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

16

DOWNLOADS
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4,866

SSRN CITATIONS
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SSRN RANKINGS

Top 4,760

in Total Papers Citations

124

CROSSREF CITATIONS

155

Scholarly Papers (16)

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 1,278 (18,704)
Citation 8

Abstract:

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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 - S.C. Johnson College of Business - School of Hotel Administration
Downloads 770 (38,772)
Citation 49

Abstract:

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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: 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 582 (56,179)
Citation 4

Abstract:

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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
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 497 (68,331)
Citation 15

Abstract:

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

5.

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 359 (100,310)
Citation 3

Abstract:

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

6.

First Law of Motion: Influencer Video Advertising on TikTok

Number of pages: 55 Posted: 30 Mar 2021
Jeremy Yang, Juanjuan Zhang and Yuhan Zhang
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Massachusetts Institute of Technology (MIT) - Sloan School of Management and Beijing Technology and Business University
Downloads 315 (118,263)

Abstract:

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Influencer Advertising, Video Advertising, Computer Vision, Machine Learning

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
New York University (NYU) - Leonard N. Stern School of Business and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 298 (122,924)
Citation 2

Abstract:

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

8.

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 247 (149,107)
Citation 2

Abstract:

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

9.

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 212 (172,494)
Citation 5

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

10.
Downloads 158 (223,770)
Citation 7

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 158 (224,134)
Citation 7

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
Chinese 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

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 150 (234,734)
Citation 30

Abstract:

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Popularity Information, Observational Learning, Field Experiment, Internet Marketing

12.

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:

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

13.

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

14.

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

15.

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

16.

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