Z. John Zhang

University of Pennsylvania - The Wharton School - Department of Marketing

Murrel J. Ades Professor

SCHOLARLY PAPERS

23

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Top 6,057

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22

CROSSREF CITATIONS

153

Scholarly Papers (23)

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1.

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 and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 1,388 (13,656)
Citation 9

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

2.

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
Neeraj Arora, Xavier Dreze, Anindya Ghose, James D. Hess, Raghuram Iyengar, Bing Jing, Yogesh V. Joshi, V. Kumar, Nicholas H. Lurie, Scott Neslin, S. Sajeesh, Meng Su, Niladri B. Syam, Jacquelyn Thomas and Z. John Zhang
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 930 (24,880)
Citation 5

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

3.

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 466 (62,593)

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

4.

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 377 (80,494)
Citation 2

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Distribution Channels, Fairness, Channel Coordination, Behavioral Economics

5.

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

Number of pages: 55 Posted: 07 Oct 2016 Last Revised: 15 Nov 2016
Pinar Yildirim, Zhenqi Jessie Liu and Z. John Zhang
University of Pennsylvania - The Wharton School, University of Pennsylvania and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 365 (83,633)

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6.

Customer Value-Based Management: Competitive Implications

Number of pages: 97 Posted: 31 Mar 2011
Upender Subramanian, Jagmohan S. Raju and Z. John Zhang
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 305 (102,257)
Citation 2

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Competitive Strategy, Customer Relationship Management, Game Theory

7.

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
Reto Hofstetter, Klaus M. Miller, Harley Krohmer and Z. John Zhang
University of Lucerne - Faculty of Economics and Management, Goethe University Frankfurt, University of Bern and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 279 (112,591)

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

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
Klaus M. Miller, Reto Hofstetter, Harley Krohmer and Z. John Zhang
Goethe University Frankfurt, University of Lucerne - Faculty of Economics and Management, University of Bern and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 235 (134,369)
Citation 3

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

9.

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 and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 201 (155,926)
Citation 1

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

10.

A Theory of Minimalist Luxury

Number of pages: 66 Posted: 10 Oct 2018 Last Revised: 03 Dec 2019
Zhenqi Jessie Liu, Pinar Yildirim and Z. John Zhang
University of Pennsylvania, University of Pennsylvania - The Wharton School and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 187 (166,624)

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

11.

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, University of Nebraska - Lincoln and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 157 (194,061)

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

12.

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 146 (206,225)

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

13.

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, The Wharton School, University of Pennsylvania and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 84 (305,433)
Citation 9

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14.

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 61 (364,839)
Citation 1

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15.

A Theory of Conventional Channel with Kickbacks

Number of pages: 44 Posted: 13 Aug 2018
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 56 (380,323)

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Channel Conflict, Delegation, Distribution Channel, Kickback, Retail Buyers, Game Theory

16.

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
Fred M. Feinberg, Aradhna Krishna and Z. John Zhang
University 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 33 (467,538)
Citation 3

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17.

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 30 (481,956)
Citation 1

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18.

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
Aradhna Krishna, Fred M. Feinberg and Z. John Zhang
University of Michigan, Stephen M. Ross School of Business, University of Michigan at Ann Arbor - Marketing and University of Pennsylvania - The Wharton School - Department of Marketing
Downloads 17 (556,277)

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19.

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, Marketing Science Institute and University of Pennsylvania - The Wharton School - Department of Marketing

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

20.

Exclusive Handset Arrangements in the Wireless Industry: A Competitive Analysis

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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
Upender Subramanian, Jagmohan S. Raju and Z. John Zhang
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
Upender Subramanian, Jagmohan S. Raju and Z. John Zhang
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

21.

Store-Within-a-Store

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

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

22.

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, Marketing Science Institute and University of Pennsylvania - The Wharton School - Department of Marketing

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market entry, social influence, optimal timing, brand extension

23.

A Theory of Combative Advertising

Marketing Science, Vol. 28, No. 1, pp. 1-19, 2009
Posted: 14 May 2009
Yuxin Chen, Yogesh V. Joshi, Jagmohan S. Raju and Z. John Zhang
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