1. Zhang, Z. John. 1995. Price-Matching Policy and the Principle of Minimum Differentiation, Journal of Industrial Economics.

2. Shaffer, Greg, and Z. John Zhang. 1995. Competitive Coupon Targeting, Marketing Science.

3. Chen, Yuxin, James D. Hess, Ronald T. Wilcox, and Z. John Zhang. 1999. Accounting profits versus marketing profits: A relevant metric for category management, Marketing Science.

4. Krishna, Aradhna, and Z. John Zhang. 1999. Short- or long-duration coupons: the effect of the expiration date on the profitability of coupon promotions, Management Science.

5. Shaffer, Greg, and Z. John Zhang. 2000. Pay to switch or pay to stay: Preference-based price discrimination in markets with switching costs, Journal of Economics and Management Strategy.

6. Narasimhan, Chakravarthi, and Z. John Zhang. 2000. Market entry strategy under firm heterogeneity and asymmetric payoffs, Marketing Science.

7. Zhang, Z. John, Aradhna Krishna, and Sanjay K. Dhar. 2000. Optimal choice of promotional vehicles: front-loaded or rear-loaded incentives?, Management Science.

8. Chen, Yuxin, Chakravarthi Narasimhan, and Z. John Zhang. 2001. Individual marketing with imperfect targetability, Marketing Science.

9. Chen, Yuxin, Chakravarthi Narasimhan, and Z. John Zhang. 2001. Research note: Consumer heterogeneity and competitive price-matching guarantees, Marketing Science.

10. Shaffer, Greg, and Z. John Zhang. 2002. Competitive one-to-one promotions, Management Science.

11. Feinberg, Fred M., Aradhna Krishna, and Z. John Zhang. 2002. Do we care what others get? A behaviorist approach to targeted promotions, Journal of Marketing Research.

12. Essegaier, Skander, Sunil Gupta, and Z. John Zhang. 2002. Pricing access services, Marketing Science.

13. Jedidi, Kamel, and Z. John Zhang. 2002. Augmenting conjoint analysis to estimate consumer reservation price, Management Science.

14. Fruchter, Gila E., and Z. John Zhang. 2004. Dynamic Targeted Promotions: A Customer Retention and Acquisition Perspective, Journal of Service Research.

15. Narasimhan, Chakravarthi, Chuan He, Eric T. Anderson, Lyle Brenner, Preyas Desai, Dmitri Kuksov, Paul Messinger, Sridhar Moorthy, Joseph Nunes, Yuval Rottenstreich, Richard Staelin, George Wu, and Z. John Zhang. 2005. Incorporating behavioral anomalies in strategic models, Marketing Letters.

16. Raju, Jagmohan, and Z. John Zhang. 2005. Channel coordination in the presence of a dominant retailer, Marketing Science.

17. Chen, Yuxin, Sridhar Moorthy, and Z. John Zhang. 2005. Research note - Price discrimination after the purchase: Rebates as state-dependent discounts, Management Science.

18. Liu, Yunchuan, and Z. John Zhang. 2006. The benefits of personalized pricing in a channel, Marketing Science.

19. Liu, Yunchuan, Sunil Gupta, and Z. John Zhang. 2006. Note on self-restraint as an online entry-deterrence strategy, Management Science.

20. Krishna, Aradhna, Fred M. Feinberg, and Z. John Zhang. 2007. Should price increases be targeted? - Pricing power and selective vs. across-the-board price increases, Management Science.

21. Cui, Tony Haitao, Jagmohan S. Raju, and Z. John Zhang. 2007. Fairness and channel coordination, Management Science.

22. Eliashberg, Jehoshua, Sam K. Hui, and Z. John Zhang. 2007. From story line to box office: A new approach for green-lighting movie scripts, Management Science.

23. Cui, Tony Haitao, Jagmohan S. Raju, and Z. John Zhang. 2008. A price discrimination model of trade promotions, Marketing Science.

24. Arora, Neeraj, Xavier Dreze, Anindya Ghose, James D. Hess, Raghuram Iyengar, Bing Jing, Yogesh Joshi, V. Kumar, Nicholas Lurie, Scott Neslin, S. Sajeesh, Meng Su, Niladri Syam, Jacquelyn Thomas, and Z. John Zhang. 2008. Putting one-to-one marketing to work: Personalization, customization, and choice, Marketing Letters.

25. Chen, Yuxin, and Z. John Zhang. 2009. Dynamic targeted pricing with strategic consumers, International Journal of Industrial Organization.

26. Joshi, Yogesh V., David J. Reibstein, and Z. John Zhang. 2009. Optimal entry timing in markets with social influence, Management Science.

27. Chen, Yuxin, Yogesh V. Joshi, Jagmohan S. Raju, and Z. John Zhang. 2009. A theory of combative advertising, Marketing Science.

28. Coughlan, Anne T., S. Chan Choi, Wujin Chu, Charles A. Ingene, Sridhar Moorthy, V. Padmanabhan, Jagmohan S. Raju, David A. Soberman, Richard Staelin, and Z. John Zhang. 2010. Marketing modeling reality and the realities of marketing modeling, Marketing Letters.

