Z. John Zhang
754 Jon M. Huntsman Hall
3730 Walnut Street
University of Pennsylvania
Philadelphia, PA19104
Phone: (215) 898-1989
Fax: (215) 898-2534
zjzhang@wharton.upenn.edu
Personal Website
754 Jon M. Huntsman Hall
3730 Walnut Street
University of Pennsylvania
Philadelphia, PA19104
Phone: (215) 898-1989
Fax: (215) 898-2534
zjzhang@wharton.upenn.edu
Personal Website
Research Interests:
Targeted pricing and other pricing strategies; competitive strategies; market entry; channel and retail management.
Current Projects:
Targeting and channel strategies; behavior-based targeted pricing; demand collection systems.
Targeting and channel strategies; behavior-based targeted pricing; demand collection systems.
Z. John Zhang Professor Z. John Zhang's research focuses on targeted pricing and other pricing strategies, competitive strategies, market entry and channel and retail management. Recent work probed the complex, unintended pitfalls of targeted pricing - the process of targeting a competitor's customers with lower prices - in the fast-moving Internet age. Zhang's research suggested that while this approach isn't for every business, it can be an effective tool under the right circumstances. Zhang also provided guidelines to help companies understand when targeted pricing might play an effective role in their marketing strategy. Professor Zhang's research has been published in top-tier academic journals including Marketing Science, Management Science and the Journal of Marketing Research. He also serves as Area Editor for Marketing Science, Management Scienceand Quantitative Marketing and Economics, and has won numerous academic and teaching awards. Professor Zhang currently teaches Marketing Management to EMTM students, and Pricing Strategies to undergraduate and MBA. He also teaches pricing strategies to executives in China in Chinese. Professor Zhang received a PhD and MA in economics from the University of Michigan , a PhD and MA in History and Sociology of Science and Technology from the University of Pennsylvania , and a BA in Engineering Automation from Huazhong University of Science and Technology in Hubei, China.
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| Current Research Papers | ||
| Yuxin Chen, Sridhar Moorthy, Z. John Zhang, A Non-Price-Discrimination Theory of Rebates | ||
| Yuxin Chen, Z. John Zhang, Price-for-Information Effect and Benefit of Behavior-Based Targeted Pricing | ||
| Yunchuan Liu, Z. John Zhang, Pricing Implications of 'Click-and-Mortar' Combo | ||
| Yuxin Chen, Z. John Zhang, Targeted Pricing and Channel Management | ||
| Yunchuan Liu, Z. John Zhang, The Benefit of Targeted Pricing in a Channel | ||
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| Publications | ||
| Kamel Jedidi, Z. John Zhang (2002), Augmenting Conjoint Analysis to Estimate Consumer Reservation Price, Management Science, 48 (10), 1350-1368 | ||
| Fred Feinberg, Aradhna krishna, Z. John Zhang (2002), Do We Care What Others Get? A Behaviorist Approach to Targeted Promotions, Journal of Marketing Research, 39, 277-291 | ||
| Skander Essegaier, Z. John Zhang (2002), Pricing Access Services, Marketing Science, 21 (2), 160-177 | ||
| Greg Shaffer, Z. John Zhang (2002), Competitive One-to-One Promotions, Management Science, 48 (9), 1143-1160. | ||
| Yuxin Chen, Chakravarthi Narasimhan, Z. John Zhang (2001), Individual Marketing with Imperfect Targetability, Marketing Science, 20 (1), 23-41. | ||
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| In The News | ||
| How Lenovo Is Leveraging the Brand from East to West, Knowledge@Wharton, 09/21/2005 | ||
| What Consumers - and Retailers - Should Know about Dynamic Pricing, Knowledge@Wharton, 07/27/2005 | ||
| Attention Shoppers: Great Deals in Retail Mergers, Knowledge@Wharton, 03/30/2005 | ||
| Choosing the Wrong Pricing Strategy Can Be a Costly Mistake, Knowledge@Wharton, 06/04/2003 | ||
| The Hidden Dangers - and Payoffs - of “Targeted Pricing”, Knowledge@Wharton, 03/26/2003 | ||
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| Awards | ||
| Finalist for the O’Dell Award for the Most Impactful JMR Paper Five Years Later, 2007 | ||
| Wharton EMBA Electives Teaching Award., 2003 | ||
| Frank Bass Award for the Best Dissertation Paper, 2001 | ||
| John Little Award for the Best Paper in Marketing Science, 2001 | ||
| Eugene Lang Research Fellowship, Columbia University, 2000 | ||
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| Current Projects Targeting and channel strategies; behavior-based targeted pricing; demand collection systems. | ||
| Research Interests Targeted pricing and other pricing strategies; competitive strategies; market entry; channel and retail management. | ||
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| Executive Education | ||
| Program Faculty, Essentials of Marketing, Philadelphia | ||
| Co-Academic Director, Pricing Strategies: Measuring, Capturing and Retaining Value, Philadelphia | ||
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Knowledge@Wharton  |
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| Back to the Future: Will Rising Commodities Prices Create a New 'Inflation Generation'? (04/13/2011) | ||
| The Hu-Obama Summit: Big on Symbolism, Less So on Substance (02/02/2011) | ||
| Computer Compatriots: Taiwan and China Draw Economically Closer (09/01/2010) | ||
| Betting on Future Movie Receipts: Beware the Hollywood Lemons (04/28/2010) | ||
| How Much Should You Charge? Why 'Smart Pricing' Pays Off (04/14/2010) | ||
| Google's Next Search: A New China Strategy? (03/31/2010) | ||
| China's Rebalancing Act: How Much Do Consumers Stand to Gain? (01/06/2010) | ||
| The iPhone in China: Will Apple Connect with the World's Biggest Mobile Market? (09/16/2009) | ||
| The Economic Incentives of the 'Store-within-a-Store' Retail Model (09/02/2009) | ||
| How Hyundai Sells More When Everyone Else Is Selling Less (06/10/2009) |
