Juanjuan Zhang

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

Professor of Marketing

Cambridge, MA 02142

United States

http://jjzhang.scripts.mit.edu

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

SCHOLARLY PAPERS

17

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SSRN CITATIONS
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Top 4,595

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199

CROSSREF CITATIONS

158

Scholarly Papers (17)

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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

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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

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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

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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

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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

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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.

Consumer Deliberation and Product Line Design

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

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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

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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