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Referral Contagion: Downstream Benefits of Customer Referrals
Word-of-mouth (WOM) has proven a valuable marketing tool for acquiring new customers and companies frequently invest in referral reward …
Rachel Gershon, Zhenling Jiang
DOI Abstract Harvard Business Review
Estimating Parameters of Structural Models Using Neural Networks
Machine learning tools such as neural networks are increasingly applied in marketing and economics to learn complex relations in data. …
Yanhao Wei, Zhenling Jiang
Code DOI
Designing Dealer Compensation in the Auto Loan Market: Implications from a Policy Experiment
We study the design of dealer compensation policy in the indirect auto lending market, where most lenders give dealers the discretion …
Zhenling Jiang, Yanhao 'Max' Wei, Tat Chan, Naser Hamdi
DOI Abstract
The Value of Verified Employment Data for Consumer Lending: Evidence from Equifax
What is the value of verified employment data in consumer lending? We study this question using a data set covering all employment …
Tat Chan, Naser Hamdi, Xiang Hui, Zhenling Jiang
DOI Abstract
An Empirical Bargaining Model with Left-digit Bias: A Study on Auto Loan Monthly Payments
This paper studies price bargaining when both parties have left-digit bias when processing numbers. The empirical analysis focuses on …
Zhenling Jiang
DOI Abstract Finalist - Frank M. Bass Dissertation Paper Award
How Does Bonus Payment Affect Auto Loan Demand and Delinquency?
This article studies how receiving a bonus changes consumers’ demand for auto loans and their risk of future delinquency. Unlike …
Zhenling Jiang, Dennis J. Zhang, Tat Chan
DOI Abstract The New York Times
Can Non-tiered Customer Loyalty Programs Be Profitable?
We study the impact of launching a non-tiered customer loyalty program on consumers’ spending per visit, frequency of visits and …
Arun Gopalakrishnan, Zhenling Jiang, Yulia Nevskaya, Raphael Thomadsen
DOI Abstract
Consumer Search and Purchase: An Empirical Investigation of Retargeting Based on Consumer Online Behaviors
This paper empirically investigates how marketers can retarget consumers who have searched online but did not purchase, based on their …
Zhenling Jiang, Tat Chan, Hai Che, Youwei Wang
DOI Abstract