Michal Herzenstein

Assistant Professor Department of Business Administration Website E-mail: michalhudel [dot] edu Office Phone: 302-831-1775

Education:

• Ph.D. in marketing, Simon Graduate School of Business, University of Rochester, 2006
• MS in applied economics, Simon Graduate School of Business, University of Rochester, 2004
• MBA in marketing, Recanati Graduate Business School, Tel Aviv University, 1997
• BA in economics, statistics and operations research, Tel Aviv University, 1994

Recent Publications:

• Herzenstein, Michal, Scott Sonenshein, and Utpal M. Dholakia (2011) “Tell me a good story and I may lend you my money: The role of narratives in peer-to-peer lending decisions” Journal of Marketing Research special issue on consumer financial decision making, forthcoming.
• Sonenshein Scott, Michal Herzenstein, and Utpal M. Dholakia (2011), “How accounts shape lending decisions through fostering trustworthiness,” Organizational Behavior and Human Decision Processes, 115, 69-84.
• Herzenstein, Michal, Utpal M. Dholakia, and Rick L. Andrews (2011), “Strategic Bidding Behavior in Peer-to-Peer Loan Auctions,” Journal of Interactive Marketing, 25, 27-36.
• Posavac, Steven S., Michal Herzenstein, Frank R. Kardes, and Suresh Sundaram (2010), “Profits and Halos: The Role of Firm Profitability Information in Consumer Inference,” Journal of Consumer Psychology, 20 (July), 327-337
• Herzenstein, Michal, Steven S. Posavac, and J. Joško Brakus (2007), “Adoption of New and Really New Products: The Effects of Self-Regulation Systems and Risk Salience,” Journal of Marketing Research, 44(2), 251-260.
• Herzenstein, Michal, Sanjog Misra, and Steven S. Posavac (2004), “How Consumers’ Attitudes toward Direct-to-Consumer Advertising of Prescription Drugs Influence Ad Effectiveness, and Consumer and Physician Behavior.” Marketing Letters, 15 (4), 201-212.
• Posavac, Steven S., Michal Herzenstein, and David M. Sanbonmatsu (2003), “The Role of Decision Importance and the Salience of Alternatives in Determining the Consistency between Consumers’ Attitudes and Decisions.” Marketing Letters, 14 (1), 47-57.

Book Chapters

• Hoeffler, Steve and Michal Herzenstein (2011), “Optimal Marketing for Really New Products: Using a Consumer Perspective to Improve Communications,” in Steven S. Posavac (Ed.), Cracking the Code: Leveraging Consumer Psychology to Drive Profitability, Armonk, NY: M. E. Sharpe, forthcoming.
• Herzenstein, Michal (2010), “Persuasion,” in Richard P. Bagozzi and Ayalla Ruvio (Eds.), Consumer Behavior–Wiley International Encyclopedia of Marketing, New York: John Wiley.