Zhang Z. John

Z. John Zhang

Information about the author Z. John Zhang will soon be added to the site.
Found 15 papers in total
Should price increases be targeted? – Pricing power and selective vs. across-the-board price increases
Should price increases be targeted? – Pricing power and selective vs. across-the-board price increases
2007
Firms in many industries experience protracted periods of pricing power, the ability...
From story line to box office: a new approach for green-lighting movie scripts
From story line to box office: a new approach for green-lighting movie scripts
2007
Movie studios often have to choose among thousands of scripts to decide which ones to...
Fairness and channel coordination
Fairness and channel coordination
2007
We incorporate the concept of fairness in a conventional dyadic channel to investigate...
Note on self-restraint as an online entry-deterrence strategy
Note on self-restraint as an online entry-deterrence strategy
2006
We develop a game-theoretical model to show that in the markets where price...
Price discrimination after the purchase: rebates as state-dependent discounts
Price discrimination after the purchase: rebates as state-dependent discounts
2005
Promotional tools such as rebates and coupons are usually seen as different ways of...
Market entry strategy under firm heterogeneity and asymmetric payoffs
Market entry strategy under firm heterogeneity and asymmetric payoffs
2000
How should a firm decide whether or not to enter an untested market when a competing...
Individual marketing with imperfect targetability
Individual marketing with imperfect targetability
2001
Our research investigates the competitive ramifications of individual marketing and...
Consumer heterogeneity and competitive price-matching guarantees
Consumer heterogeneity and competitive price-matching guarantees
2001
Price-matching guarantees are widely used in consumer and industrial markets. Previous...
Pricing access services
Pricing access services
2002
Many established industries, such as the online service industry, the...
The benefits of personalized pricing in a channel
The benefits of personalized pricing in a channel
2006
In this note, we explore channel interactions in an information-intensive environment...
Channel coordination in the presence of a dominant retailer
Channel coordination in the presence of a dominant retailer
2005
The retail trade today is increasingly dominated by large, centrally managed...
Competitive one-to-one promotions
Competitive one-to-one promotions
2002
One-to-one promotions are possible when consumers are individually addressable and...
Augmenting conjoint analysis to estimate consumer reservation price
Augmenting conjoint analysis to estimate consumer reservation price
2002
Consumer reservation price is a key concept in marketing and economics. Theoretically,...
The optimal choice of promotional vehicles: Front-loaded or rear-loaded incentives?
The optimal choice of promotional vehicles: Front-loaded or rear-loaded incentives?
2000
We examine the key factors that influence a firm's decision whether to use...
Short- or long-duration coupons: The effect of the expiration date on the profitability of coupon promotions
Short- or long-duration coupons: The effect of the expiration date on the profitability of coupon promotions
1999
United States firms collectively spend over $6.5 billion annually on coupon...
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