Juanjuan Zhang

Massachusetts Institute of Technology (MIT) - Sloan School of Management

Professor of Marketing

Cambridge, MA 02142

United States

http://jjzhang.scripts.mit.edu

SCHOLARLY PAPERS

17

DOWNLOADS
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Top 6,373

in Total Papers Downloads

11,662

SSRN CITATIONS
Rank 4,595

SSRN RANKINGS

Top 4,595

in Total Papers Citations

199

CROSSREF CITATIONS

158

Scholarly Papers (17)

1.

Engagement that Sells: Influencer Video Advertising on TikTok

Number of pages: 83 Posted: 30 Mar 2021 Last Revised: 18 Aug 2023
Jeremy Yang, Juanjuan Zhang and Yuhan Zhang
Harvard University, Massachusetts Institute of Technology (MIT) - Sloan School of Management and Beijing Technology and Business University
Downloads 5,811 (2,340)
Citation 5

Abstract:

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Influencer Advertising, Video Advertising, Entertainment Commerce, Creator Economy, Sales Conversion, Incentive Alignment, Computer Vision, TikTok

2.

How Does Popularity Information Affect Choices? A Field Experiment

Management Science, Vol. 57, No. 5, pp. 828-842, May 2011
Number of pages: 33 Posted: 26 Jul 2007 Last Revised: 26 May 2011
Catherine E. Tucker and Juanjuan Zhang
Massachusetts Institute of Technology (MIT) - Management Science (MS) and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 1,413 (23,258)
Citation 11

Abstract:

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Popularity Information, Observational Learning, Field Experiment, Internet Marketing

3.

Rational Herding in Microloan Markets: Online Appendix

Management Science, Vol. 58, No. 5, May 2012
Number of pages: 10 Posted: 19 Sep 2011 Last Revised: 06 Jun 2012
Juanjuan Zhang and Peng Liu
Massachusetts Institute of Technology (MIT) - Sloan School of Management and Cornell University - S.C. Johnson College of Business - School of Hotel Administration
Downloads 821 (50,502)
Citation 81

Abstract:

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Rational Herding, Observational Learning, Bayesian Inference, Microloan Markets, Peer-to-Peer Lending, Prosper.com

4.

Zero to One: Sales Prospecting with Augmented Recommendation

MIT Sloan Research Paper 6492-20
Number of pages: 52 Posted: 14 Jan 2022 Last Revised: 22 Jun 2022
Saiquan Hu, Juanjuan Zhang and Yuting Zhu
Hunan University, Massachusetts Institute of Technology (MIT) - Sloan School of Management and National University of Singapore
Downloads 658 (67,599)
Citation 1

Abstract:

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sales force management, deep learning, recommender system, neural network, selection bias.

5.

Strategic Demarketing

MIT Sloan Research Paper No. 4814-10
Number of pages: 52 Posted: 18 May 2010 Last Revised: 08 Jan 2018
Jeanine Miklós-Thal and Juanjuan Zhang
University of Rochester - Simon Business School and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 634 (70,912)
Citation 5

Abstract:

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demarketing, observational learning, quality inference

6.

Learning from Experience, Simply

Marketing Science, Forthcoming
Number of pages: 87 Posted: 24 May 2012 Last Revised: 08 Jan 2015
Song Lin, Juanjuan Zhang and John R. Hauser
Hong Kong University of Science & Technology (HKUST) - Department of Marketing, Massachusetts Institute of Technology (MIT) - Sloan School of Management and MIT Sloan School of Management
Downloads 533 (88,026)
Citation 15

Abstract:

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dynamic consumer learning, structural models, cognitive simplicity, index strategies, heuristics, multi-armed bandit problems, restless bandits, indexability

7.

Preference Learning and Demand Forecast

Marketing Science, forthcoming
Number of pages: 42 Posted: 19 Aug 2019 Last Revised: 15 May 2020
Xinyu Cao and Juanjuan Zhang
Department of Marketing, CUHK Business School and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 473 (101,808)
Citation 8

Abstract:

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preference elicitation, demand forecasting, incentive alignment, choice experiment, field experiment, external validity

8.

Deadlines in Product Development

Management Science, Forthcoming
Number of pages: 39 Posted: 31 Jul 2012 Last Revised: 14 Jul 2015
Juanjuan Zhang
Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 407 (121,415)
Citation 5

Abstract:

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deadline; product development; incentive; learning; dynamic moral hazard; agency theory

9.

Why Do Sales People Spend So Much Time Lobbying for Low Prices?

