural influences on consumption. For example, in some emerging markets, there's a strong preference for products that support multi-generational households, which can significantly influence product features and marketing strategies.

Additionally, leveraging local market insights can help identify unmet needs or gaps in the current market offerings. This could lead to the development of entirely new products or services designed specifically for these markets. For example, mobile banking and payment services have seen tremendous growth in Africa, driven by the lack of traditional banking infrastructure and the high penetration of mobile devices.

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Adapting Product Features and Localization

Once a deep understanding of the market is established, companies must adapt their product development process to align with local needs. This often involves modifying existing products or creating new ones that address the specific constraints and preferences of consumers in emerging markets. For instance, Samsung developed the Galaxy M series with features and price points specifically tailored for the Indian market, focusing on long battery life and camera quality, which were identified as key priorities for consumers in the region.

Localization goes beyond just translating language or changing the product's aesthetic. It involves adapting the product's functionality, packaging, and even the business model to better suit the local context. For example, in regions with unreliable electricity, products that are energy-efficient or can operate on alternative power sources can have a significant competitive advantage. Similarly, smaller packaging sizes and flexible pricing models can make products more accessible to consumers in emerging markets.

Collaboration with local partners can also facilitate the localization process. Local partners can provide valuable insights into consumer behavior and regulatory requirements, as well as assist with distribution and marketing. For example, Unilever has successfully partnered with local retailers and distributors in various African markets to tailor its product offerings and distribution strategies to meet local consumer needs effectively.

Implementing Agile Development and Continuous Innovation

To stay relevant in the fast-changing landscapes of emerging markets, companies must adopt Agile Development methodologies. This approach allows for rapid iteration based on continuous feedback from the market, enabling companies to quickly adapt products in response to changing consumer preferences or competitive dynamics. Agile Development emphasizes cross-functional teams and frequent iterations, which can be particularly effective in addressing the diverse and evolving needs of consumers in emerging markets.

Continuous innovation is also critical for success in these markets. This involves not just product innovation but also process and business model innovation. For example, Xiaomi's "flash sales" model, which creates scarcity and urgency through limited-time offers, has been highly successful in driving demand and building brand buzz in markets like India and China.

Moreover, leveraging digital technologies can accelerate the product development process and enable more personalized and engaging consumer experiences. For instance, using analytics target=_blank>data analytics to understand consumer behavior patterns can inform product development and marketing strategies, creating more targeted and effective campaigns.

In conclusion, adapting product development processes for emerging markets requires a comprehensive approach that combines in-depth market research, product localization, and agile development methodologies. By understanding and addressing the unique needs and constraints of consumers in these markets, companies can unlock significant growth opportunities and build a lasting competitive edge.

Best Practices in Emerging Market Entry

Here are best practices relevant to Emerging Market Entry from the Flevy Marketplace. View all our Emerging Market Entry materials here.

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Explore all of our best practices in: Emerging Market Entry

Emerging Market Entry Case Studies

For a practical understanding of Emerging Market Entry, take a look at these case studies.

Telecom Digital Infrastructure Expansion in Africa

Scenario: The organization is a mid-sized telecom operator based in Europe, looking to expand its digital infrastructure into the African market.

Read Full Case Study

Market Entry Strategy for Luxury Brand in Southeast Asia

Scenario: A high-end luxury brand specializing in bespoke jewelry is looking to enter the Southeast Asian market.

Read Full Case Study

Market Entry Strategy for Professional Services in Latin America

Scenario: A professional services firm specializing in financial advisory is seeking to expand its operations into an emerging Latin American market.

Read Full Case Study

Strategic Emerging Market Entry Initiative for a Generic Pharmaceutical Producer

Scenario: A rapidly growing pharmaceuticals producer, based in developed markets, aims to expand its footprint in emerging markets.

Read Full Case Study

Consumer Packaged Goods Expansion into Southeast Asia

Scenario: The organization is a mid-sized producer of consumer packaged goods, specializing in organic health foods with a significant market share in North America.

Read Full Case Study

Market Entry Strategy for Construction Firm in Southeast Asia

Scenario: A construction company based in Southeast Asia is facing challenges in entering new emerging markets within the region.

Read Full Case Study

Explore all Flevy Management Case Studies

Related Questions

Here are our additional questions you may be interested in.

How can companies effectively balance the need for local customization with the benefits of global standardization in emerging markets?
Achieving a balance between Local Customization and Global Standardization in emerging markets involves deep market insights, leveraging Global Efficiencies through technology, and Adaptable Business Models for competitive advantage. [Read full explanation]
What strategies can companies employ to mitigate the risks associated with political instability in emerging markets?
Mitigate risks in emerging markets with political instability through Comprehensive Risk Assessments, Strategic Partnerships, and Operational Diversification, enhancing resilience and leveraging growth opportunities. [Read full explanation]
What emerging technologies are proving most effective for companies entering emerging markets?
Emerging technologies like Digital and Mobile Payment Platforms, Blockchain Technology, and AI and ML are strategic enablers for companies entering emerging markets, improving Operational Efficiency and market penetration. [Read full explanation]
How are geopolitical shifts influencing market entry strategies in emerging markets?
Geopolitical shifts necessitate adaptable Market Entry Strategies in emerging markets, emphasizing the importance of Strategic Partnerships, Digital Transformation, and Risk Management to mitigate challenges and seize opportunities. [Read full explanation]
What emerging market sectors are experiencing the fastest growth due to digital innovation?
Digital innovation significantly impacts Healthcare, Financial Services, and E-commerce sectors, driving growth through telehealth, fintech advancements, and online shopping innovations, despite facing challenges like data privacy and regulatory compliance. [Read full explanation]
How does globalization impact regulatory compliance for businesses entering emerging markets?
Globalization increases regulatory complexity for businesses entering emerging markets, necessitating Strategic Planning, Risk Management, and investment in local legal expertise and technology for compliance agility. [Read full explanation]

Source: Executive Q&A: Emerging Market Entry Questions, Flevy Management Insights, 2024


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