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Paul D Berger

Professor, Marketing
Visiting Scholar and Professor of Marketing
Academic Director of Master of Science in Marketing Analytics program, Bentley University
Ph.D., Sloan School, Massachusetts Inst-Technology, 1969
Office: Morison Hall 351 | 781.891._2746 | pberger@bentley.edu
                       


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Bio

S.B., S.M., and PhD from Sloan School of Management, MIT

Teaching Interests

Core Statistics; Marketing Research; Research Methodology; Experimental Design; Data Analysis

Research Interests

Database Marketing; Customer Lifetime Value/ Customer Equity; Data Management/Data Design; Statistical/Data Analysis of Marketing/ Management issues; Optimization Problems of almost any type

Consulting/Practice Interests

Marketing Research; Experimental Design; Customer Lifetime Value/Customer Equity; Database Marketing; List Segmentation; Data Analysis in General

Professional Memberships


Awards and Honors

2011, Runner up - Best paper of the 2010/11 academc year , Journal of Interactive Marketing (JIM)
2010, Reviewer of the Year, Journal of Interactive Marketing
2007, Best Paper Award, 17th Annual Workship on Information Technologies and Systems
2005, John R. Russell Award for Executive Teaching Excellence
1975, Metcalf Award for (University wide) Teaching Excellence

Publications

Journal Articles
Berger, P. D., Weinberg, B. D. S-Shaped Sales-Response to Advertising: Does It Matter? Journal of Advertising Research (JAR). Forthcoming

Clancy, K. J., Berger, P. D., Krieg, P. (2013). Problems with Derived-Importance Measures in Brand Strategy and Customer-Satisfaction Studies. Indian Journal of Marketing, 43 (1), 5-13.

Levy, B., Berger, P. D. (2013). The Financial Advantage of Hosting the Olympics. International Journal of Humanities and Social Science, 3 (1), 11-20.

Moore, K. A., Berger, P. D., Weinberg, B. D. (2013). Issues for Exploration of Differing Values Among Sub-groups of Young Adult Consumers. International Journal of Business and Social Science, Vol. 4 (No. 5).

Muller, L., Berger, P. D. (2013). The Impact of a Country's Employment Protection Legislation on Its Prosperity. International Journal of Humanities and Social Science, 3 (12), 1-13.

Rahnamaee, A., Berger, P. D. (2013). Investigating Consumers' Online Purchasing Behavior: Single Brand E-retailers vs. Multi-Brand E-retailers . Journal of Marketing Analytics, 1 (3), 128-138.

Maret, A., Berger, P. D. (2013). Predicting Public Participation in the Arts and Its Marketing Implications. Global Advanced Research Journal of Arts and Humanities (GARJAH), 2 (3), 54-68.

Weinberg, B. D., Davis, L., Berger, P. D. (2013). Perspectives on Big Data. Journal of Marketing Analytics, 1 (4), 187-201.

Mathur, P., Black, J. E., Cao, J., Berger, P. D., Weinberg, B. D. (2012). The Impact of Social Media Usage on Consumer Buying Behavior. Advances In Management.

Moore, K. A., Weinberg, B. D., Berger, P. D. (2012). The Student-Loan Financial Crisis: A Case of Credit-Card Usage Among African-American College Students. International Journal of Humanities and Social Science.

Moore, K. A., Weinberg, B. D., Berger, P. D. (2012). The Student Loan Crisis: A Case of Credit-Card Usage Among African-American College Students. Internal Journal of Humanaities and Social Sciences, 2 (1), January 2012.

Moore, K. A., Weinberg, B. D., Berger, P. D. (2012). The Mitigating Effects of Acculturation on Consumer Behavior . International Journal of Business and Social Sciences, 3 (9), 14-22.

Berger, P. D., Gerstenfeld, A., Zeng, A. (2012). An Analysis of the Social Aspect of Airport Security. The International Journal of Business Disciplines, 23 (1), 28-39.

Fryc, L., Berger, P. D., Weinberg, B. D. (2012). An Analysis of College-Student Travel-Destinations and its Marketing Implications. International journal of Humanities and Social Science, 2 (11), 45-55.

