Associate Professor of Marketing
319 Alfred Lerner Hall
Newark, DE 19716
Michal Herzenstein studies consumer decision making and is especially interested in consumer financial decision making. She holds a BS in economics, statistics, and operations research and an MBA in marketing from Tel Aviv University, and a PhD in marketing from the University of Rochester. Before her PhD studies she worked as a consultant in a marketing consulting firm in Israel. Her papers were published at the Journal of Marketing Research, Journal of Consumer Psychology, and Organizational Behavior and Human Decision Processes, among others.
- Ph.D. - marketing, University of Rochester, 2006
- M.S. - applied economics, University of Rochester, 2004
- M.B.A. - marketing, Recanati Graduate Business School, Tel Aviv University, 1997
- B.A. - economics, statistics and operations research, Tel Aviv University, 1994
- Curriculum Vita
- Hoeffler, Steve and Michal Herzenstein (2012), “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.
- 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, 48 (special issue), S138-S149.
- 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.
Awards & Honors
- University of Delaware Excellence in Teaching Award, 2013
- Outstanding Research Award - Department of Business Administration, 2012
- Co-Chair of the second largest conference of the field, Society for Consumer Psychology, 2009
- International Research Award recipient, University of Delaware, 2011 ($10,000)
- General University Research (GUR) Grant recipient, University of Delaware, 2008 ($6,000)
- International Travel Award, University of Delaware, 2007 ($500), 2012 ($750)
- AMA-Sheth Doctoral Consortium Fellow, 2005
- Society for Marketing Advances Dissertation Competition finalist, 2004
- Doctoral fellowship in marketing, University of Rochester, 2001-2006