Jonah A. Berger

University of Pennsylvania - Marketing Department

Assistant Professor

700 Jon M. Huntsman Hall

3730 Walnut Street

Philadelphia, PA 19104-6340

United States

  • University of Pennsylvania - Marketing Department

SCHOLARLY PAPERS

30

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CITATIONS
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96

Scholarly Papers (30)

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1.

What Makes Online Content Viral?

Number of pages: 17 Posted: 27 Dec 2009 Last Revised: 30 Aug 2012
Jonah A. Berger and Katherine L. Milkman
University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School
Downloads 10,607 (376)
Citation 13

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Social Transmission, Word-of-Mouth, Social Epidemics

2.

Facebook Therapy? Why Do People Share Self-Relevant Content Online?

Number of pages: 10 Posted: 01 Mar 2012
Jonah A. Berger and Eva Buechel
University of Pennsylvania - Marketing Department and University of Miami - Department of Marketing
Downloads 2,383 (5,182)

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Facebook, wellbeing, emotion

3.

Variety, Vice, and Virtue: How Assortment Size Influences Option Choice

Journal of Consumer Research, Vol. 35, No. 6, pp. 941-951, April 2009
Number of pages: 11 Posted: 25 Jun 2008 Last Revised: 13 Mar 2013
Aner Sela, Jonah A. Berger and Wendy Liu
University of Florida - Marketing Department, University of Pennsylvania - Marketing Department and University of California, San Diego (UCSD) - Rady School of Management
Downloads 1,306 (14,026)
Citation 4

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4.

The Influence of Product Variety on Brand Perception and Choice

Stanford University Graduate School of Business Research Paper No. 1938
Number of pages: 41 Posted: 14 Jun 2006
Jonah A. Berger, Michaela Draganska and Itamar Simonson
University of Pennsylvania - Marketing Department, Drexel University and Stanford Graduate School of Business
Downloads 1,144 (17,189)
Citation 10

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variety, quality perceptions, market strategy, consumer choice, quality cues, sensory experience

5.

What Do People Talk About? Drivers of Immediate and Ongoing Word-of-Mouth

Journal of Marketing Research, Forthcoming
Number of pages: 48 Posted: 25 Apr 2011 Last Revised: 04 Jan 2012
Jonah A. Berger and Eric M. Schwartz
University of Pennsylvania - Marketing Department and University of Michigan, Stephen M. Ross School of Business
Downloads 906 (24,318)
Citation 1

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Word-of-Mouth, Buzz Marketing, Diffusion, Product Characteristics, Social Contagion, Field Experiment

6.

When, Why, and How Controversy Causes Conversation

The Wharton School Research Paper No. 4
Number of pages: 43 Posted: 03 May 2012 Last Revised: 04 Aug 2012
Zoey Chen and Jonah A. Berger
University of Miami and University of Pennsylvania - Marketing Department
Downloads 871 (25,776)

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Word of mouth, controversy, conversation, reviews

7.

Identity Signaling with Social Capital: A Model of Symbolic Consumption

Downloads 668 ( 37,090)

Identity Signaling with Social Capital: A Model of Symbolic Consumption

Johnson School Research Paper Series No. 27-2011
Number of pages: 43 Posted: 10 May 2011
Jonah A. Berger, Benjamin Ho and Yogesh V. Joshi
University of Pennsylvania - Marketing Department, Vassar College and University of Maryland - Department of Marketing
Downloads 362 (79,148)

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Social identity, social influence, contagion, conspicuous consumption, fads, fashion, economic models, signaling models, game theory

Identity Signaling with Social Capital: A Model of Symbolic Consumption

Number of pages: 42 Posted: 04 May 2011
Jonah A. Berger, Benjamin Ho and Yogesh V. Joshi
University of Pennsylvania - Marketing Department, Vassar College and University of Maryland - Department of Marketing
Downloads 306 (95,858)

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social identity, social influence, contagion, conspicuous consumption, fads, fashion, economic models, signaling models, game theory

8.

Where Consumers Diverge from Others: Identity Signaling and Product Domains

Journal of Consumer Research, Vol. 34, August 2007
Number of pages: 14 Posted: 27 Sep 2007
Jonah A. Berger and Chip Heath
University of Pennsylvania - Marketing Department and Stanford Graduate School of Business
Downloads 551 (47,759)
Citation 19

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Social Influence, Social Contagion, Identity, Reference Groups

9.

How Interest Shapes Word-of-Mouth Over Different Channels

Number of pages: 40 Posted: 01 Mar 2012
Jonah A. Berger and Raghuram Iyengar
University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 536 (49,416)

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word of mouth, online, offline

10.

Can Losing Leads to Winning?

