Z. John Zhang

University of Pennsylvania - The Wharton School - Department of Marketing

Murrel J. Ades Professor

SCHOLARLY PAPERS

26

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8,860

SSRN CITATIONS
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Top 5,802

in Total Papers Citations

73

CROSSREF CITATIONS

154

Scholarly Papers (26)

1.

Crypto-Marketing: How Non-Fungible Tokens (NFTs) Challenge Traditional Marketing

Forthcoming, Marketing Letters
Number of pages: 12 Posted: 04 Apr 2022 Last Revised: 29 Jun 2022
University of Lucerne - Faculty of Economics and Management, Institute of Behavioral Science and Technology, University of St.Gallen, University of Lucerne, University of Lucerne, The Wharton School, University of Pennsylvania - Marketing Department, University of Lucerne, Columbia Business School - International Business and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 1,792 (13,492)

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Non-fungible token, NFT, crypto-marketing, blockchain, ownership, authenticity, status, sharing, decentralization

2.

Agency Selling or Reselling? Channel Structures in Electronic Retailing

Forthcoming, Management Science
Number of pages: 38 Posted: 01 Mar 2012 Last Revised: 05 Apr 2015
Vibhanshu Abhishek, Kinshuk Jerath and Z. John Zhang
Carnegie Mellon University - H. John Heinz III School of Public Policy and Management, Columbia University - Columbia Business School, Marketing and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 1,551 (16,896)
Citation 26

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multi-channel retailing, electronic commerce, distribution channel, cross-channel spillovers, agency model, retail competition, game theory

3.

Putting One-to-One Marketing to Work: Personalization, Customization and Choice

Marketing Letters, 2008
Number of pages: 25 Posted: 14 Apr 2008 Last Revised: 04 Apr 2012
University of Wisconsin - Madison - Department of Marketing, University of Pennsylvania - The Wharton School, New York University (NYU) - Leonard N. Stern School of Business, University of Houston, University of Pennsylvania - Marketing Department, New York University (NYU) - Department of Information, Operations, and Management Sciences, University of Maryland - Department of Marketing, Georgia State University, University of Connecticut School of Business, Dartmouth College - Tuck School of Business, University of Nebraska - Lincoln, Guanghua School of Management, University of Houston - C.T. Bauer College of Business, Northwestern University - Integrated Marketing Communications Program and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 980 (33,164)
Citation 10

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one-to-one marketing, CRM, customization, choice

4.

A Theory of Minimalist Luxury

Number of pages: 67 Posted: 10 Oct 2018 Last Revised: 15 Oct 2020
Z. Jessie Liu, Pinar Yildirim and Z. John Zhang
Johns Hopkins University - Carey Business School, University of Pennsylvania - The Wharton School and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 719 (50,599)
Citation 1

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Luxury Branding, Signaling Games, Emerging Markets, Marketing, Pricing

5.

Implications of Revenue Models and Technology for Content Moderation Strategies

Number of pages: 62 Posted: 01 Dec 2021
Yi Liu, Pinar Yildirim and Z. John Zhang
University of Pennsylvania, The Wharton School, University of Pennsylvania - The Wharton School and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 547 (71,888)

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Social media, content moderation, advertising

6.

Product Reviews and Competition in Markets for Repeat Purchase Products

Journal of Management Information Systems, Vol. 27, No. 4, pp. 9-42, 2011
Number of pages: 41 Posted: 03 Dec 2008 Last Revised: 23 Feb 2012
Xinxin Li, Lorin M. Hitt and Z. John Zhang
University of Connecticut - Department of Operations & Information Management, University of Pennsylvania - Operations & Information Management Department and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 486 (83,084)
Citation 4

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online product reviews, review informativeness, repeat purchase products, installed customer base, price competition, game theoretic model

7.

Fairness and Channel Coordination

Management Science, Vol. 53, No. 8, pp. 1303-1314, 2007
Number of pages: 28 Posted: 15 Jun 2009
Tony Haitao Cui, Jagmohan S. Raju and Z. John Zhang
University of Minnesota - Twin Cities, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 451 (90,814)
Citation 10

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Distribution Channels, Fairness, Channel Coordination, Behavioral Economics

8.