29. Jerath, Kinshuk, and Z. John Zhang. 2010. Store within a store, Journal of Marketing Research.

30. Jing, Bing, and Z. John Zhang. 2011. Product line competition and price promotions, Quantitative Marketing and Economics.

31. Li, Xinxin, Lorin M. Hitt, and Z. John Zhang. 2011. Product reviews and competition in markets for repeat purchase products, Journal of Management Information Systems.

32. Miller, Klaus M., Reto Hofstetter, Harley Krohmer, and Z. John Zhang. 2011. How should consumers' willingness to pay be measured? an empirical comparison of state-of-the-art approaches, Journal of Marketing Research.

33. Miller, Klaus M., Reto Hofstetter, Harley Krohmer, and Z. John Zhang. 2012. Measuring Consumers’ Willingness to Pay. Which Method Fits Best?, GfK Marketing Intelligence Review.

34. Hofstetter, Reto, Klaus M. Miller, Harley Krohmer, and Z. John Zhang. 2013. How do consumer characteristics affect the bias in measuring willingness to pay for innovative products?, Journal of Product Innovation Management.

35. Subramanian, Upender, Jagmohan S. Raju, and Z. John Zhang. 2013. Exclusive handset arrangements in the wireless industry: A competitive analysis, Marketing Science.

36. Zhang, John. 2013. The Art of Price War: a Perspective from China, 中国市场.

37. Subramanian, Upender, Jagmohan S. Raju, and Z. John Zhang. 2014. The strategic value of high-cost customers, Management Science.

38. Eliashberg, Jehoshua, Sam K. Hui, and Z. John Zhang. 2014. Assessing box office performance using movie scripts: A kernel-based approach, IEEE Transactions on Knowledge and Data Engineering.

39. Neslin, Scott A., Kinshuk Jerath, Anand Bodapati, Eric T. Bradlow, John Deighton, Sonja Gensler, Leonard Lee, Elisa Montaguti, Rahul Telang, Raj Venkatesan, Peter C. Verhoef, and Z. John Zhang. 2014. The interrelationships between brand and channel choice, Marketing Letters.

40. Joshi, Yogesh V., David J. Reibstein, and Z. John Zhang. 2016. Turf wars: Product line strategies in competitive markets, Marketing Science.

41. Jerath, Kinshuk, S. Sajeesh, and Z. John Zhang. 2016. A model of unorganized and organized retailing in emerging economies, Marketing Science.

42. Abhishek, Vibhanshu, Kinshuk Jerath, and Z. John Zhang. 2016. Agency selling or reselling? Channel structures in electronic retailing, Management Science.

43. Chen, Yuxin, Oded Koenigsberg, and Z. John. 2017. Pay-as-you-wish pricing, Marketing Science.

44. Hofstetter, Reto, John Z. Zhang, and Andreas Herrmann. 2018. Successive Open Innovation Contests and Incentives: Winner‐Take‐All or Multiple Prizes?: Winner-Take-All or Multiple Prizes?, Journal of Product Innovation Management.

45. Greenberg, Daria, Elena Ehrensperger, Michael Schulte-Mecklenbeck, Wayne D. Hoyer, Z. John Zhang, and Harley Krohmer. 2020. The role of brand prominence and extravagance of product design in luxury brand building: What drives consumers’ preferences for loud versus quiet luxury?, Journal of Brand Management.

46. Hofstetter, Reto, Klaus M. Miller, Harley Krohmer, and Z. John Zhang. 2021. A de-biased direct question approach to measuring consumers' willingness to pay, International Journal of Research in Marketing.

47. Liu, Yi, Pinar Yildirim, and Z. John Zhang. 2022. Implications of Revenue Models and Technology for Content Moderation Strategies, Marketing Science.

48. Ehrensperger, Elena, Daria Greenberg, Harley Krohmer, Felix Nagel, Wayne Hoyer, and Z. John Zhang. 2022. Succeeding in competitive arenas with arena-relevant marketing capabilities, European Journal of Marketing.

49. Hofstetter, Reto, Emanuel de Bellis, Leif Brandes, Melanie Clegg, Cait Lamberton, David Reibstein, Felicia Rohlfsen, Bernd Schmitt, and John Z. Zhang. 2022. Crypto-marketing: how non-fungible tokens (NFTs) challenge traditional marketing, Marketing Letters.

50. Chen, Yuxin, Oded Koenigsberg, and Z. John Zhang. 2022. Rejoinder on “Erratum on the Pay-as-You-Wish Model by Chen et al. (2017)”, Marketing Science.

51. Liu, Zhenqi, Pinar Yildirim, and Z. John Zhang. 2022. A theory of maximalist luxury, Journal of Economics and Management Strategy.

52. Zhang, Z. John. 2023. Cryptopricing: Whence comes the value for cryptocurrencies and NFTs?, International Journal of Research in Marketing.

53. Liu, Z. Jessie, Pinar Yildirim, and Z. John Zhang. 2024. Less is more: A theory of minimalist luxury, Journal of Economics and Management Strategy.

54. Liu, Yi, Pinar Yildirim, and Z. John Zhang. 2023. Consumer preferences and firm technology choice, International Journal of Research in Marketing.

More +