Juanjuan Zhang

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

Associate Professor of Marketing

Cambridge, MA 02142

United States

http://jjzhang.scripts.mit.edu

SCHOLARLY PAPERS

14

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CITATIONS
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38

Scholarly Papers (14)

1.

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 1,107 (13,443)
Citation 14

Abstract:

Popularity Information, Observational Learning, Field Experiment, Internet Marketing

2.

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
Downloads 501 (33,070)
Citation 6

Abstract:

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

3.

Strategic Demarketing

MIT Sloan Research Paper No. 4814-10
Number of pages: 52 Posted: 18 May 2010 Last Revised: 24 Aug 2011
Jeanine Miklós-Thal and Juanjuan Zhang
University of Rochester - Simon Business School and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 455 (43,974)
Citation 1

Abstract:

demarketing, observational learning, quality inference

4.

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
HKUST Business School, Massachusetts Institute of Technology (MIT) - Sloan School of Management and MIT Sloan School of Management
Downloads 418 (50,272)
Citation 1

Abstract:

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

5.

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
University of International Business and Economics (UIBE) - Business School, Massachusetts Institute of Technology (MIT) - Sloan School of Management, Tsinghua University - School of Economics & Management and Tsinghua University - School of Economics & Management

Abstract:

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

6.

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 220 (107,820)

Abstract:

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

7.

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 181 (72,775)

Abstract:

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

8.

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 163 (138,211)
Citation 3

Abstract:

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

9.
Downloads 133 (177,913)
Citation 2

Consumer Deliberation and Product Line Design

Marketing Science, Forthcoming
Number of pages: 27 Posted: 09 Jul 2012
Liang Guo and Juanjuan Zhang
Chinese University of Hong Kong and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 133 (178,429)
Citation 2

Abstract:

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
Chinese University of Hong Kong and Massachusetts Institute of Technology (MIT) - Sloan School of Management

Abstract:

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

10.

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 109 (180,159)
Citation 11

Abstract:

Popularity Information, Observational Learning, Field Experiment, Internet Marketing

11.

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:

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

12.

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:

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

13.

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:

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

14.

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:

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