Michal Herzenstein

Title Associate Professor of Marketing
Email michalh@nospam65d7657b07ae7.udel.edu
Office 113 Alfred Lerner Hall


Michal Herzenstein studies consumer decision making and is especially interested in consumer financial decision making. She holds a B.S. in economics, statistics and operations research and an MBA in marketing from Tel Aviv University, and a Ph.D. in marketing from the University of Rochester. Before her doctoral studies she worked as a consultant in a marketing consulting firm in Israel. Her papers were published in the Journal of Marketing Research, Journal of Consumer Psychology, and Organizational Behavior and Human Decision Processes, among others.


  • Ph.D. in marketing, University of Rochester, 2006
  • M.S. in applied economics, University of Rochester, 2004
  • MBA in marketing, Recanati Graduate Business School, Tel Aviv University, 1997
  • B.A. in economics, statistics and operations research, Tel Aviv University, 1994

Select Publications

  • Netzer, Oded, Alain Lemaire, and Michal Herzenstein (2019), “When Words Sweat: Identifying Signals for Loan Default in the Text of Loan Applications,” Journal of Marketing Research, 56(6), 960-980.
  • Herzenstein, Michal, Utpal M. Dholakia, and Scott Sonenshein (2019) “How the Number of Options Affects Prosocial Choice,” International Journal of Research in Marketing, Forthcoming.
  • Herzenstein, Michal, and Steven S. Posavac (2019), “When Charity Begins at Home: How Personal Financial Scarcity Drives Preference for Donating Locally at the Expense of Global Concerns,” Journal of Economic Psychology, 73, 123-135.
  • Herzenstein, Michal, and Steve Hoeffler (2016), “Of Clouds and Zombies: How and When Analogical Learning Improves Evaluations of Really New Products,” Journal of Consumer Psychology 26 (4), 550-557.
  • Herzenstein, Michal, Sharon Horsky, and Steven S. Posavac (2015), “Living with Terrorism or Withdrawing in Terror: Perceived Control and Consumer Avoidance,” Journal of Consumer Behaviour, 14 (4), 228-236.
  • 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

  • Outstanding faculty Award – Department of Business Administration, 2014
  • University of Delaware Excellence in Teaching Award, 2013
  • Outstanding Research Award – Department of Business Administration, 2012
  • International Research Award recipient, University of Delaware, 2011
  • Co-Chair of the second largest conference in the field, Society for Consumer Psychology, 2009
  • General University Research (GUR) Grant recipient, University of Delaware, 2008
  • International Travel Award, University of Delaware, 2007, 2012
  • AMA-Sheth Doctoral Consortium Fellow, 2005
  • Society for Marketing Advances Dissertation Competition finalist, 2004
  • Doctoral fellowship in marketing, University of Rochester, 2001-2006

Curriculum Vitae

Download Michal Herzenstein CV (PDF)