Number of pages: 26 Posted: 24 Nov 2008 Last Revised: 04 Jan 2012
Jonah A. Berger and Devin G. Pope
University of Pennsylvania - Marketing Department and University of Chicago - Booth School of Business
Downloads 433 (64,523)
Citation 1

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Competition, Motivation, Performance

11.

Everywhere and at All Times: Mobility, Consumer Decision Making, and Choice

Number of pages: 27 Posted: 27 Sep 2016 Last Revised: 29 Sep 2016
Nicholas H. Lurie, Jonah A. Berger, Zoey Chen, Beibei Li, Hongju Liu, Charlotte Mason, David M. Muir, Grant M. Packard, Joseph Pancras, Ann Schlosser, Baohong Sun and Rajkumar Venkatesan
University of Connecticut School of Business, University of Pennsylvania - Marketing Department, University of Miami, Carnegie Mellon University - H. John Heinz III School of Public Policy and Management, University of Connecticut, University of Georgia, University of Delaware - Department of Business Administration, Wilfrid Laurier University - Lazaridis School of Business & Economics, University of Connecticut - Department of Marketing, University of Washington - Department of Marketing and International Business, Independent and University of Virginia - Darden School of Business
Downloads 334 (87,480)

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Decision Making, Choice Behavior, Digital Marketing, Mobile Marketing, Electronic Commerce

12.

Subtle Signals of Inconspicuous Consumption

Number of pages: 46 Posted: 23 Aug 2008 Last Revised: 04 Jan 2012
Jonah A. Berger and Morgan K. Ward
University of Pennsylvania - Marketing Department and Southern Methodist University (SMU)
Downloads 312 (94,405)
Citation 1

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Conspicuous Consumption, Identity-Signaling, Social Influence, Conformity, Branding

13.

How Environmental Cues Influence Product Evaluation and Choice

Number of pages: 51 Posted: 30 Mar 2007
Jonah A. Berger and Grainne Fitzsimons
University of Pennsylvania - Marketing Department and University of Waterloo
Downloads 296 (99,837)
Citation 1

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Environmental Cues, Consumer Choice, Evaluation, Fluency

14.

Can Where People Vote Influence How They Vote? The Influence of Polling Location Type on Voting Behavior

Stanford GSB Research Paper No. 1926
Number of pages: 40 Posted: 29 Mar 2006
Jonah A. Berger, Marc N. Meredith and S. Christian Wheeler
University of Pennsylvania - Marketing Department, Independent and Stanford Graduate School of Business
Downloads 278 (106,815)
Citation 3

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Decision Making, Voting, Environmental Cues, Political Economy

15.

Positive Effects of Negative Publicity: When Negative Reviews Increase Sales

Marketing Science, Forthcoming
Number of pages: 39 Posted: 19 Feb 2009 Last Revised: 15 Apr 2015
Jonah A. Berger, Alan T. Sorensen and Scott Rasmussen
University of Pennsylvania - Marketing Department, National Bureau of Economic Research (NBER) and Stanford University
Downloads 222 (134,409)
Citation 9

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Negative Publicity, Awareness, Word-Of-Mouth, Product Success

16.

Arousal Increases Social Transmission of Information

Psychological Science, Vol. 22, No. 7, 2011
Number of pages: 4 Posted: 01 Mar 2012
Jonah A. Berger
University of Pennsylvania - Marketing Department
Downloads 200 (148,327)
Citation 2

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social transmission, word of mouth, viral, emotion

17.

Alone in a Crowd of Sheep: Asymmetric Perceptions of Conformity and Their Roots in an Introspection Illusion

Number of pages: 25 Posted: 30 Mar 2007
Emily Pronin, Jonah A. Berger and Sarah Molouki
Princeton University, University of Pennsylvania - Marketing Department and University of California, Los Angeles (UCLA)
Downloads 200 (148,327)
Citation 4

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Conformity, Perecption, Self-Other Knowledge, Nonconscious Processes

18.

Who Drives Divergence? Identity-Signaling, Outgroup Dissimilarity, and the Abandonment of Cultural Tastes

Journals of Personality and Social Psychology, Forthcoming
Number of pages: 56 Posted: 12 May 2008
Jonah A. Berger and Chip Heath
University of Pennsylvania - Marketing Department and Stanford Graduate School of Business
Downloads 195 (151,894)
Citation 9

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Culture, Diffusion, Identity, Social Influence, and Intergroup Processes

19.

Shifting Signals to Help Health: Using Identity-Signaling to Reduce Risky Health Behaviors

Journal of Consumer Research, Vol. 35, 2008
Number of pages: 38 Posted: 12 May 2008
Jonah A. Berger and Lindsay Rand
University of Pennsylvania - Marketing Department and Stanford University
Downloads 193 (153,389)
Citation 3

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Identity, Health, Social Influence, Alcohol Consumption, Junk Food

20.