Philip, B., Berger, P. D., Weinberg, B. D. (2012). Predicting Run Production and Run Prevention: The Impact of Sabermetrics. International Journal of Business, humanities and Technology, 2 (4), 67-75.

Sanky, M., Berger, P. D., Weinberg, B. D. (2012). A Segmentation Approach to Patient Health Intervention. Journal of Medical Marketing, 12 (4), 221-228.

Wei, S., Berger, P. D., Weinberg, B. D. (2011). On Quantifying the Returns for an MBA. Proficient: An International Journal of Management, 4 (August), 7-25.

Weinberg, B. D., Davis, L., Berger, P. D. (2011). Responding to the Sting of Negative Feedback in Online Auctions. Applied Economics Research Bulletin, 5 (Spring), 1-32.

Berger, P. D., Gerstenfeld, A., Zeng, A. (2011). How Many Suppliers Are Best? Decision Line, 42 (4), 12-13.

Weinberg, B. D., Berger, P. D. (2011). Connecting Customer Lifetime Value with Social Media. Social Media Marketing Magazine. (link)

Weinberg, B. D., Berger, P. D. (2011). Connected Customer Lifetime Value: The Impact of Social Media. Journal of Direct, Data and Digital Marketing Practice, 12 (4), 328-244.

Gerstenfeld, A., Berger, P. D. (2011). A Decision-Analysis Approach to Optimal Airport Screening. International Journal of Critical Infrastructure Protection, 4 (1), 1-32.

Scott, H., Berger, P. D., Weinberg, B. D. (2011). Determinants of the U.S. Divorce Rate: The Impact of Geography and Demography. International Journal of Humanities and Social Science.

Even, A., Shankaranarayanan, G., Berger, P. D. (2010). Managing the Quality of Marketing data: Cost/Benefit Tradeoffs and Optimal Configuration. Journal of Interactive Marketing, 24 (3), 209-221.

Moore, K., Weinberg, B. D., Berger, P. D. (2010). The Effect of Ethnicity and Acculturation on African-American Food Purchases. Journal of Innovative Marketing, 6 (4), 17-29.

Berger, P. D., Moynihan, K. (2010). On the Relationship between Movie-Genre Popularity and a Country's Economic Condition. Advances in Management, 3 (9), 37-46.

Even, A., Shankaranarayanan, G., Berger, P. D. (2010). Managing the Quality of Marketing Data: Cost/Benefit Tradeoffs and Optimal Configuration. Journal of Interactive Marketing, 24 (3), 209-221.

Even, A., Shankaranarayanan, G., Berger, P. D. (2010). Inequality in the Utility of Customer Data: Implications for Data Management and Usage. Journal of Database Marketing and Customer Strategy Management, 17 (1), 19-35.

Even, A., Shankaranarayanan, G., Berger, P. D. (2010). Evaluating a Model for Cost-Effective Data-Quality Management in a Real-World CRM Setting. Decision Support systems, 50, 152-163.

Alon, A., Berger, P. D., Weinberg, B. D. (2010). A Diffusion Model for Measuring Electronic Community Growth and Value. Journal of Targeting, Measurement, & Analysis for Marketing, 18, 33-47.

Zhang, M., Berger, P. D. (2009). The Influence of Technology Evolution on Technology Adoption: A Study of Digital Cameras. International Journal of Technology Intelligence and Planning, 5 (2), 258-267.

Kim, H., Berger, P. D. (2009). Kim, Hanjoon and P. D. Berger "The Management Characteristics of Korean Chaebols vs. non- Chaebols: Differences in Leverage and Its Ramifications: Myth or Reality? Advances in Management, 2 (11), 26-35.

Even, A., Shankararanaran, G., Berger, P. D. (2009). A Decision-Analysis Approach to Optimizing Design Alternatives for Information Systems. Advances in Management, 2 (10), 31-37.

Hanna, R. C., Collins, C. M., Berger, P. D., Weinberg, B. D. (2008). Optimal Quota/Bonus Plans, With Explicit Consideration of the Trade-off Between Salesperson Effort and Leisure Time. Advances in Management, 1 (1), 6-35.