How Should Consumers' Willingness to Pay Be Measured? An Empirical Comparison of State-of-The-Art Approaches

Journal of Marketing Research, Vol. 48, No. 1, pp. 172-184, February 2011
Number of pages: 14 Posted: 15 Feb 2010 Last Revised: 14 Oct 2017
HEC Paris, University of Lucerne - Faculty of Economics and Management, University of Bern and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 376 (111,972)
Citation 7

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Market Research, Pricing, Demand Estimation, Willingness to Pay, Hypothetical Bias

9.

Customer Value-Based Management: Competitive Implications

Number of pages: 97 Posted: 31 Mar 2011
University of Texas at Dallas - Naveen Jindal School of Management, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 360 (117,576)
Citation 4

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Competitive Strategy, Customer Relationship Management, Game Theory

10.

How Do Consumer Characteristics Affect the Bias in Measuring Willingness to Pay for Innovative Products?

Journal of Product Innovation Management, Forthcoming
Number of pages: 34 Posted: 20 Mar 2012
University of Lucerne - Faculty of Economics and Management, HEC Paris, University of Bern and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 292 (146,914)

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customer integration, willingness to pay, hypothetical bias, value-based pricing, new product pricing

11.

A De-Biased Direct Question Approach to Measuring Consumers' Willingness to Pay

Number of pages: 64 Posted: 23 Apr 2020 Last Revised: 24 Apr 2020
University of Lucerne - Faculty of Economics and Management, HEC Paris, University of Bern and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 286 (150,079)

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Market Research, Pricing, Demand Estimation, Direct Estimation, Single Question Approach, Choice Experiments, Willingness to Pay, Hypothetical Bias

12.

The Impact of "One-Stop Shopping" on Competitive Store Brand Strategy

Number of pages: 35 Posted: 16 Nov 2009
Tansev Geylani, Kinshuk Jerath and Z. John Zhang
University of Pittsburgh - Katz Graduate School of Business, Columbia University - Columbia Business School, Marketing and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 229 (186,718)
Citation 1

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private label strategy, retail competition, distribution channels, game theory

13.

A Model of Unorganized and Organized Retailing in Emerging Economies

Columbia Business School Research Paper No. 15-38
Number of pages: 44 Posted: 28 Mar 2015 Last Revised: 30 Sep 2015
Kinshuk Jerath, S. Sajeesh and Z. John Zhang
Columbia University - Columbia Business School, Marketing, University of Nebraska - Lincoln and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 174 (239,197)

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Unorganized and organized retailing, kirana shops, developing economies, multinational retailers, Salop model

14.

A Price Discrimination Model of Trade Promotions

Marketing Science, Vol. 27, No. 5, pp. 779-795, 2007
Number of pages: 38 Posted: 16 Jun 2009
Tony Haitao Cui, Jagmohan S. Raju and Z. John Zhang
University of Minnesota - Twin Cities, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 166 (248,818)
Citation 3

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channels of distribution, channel power, trade promotion, forward-buying

15.

Retail Buyer and Manufacturer Kickback

Number of pages: 49 Posted: 13 Aug 2018 Last Revised: 18 May 2021
Upender Subramanian and Z. John Zhang
University of Texas at Dallas - Naveen Jindal School of Management and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 159 (258,100)

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Bayesian Persuasion, Channel Conflict, Distribution Channel, Kickback, Retail Buyers, Game Theory

16.

Can We All Get Along? Incentive Contracts to Bridge the Marketing and Operations Divide

Number of pages: 43 Posted: 04 Sep 2013
Kinshuk Jerath, Serguei Netessine and Z. John Zhang
Columbia University - Columbia Business School, Marketing, The Wharton School, University of Pennsylvania and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 113 (334,464)
Citation 12

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17.

Short- or Long-Duration Coupons: The Effect of the Expiration Date on the Profitability of Coupon Promotions

Management Science, 45(8):1041-1056,1999
Number of pages: 17 Posted: 21 Jan 2015
Aradhna Krishna and Z. John Zhang
University of Michigan, Stephen M. Ross School of Business and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 81 (413,020)
Citation 4

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18.