When the Same Prime Leads to Different Effects

Journal of Consumer Research, Vol. 34, 2007
Number of pages: 12 Posted: 27 Sep 2007
S. Christian Wheeler and Jonah A. Berger
Stanford Graduate School of Business and University of Pennsylvania - Marketing Department
Downloads 183 (160,914)
Citation 1

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Priming, Associations, Product Choice, Environmental Cues

21.

Idea Habitats: How the Prevalence of Environmental Cues Influences the Success of Ideas

Cognitive Science, Vol. 29, No. 2, pp. 195-221, 2005
Number of pages: 27 Posted: 09 Aug 2005
Jonah A. Berger and Chip Heath
University of Pennsylvania - Marketing Department and Stanford Graduate School of Business
Downloads 183 (160,914)
Citation 9

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Culture, memory, retrieval, social representations

22.

Identifiable but Not Identical: Combining Social Identity and Uniqueness Motives in Choice

Journal of Consumer Research, Vol. 39, October 2012
Number of pages: 14 Posted: 09 Dec 2012
Cindy Chan, Jonah A. Berger and Leaf Van Boven
University of Toronto - Marketing, University of Pennsylvania - Marketing Department and University of Colorado Boulder
Downloads 178 (164,939)
Citation 2

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23.

Following the Blind: How Expertise and Endorsement Style Impact Word of Mouth Persuasion

Number of pages: 61 Posted: 06 Jun 2015 Last Revised: 07 Jul 2015
Grant M. Packard and Jonah A. Berger
Wilfrid Laurier University - Lazaridis School of Business & Economics and University of Pennsylvania - Marketing Department
Downloads 166 (175,482)

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word of mouth, word of mouth content, consumer knowledge, language, social perception, persuasion, marketing, consumer behavior

24.

How Attribute Quantity Influences Option Choice

Journal of Marketing Research, 49 (December)
Number of pages: 12 Posted: 27 Mar 2011 Last Revised: 20 Dec 2012
Aner Sela and Jonah A. Berger
University of Florida - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 153 (187,967)
Citation 1

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Attributes, Numerosity, Hedonic and Utilitarian Choice, Attitudes, Conjoint Analysis, Justification, Persuasion

25.

Decision Quicksand: How Trivial Choices Suck Us in

Sela, Aner and Jonah Berger (2012), "Decision Quicksand: How Trivial Choices Suck Us In," Journal of Consumer Research, 39 (August), 360-370.
Number of pages: 12 Posted: 19 Apr 2011 Last Revised: 13 Mar 2013
Aner Sela and Jonah A. Berger
University of Florida - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 133 (210,559)
Citation 3

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Metacognition, consumer decision making

26.

How Self-Control Shapes the Meaning of Choice

Journal of Consumer Research, Vol. 44, 2017
Number of pages: 14 Posted: 03 May 2017 Last Revised: 28 May 2017
Aner Sela, Jonah A. Berger and Joshua Kim
University of Florida - Marketing Department, University of Pennsylvania - Marketing Department and University of Florida, Warrington College of Business Administration, Students
Downloads 120 (227,848)

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Self-control, Inferences, Choice, Preference, Self-perception

27.

Does Article Order Influence Impact?

Number of pages: 23 Posted: 23 Aug 2008 Last Revised: 04 Jan 2012
Jonah A. Berger
University of Pennsylvania - Marketing Department
Downloads 106 (249,143)

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Scientometrics, Citations, Order Effects, Marketing of Science

28.

How Tradeoffs Shrink Attribute Hierarchy

Number of pages: 44 Posted: 14 Mar 2013 Last Revised: 24 Jun 2013
Aner Sela, Jonah A. Berger and Gia Nardini
University of Florida - Marketing Department, University of Pennsylvania - Marketing Department and University of Denver
Downloads 88 (281,475)

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Attributes, Decision Difficulty, Choice, Decision Making, Decision Quicksand, Conjoint Analysis

29.

Multivariate Visual Diffusion for Social Groups

Number of pages: 70 Posted: 01 Jun 2011
Eric Bradlow, Jonah A. Berger and Blakeley B. McShane
University of Pennsylvania - Marketing Department, University of Pennsylvania - Marketing Department and Northwestern University - Kellogg School of Management
Downloads 59 (351,548)

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diffusion, social identity, social influence, probability models

30.

Does Time of Day Affect Variety-Seeking?

Posted: 17 Oct 2018
Kelly Gullo, Jonah A. Berger, Jordan Etkin and Bryan Bollinger
Duke University, Fuqua School of Business, Students, University of Pennsylvania - Marketing Department, Duke University - Fuqua School of Business and Duke University - Fuqua School of Business

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variety, decision-making, choice, circadian rhythms, arousal