Marketing Science, 2014, 33(6), pages 796-808.
Number of pages: 62 Posted: 13 Dec 2011 Last Revised: 08 Jan 2015
Duncan Simester and Juanjuan Zhang
Massachusetts Institute of Technology (MIT) - Sloan School of Management and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 275 (185,369)
Citation 8

Abstract:

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lobbying, influence activities, sales force management, pricing, agency theory, incentives, information elicitation, marketing-sales interface

10.

Days on Market and Home Sales

NET Institute Working Paper No. 09-16
Number of pages: 36 Posted: 04 Oct 2009 Last Revised: 23 Mar 2012
Catherine E. Tucker, Juanjuan Zhang and Ting Zhu
Massachusetts Institute of Technology (MIT) - Management Science (MS), Massachusetts Institute of Technology (MIT) - Sloan School of Management and University of Chicago
Downloads 251 (203,070)
Citation 14

Abstract:

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Keywords: Real estate, Days on market, Herding, Information disclosure, Natural experiment

11.

Electronic Companion: How Does Popularity Information Affect Choices? A Field Experiment

Management Science, Forthcoming
Number of pages: 9 Posted: 23 Jan 2011
Catherine E. Tucker and Juanjuan Zhang
Massachusetts Institute of Technology (MIT) - Management Science (MS) and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 201 (250,662)
Citation 30

Abstract:

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Popularity Information, Observational Learning, Field Experiment, Internet Marketing

12.
Downloads 185 (270,107)
Citation 17

Consumer Deliberation and Product Line Design

Marketing Science, Forthcoming
Number of pages: 27 Posted: 09 Jul 2012
Liang Guo and Juanjuan Zhang
City University of Hong Kong and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 185 (269,996)
Citation 17

Abstract:

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consumer deliberation, product line design, price discrimination, information acquisition, agency theory, preference construction

Consumer Deliberation and Product Line Design

Marketing Science, Vol. 31, No. 6, 2012; pp. 995-1007; DOI: 10.1287/mksc.1120.0736
Posted: 30 Jan 2013
Liang Guo and Juanjuan Zhang
City University of Hong Kong and Massachusetts Institute of Technology (MIT) - Sloan School of Management

Abstract:

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consumer deliberation, product line design, price discrimination, information acquisition, agency theory, preference construction

13.

Tweeting as a Marketing Tool – Field Experiment in the TV Industry

Journal of Marketing Research, Forthcoming
Posted: 04 Jul 2014 Last Revised: 25 Jan 2017
Shiyang Gong, Juanjuan Zhang, Ping Zhao and Xuping Jiang
Beijing Normal University (BNU), Massachusetts Institute of Technology (MIT) - Sloan School of Management, Tsinghua University - School of Economics & Management and Tsinghua University - School of Economics & Management

Abstract:

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tweet; microblog; Weibo; Twitter; social media marketing; social media ROI; field experiment; television

14.

Why are Bad Products So Hard to Kill?

Management Science, Vol. 56, No. 7, pp. 1161-1179, July 2010
Posted: 23 Jan 2009 Last Revised: 13 Jul 2010
Duncan Simester and Juanjuan Zhang
Massachusetts Institute of Technology (MIT) - Sloan School of Management and Massachusetts Institute of Technology (MIT) - Sloan School of Management

Abstract:

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product development, managerial incentives, moral hazard, adverse selection, information acquisition

15.

The Sound of Silence: Observational Learning in the U.S. Kidney Market

Marketing Science, Vol. 29, No. 2, pp. 315-335, March-April 2010
Posted: 05 Dec 2006 Last Revised: 13 Jul 2010
Juanjuan Zhang
Massachusetts Institute of Technology (MIT) - Sloan School of Management

Abstract:

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observational learning, learning models, informational cascades, herding, quality inference, Bayes' rule, dynamic programming, kidney allocation

16.

The Perils of Behavior-Based Personalization

Marketing Science, Vol. 30, No. 1, pp. 170-186, January-February 2008
Posted: 09 Nov 2006 Last Revised: 07 Feb 2011
Juanjuan Zhang
Massachusetts Institute of Technology (MIT) - Sloan School of Management

Abstract:

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behavior-based personalization, behavior-based price discrimination, revealed preference, segmentation, targeting, competition, customer relationship management, endogenous information generation

17.

Designing Pricing Contracts for Boundedly Rational Customers: Does the Framing of the Fixed Fee Matter?

Management Science, Vol. 54, No. 4, pp. 686-700, April 2008
Posted: 04 May 2005 Last Revised: 14 Jul 2010
Teck Ho and Juanjuan Zhang
University of California, Berkeley - Haas School of Business and Massachusetts Institute of Technology (MIT) - Sloan School of Management

Abstract:

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fixed fee, two-part tariffs, quantity discounts, distribution channels, loss aversion, behavioral economics, experimental economics