Do We Care What Others Get? A Behaviorist Approach to Targeted Promotions

Journal of Marketing Research, Vol. XXXlX (August 2002) 277-241
Number of pages: 16 Posted: 21 Jan 2015
University of Michigan, Stephen M. Ross School of BusinessUniversity of Michigan at Ann Arbor - Marketing, University of Michigan, Stephen M. Ross School of Business and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 41 (568,385)
Citation 4

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19.

The Optimal Choice of Promotion Vehicles: Front-Loaded or Rear-Loaded Incentives?

Management Science, Vol. 46, No. 3. (Mar., 2000), pp. 348-362
Number of pages: 19 Posted: 21 Jan 2015
Z. John Zhang, Aradhna Krishna and Sanjay K. Dhar
University of Pennsylvania - The Wharton School - Department of Marketing, University of Michigan, Stephen M. Ross School of Business and University of Chicago - Marketing Management
Downloads 37 (589,426)
Citation 3

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20.

Should Price Increases Be Targeted? -- Pricing Power and Selective vs. Across-the-Board Price Increases

Management Science, Vol. 53, No. 9, September 2007, pp. 1407-1422
Number of pages: 16 Posted: 20 Jan 2015
University of Michigan, Stephen M. Ross School of Business, University of Michigan, Stephen M. Ross School of BusinessUniversity of Michigan at Ann Arbor - Marketing and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 20 (703,210)

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21.

Conspicuous Consumption on the Long Tail: How Can Luxury Brands Benefit from Counterfeits?

Posted: 07 Oct 2016 Last Revised: 05 Feb 2021
Pinar Yildirim, Z. Jessie Liu and Z. John Zhang
University of Pennsylvania - The Wharton School, Johns Hopkins University - Carey Business School and University of Pennsylvania - The Wharton School - Department of Marketing

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22.

Turf Wars: Product Line Strategies in Markets with Preference Based Segmentation

Robert H. Smith School Research Paper No. RHS-06-149
Posted: 24 Feb 2013 Last Revised: 02 Oct 2017
Yogesh V. Joshi, David Reibstein and Z. John Zhang
University of Maryland - Department of Marketing, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing

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product line strategy, differentiation, multi-product competition, game theory

Exclusive Handset Arrangements in the Wireless Industry: A Competitive Analysis

Marketing Science, Mar/Apr2013, Vol. 32 Issue 2, p246
Posted: 09 Sep 2012 Last Revised: 12 Nov 2013
University of Texas at Dallas - Naveen Jindal School of Management, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing

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Competitive Strategy, Distribution Channel, Exclusive Arrangements, Game Theory, Raising Rival's Costs, Wireless Network Neutrality

Exclusive Handset Arrangements in the Wireless Industry: A Competitive Analysis

Marketing Science, Vol. 32, No. 2, 2013; pp. 246-270; DOI: 10.1287/mksc.1120.0752
Posted: 13 Nov 2013
University of Texas at Dallas - Naveen Jindal School of Management, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing

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competitive strategy, distribution channel, exclusive arrangements, game theory, raising rival's costs, wireless network neutrality

24.

Store-Within-a-Store

Journal of Marketing Research, Forthcoming
Posted: 02 Sep 2009
Kinshuk Jerath and Z. John Zhang
Columbia University - Columbia Business School, Marketing and University of Pennsylvania - The Wharton School - Department of Marketing

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distribution channels, contracting, retailing formats, power retailer, department stores

25.

Optimal Entry Timing in Markets with Social Influence

Management Science, Vol. 55, No. 6, pp. 926–939, June 2009
Posted: 19 May 2009 Last Revised: 05 Apr 2012
Yogesh V. Joshi, David Reibstein and Z. John Zhang
University of Maryland - Department of Marketing, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing

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market entry, social influence, optimal timing, brand extension

26.

A Theory of Combative Advertising

Marketing Science, Vol. 28, No. 1, pp. 1-19, 2009
Posted: 14 May 2009
New York University (NYU) - Department of Marketing, University of Maryland - Department of Marketing, University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School - Department of Marketing

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advertising, persuasion, game theory, competitive strategy, prisoner's dilemma, preference shifts