College of Business and Innovation

Xi (Alan) Zhang, Ph.D.

Xi (Alan) Zhang, Ph.D.

Assistant Professor
Department:
Marketing and International Business 
Office: Stranahan Hall - 3016
Telephone: (419) 530 - 5516
Email
 

Xi (Alan) Zhang is currently an Assistant Professor of Marketing, College of Business and Innovation, the University of Toledo (UT). He received his Ph.D. degree from J. Mack Robinson College of Business, Georgia State University. Before joining UT, he worked at the Center for Excellence in Brand and Customer Management where he helped Fortune 500 companies implement analytical approaches to analyze customer spending pattern, measure marketing’s influences on customer behavior, develop customer retention and win-back strategies, and predict customer lifetime values. 

His research centers on solving relevant marketing problems by using rigorous methodologies. His research has appeared in the Harvard Business Review, Journal of Marketing and the Journal of Marketing Research. He is the recipient of the 2016 Donald R. Lehmann Award for the best paper published in the Journal of Marketing/Journal of Marketing Research in a 2-year period. His paper (2015) published in Journal of Marketing was named one of the three finalists for the MSI/H. Paul Root Award contributing to the best practice of marketing. He received the 2016 Best Research Paper Award from the University of Toledo. He won the Best Paper Award in the Digital Marketing Track of the 2015 Summer AMA Marketing Educators’ Conference. He is also the recipient of the 2015 GTA Teaching Excellence Award in recognition of his outstanding teaching performance by Georgia State University. His dissertation titled “Managing a Profitable Interactive Email Marketing Program: Modeling and Analysis” won the Shankar –Spiegel Best Dissertation Proposal Award in 2013. He currently services as a reviewer for the Journal of Marketing, Journal of Academy of Marketing Science, European Journal of Marketing, etc.

Journal Publications

Xi (Alan) Zhang, V Kumar, and Koray Cosguner, “Dynamically Managing a Profitable Email Marketing Program,” Journal of Marketing Research, forthcoming.

V. Kumar, Yashoda Bhagwat, and Xi (Alan) Zhang (2016) “Winning Back Lost Customers,” Harvard Business Review, March, pp. 22-23.

V. Kumar, Yashoda Bhagwat, and Xi (Alan) Zhang (2015) “Regaining “Lost” Customers: The Predictive Power of First-Lifetime Behavior, the Reason for Defection, and the Nature of the Win-Back Offer.” Journal of Marketing: July 2015, Vol. 79, No. 4, pp. 34-55.

V. Kumar, Xi (Alan) Zhang, and Anita Luo (2014) “Modeling Customer Opt-In and Opt-Out in a Permission-Based Marketing Context.” Journal of Marketing Research: August 2014, Vol. 51, No. 4, pp. 403-419.

Conference Proceedings

Xi (Alan) Zhang, Euisung Jung, and Phuoc Pham, “Mining an Online Review Data using Sentiment Analysis and Natural Language Processing Method,” 2016 Direct/Interactive Marketing Research Submit Proceedings, Los Angeles, CA, October 2016.

Xi (Alan) Zhang, and Yingge Qu (2015), “Modeling Interdependent TV Subscription Behavior to Movie and Sports Channels,” Direct/Interactive Marketing Research Submit 2015 Proceedings, Boston, MA, October 2015.

Xi (Alan) Zhang, V. Kumar, and Koray Cosguner (2015), “Dynamically Managing a Profitable Email Marketing Program,” 2015 AMA Summer Marketing Educators' Conference Proceedings, Chicago, IL, August 2015.

V. Kumar, Yashoda Bhagwat, and Xi (Alan) Zhang (2012), “Defection Detection: How Understanding Why Customers Left Can Win Them Back,” 41st EMAC Conference Proceedings: Marketing to Citizens-Going Beyond Customers and Consumers, Lisbon, Portugal, May 2012.

“Temporal Clustering of Customer Relationship Stages Using Unsupervised Learning,” NYU 2015 Conference on Digital Big Data, Smart Life, Mobile Marketing Analytics, New York, October 2015.

“Modeling Interdependent TV Subscription Behavior to Movie and Sports Channels,” 2015 Direct/Interactive Marketing Research Submit, Boston, October 2015.

“Dynamically Managing a Profitable Email Marketing Program,” 2015 Summer Marketing Educators’ Conference, Chicago, August 2015.

Marketing Edge Professor’s Institute, Southern Methodist University, Dallas, TX, January 2015.

“Modeling Customer Opt-In and Opt-Out in a Permission-Based Marketing Context,” INFORMS Marketing Science Conference, Emory University, GA, June 2014.

“Modeling a Profitable Permission-Based Email Marketing Program,” AMA Winter Educators’ Conference, Orlando, FL, February 2014.

“The Power of Second Lifetime Value,” INFORMS Marketing Science Conference, Boston University, Boston, MA, June 2012.

“Improving the Profitability of Direct Marketing: A Quantile Regression Approach,” INFORMS Marketing Science Conference, University of Michigan, Ann Arbor, MI, June 2009.

Winner, the 2016 Donald R. Lehmann Award for the Best Paper published in the Journal of Marketing/Journal of Marketing Research in a 2-year period (2014 - 2015).

Finalist, MSI/ H. Paul Root Award for the paper published in Journal of Marketing in 2016 that best contributes to the practice of Marketing

Winner, Research Paper Award, 2016 Spring, University of Toledo

Winner, Best Paper Award, Digital Marketing Track, 2015 Summer Marketing Educators’ Conference

GTA Teaching Excellence Award, Georgia State University, 2015

Shankar—Spiegel Best Dissertation Proposal Award, Marketing Edge, 2013

What You Need to Know About Customer Win-Back
Aug 11, 2015
CustomerThink
http://customerthink.com/what-you-need-to-know-about-customer-win-back/%20

Influencing Customer Opt-In and Opt-Out
Apr 07, 2015
Journal Selections from MSI
http://www.msi.org/articles/influencing-customer-opt-in-and-opt-out/

Georgia State and USC Share First Place in Marketing EDGE'S 2013 Shankar-Spiegel Dissertation Proposal Award
October 14, 2013
The DMA
http://thedma.org/news/georgia-state-and-usc-share-first-place-in-marketing-edges-2013-shankar-spiegel-dissertation-proposal-award%E2%80%8F/

Last Updated: 1/18/17