Singles Day began as a prank at a Chinese university in 1993, when students created an "anti-Valentine's Day" to celebrate being single. Alibaba transformed it into a shopping holiday in 2009, and it has since become the world's largest retail event, complete with Taylor Swift performing at the 2019 Singles Day Gala.

Consumers are approaching holiday shopping with a sharper focus on value, taking more time to compare options and make deliberate choices, often with the help of AI tools. For brands, this shift changes what will drive results at the tail end of the year.

To capture a share of limited holiday gains, retailers and brands must zero in on pockets of opportunity across mobile commerce, social platforms, and consumer adoption of AI for shopping.

“Returns are in, brands are sharing how the holidays really performed on investor calls, and before we know it, we're going to start planning for the next cycle,” said our analyst Suzy Davidkhanian on a recent episode of “Reimagining Retail.” As retailers wrap up their analysis of the 2025 holiday season and begin planning for 2026, here’s how consumer behaviors are evolving across channels and what this means for future holiday strategies.

This FAQ covers how consumers shop on social platforms and what it means for brands.

This FAQ discusses how the holiday marketing season is evolving into a longer, leaner, and more competitive period, driven by economic headwinds, earlier shopping behavior, and the growing importance of retail media. It outlines why marketers must plan earlier, prioritize measurable and omnichannel strategies, and avoid overconcentrating spend around the Cyber Five to capture demand across an extended season.

This year’s Cyber Five brought in record sales, but it’s still unclear how consumer spending will unfold through the rest of the holiday season and into the new year. Shoppers are moving in different directions based on their financial stability, and many are starting their holiday buying weeks earlier. Coming out of the gate with strong value and consistent messaging is paying off early, but brands must keep that energy going as the season stretches and shifts.

Shoppers spent over $75 million on live shopping platform Whatnot during Black Friday, the company told EMARKETER. That’s three times last year’s total, underscoring the medium’s swift ascendance and pointing to rising consumer comfort with the format. Livestream commerce’s ability to blur the lines between shopping and entertainment is helping to drive adoption across generations. We expect US livestream ecommerce sales to rise by nearly 50% this year to $14.64 billion, while the number of buyers will jump by 21.5%. Platforms, retailers, and brands that lean into the entertainment and educational aspects of live shopping will be best equipped to capture—and keep—shoppers’ attention.

Reports of Gen Z’s sluggish holiday spending may be exaggerated. Brands like Edikted, Kendra Scott, and Bath & Body Works—favorites of the cohort—saw heavier foot traffic during Black Friday, per Bloomberg. The cohort will account for a greater share of Cyber Five spending this year—18%—while all other generations will see their share decline, per Deloitte. With the pressures on Gen Z spending set to persist beyond the holiday season, brands and retailers will have to work hard to make their case to the increasingly cash-strapped cohort.

Retailers aren’t waiting for Black Friday to kick off their holiday campaigns. Since October 1, linear TV holiday ad spend reached $475.1 million, up 13.2% YoY, according to iSpot. Weekly spending has also climbed steadily, indicating brands are frontloading their budgets to capture demand across all of Q4.

Holiday shoppers in Asia-Pacific are decisively digital-first, with online intent outpacing in-store browsing throughout the region. However, there are notable variations in consumer behaviors across markets.

Shoppers across Western Europe are gearing up for a digital-first, deal-focused 2025 holiday season. Brands that better understand shifting consumer behaviors can refine their holiday strategies and capitalize on opportunities for growth.

Perplexity is relaunching its agentic shopping product for all users next week, just in time for Black Friday, with PayPal as its key partner. The upgraded tool improves shopping intent detection and personalization using users’ past search data, while PayPal merchants will handle transactions and customer service directly. The move intensifies competition with OpenAI, Amazon, and Google, all racing to dominate AI-powered shopping ahead of the holidays. While sales from these tools are expected to remain modest, they offer brands a valuable testing ground for future ecommerce growth driven by generative AI.

Cyber Monday ad spending eclipsed Black Friday for the first time last year, per a Sensor Tower and Pathmatics analysis of spend from the “shopping” category between October 1 and December 31. While the digital sales day brought in just $300,000 more in ad spending than its in-person counterpart, it represents a turning point in the yearslong trend. As even Black Friday shopping moves online, advertising with the tail end of the Cyber Five period in mind could help with both day-of sales and December shopping.

Amazon’s quiet expansion of its low-cost apps, Haul and Bazaar, into 25 markets highlights a cautious strategy to counter Shein and Temu without diluting its core brand. Despite marking Haul’s first anniversary with an unannounced two-day sale on November 10–11—aligned with Veterans Day and Singles Day—the company offered little promotion, even as it ramped up marketing for Black Friday and Cyber Monday. The understated rollout suggests Amazon views Haul less as a major growth engine and more as a defensive play to retain budget-conscious shoppers amid cost-cutting and automation efforts.

Retailers and brands face a unique challenge this year as Black Friday and Cyber Monday (BFCM) approaches: Understanding how AI has changed the game for both consumers and sellers.

While holiday gift-givers do more of their shopping online every year, many shoppers will make purchases in physical stores this holiday season. The segment could make or break retailers facing economic challenges from tariffs and supply chains.

Retail ecommerce sales in Latin America will sustain double-digit growth this year, but momentum will remain uneven across major markets amid mounting geopolitical tensions.

This sponsored video by Contentful will explore the strategies driving success this holiday season.