Yan, M., Berger, P. D. (2008). Optimal Choice of Voluntary Disclosure Quality for the Case of Unfavorable Information. Advances in Management, 1 (5), 6-11.

Liu, L., Berger, P. D., Zeng, A. (2008). Applying the Analytic Hierarchy Process to the Offshore Outsourcing Location Decision. Supply Chain Management: International Journal, 13 (6), 435-449.

Kim, H., Berger, P. D. (2008). A Comparison of Capital Structure Determinants: The United States and The Republic of Korea. Multinational Business Review, 16 (1), 79-100.

Dong, W., Swain, S., Berger, P. D. (2007). The Role of Channel Quality in Optimal Allocation o Acquisition and Retention Spending. Journal of Business Research, 60, 1243-1252.

Berger, P. D., Hanna, R. C., Swain, S. D., Weinberg, B. D. (2007). The Great Potential Benefits of Vertical Cooperative Advertising. Advertising Express, The ICFAI University Press, 6 (2 - lead article), 7-11.

Roy, A., Berger, P. D. (2007). Leveraging Affiliations by Marketing To and Through Associations. Industrial Marketing Management, 36, 270-284.

Even, A., Shankaranarayanan, G., Berger, P. D. (2007). Economics-Driven Design for Data Management: An Application of Tabular Datasets. IEEE Transactions on Knowledge and Data Engineering, 19 (6), 818-831.

Tipps, S., Berger, P. D., Weinberg, B. D. (2006). The Effect of Media Involvement on Print Advertising Effectiveness. Journal of Promotional Management, 12 (2), 53-75.

Zeng, A., Berger, P. D. (2006). Single versus Multiple Sourcing in the Presence of Risks. Journal of Operational Research Society, 57 (August), 250-261.

Berger, P. D., Lee, J., Weinberg, B. D. (2006). Optimal Cooperative Advertising Integration Strategy for Companies Adding a Direct Online Channel. Journal of Operational Research Society, 57 (#1), 928-938.

Hanna, R. C., Berger, P. D., Abendroth, L. (2005). Optimizing Time Limits in Retail Promotions: An Email Application. Journal of Operational Research Society, 56 (January), 15-24.

Berger, P. D., Gerstenfeld, A., Zeng, A. (2005). The Optimal Use of Standby Suppliers: A Decision Analysis Approach. The International Journal of Logistics, 8 (#1), 67-80.

Hanna, R. C., Weinberg, B. D., Dant, R., Berger, P. D. (2005). Do Internet-based Surveys Increase Personal Self-Disclosure? The Journal of Database Marketing & Customer Strategy Management, 12 (4), 342-356.

Berger, P. D., Gerstenfeld, A., Zeng, A. (2004). How Many Suppliers Are Best? A Decision Analysis Approach OMEGA: The International Journal of Management Science, 32 (-), 9-15.

Weinberg, B. D., Berger, P. D., Hanna, R. C. (2004). A Diagnostic Tool For Assessing The Relative Importance Of Information In Impression Formation: Application In Order Effects. Marketing Letters, 15 (2-3), 113-128.

Clancy, K., Berger, P. D., Magliozzi, T. (2003). The Ecological Fallacy: Some Fundamental Research Misconceptions Corrected. Journal of Advertising Research, December, 2003, 370-380.

Berger, P. D., Weinberg, B. D., Hanna, R. C. (2003). Customer Lifetime Value Determination and Strategic Implications for a Cruise-Ship Company. Journal of Database Marketing and Customer Strategy Management, 11 (#1), 40-52.

Weinberg, B. D., Berger, P. D., Hanna, R. C. (2003). A Belief-Updating Process for Minimizing Waiting Time in Multiple Waiting-Time Events: Application in Website Design. Journal of Interactive Marketing, 17 (4), 24-37.

Berger, P. D., Nasr, N. I. (2001). The Allocation of Promotion Budget to Maximize Customer Equity. OMEGA: the International Journal of Management Science, 29 (#1), 49-61.

Simmel, L. L., Berger, P. D. (2000). The Art of the Ask: Maximizing Verbal Compliance in Telefundraising. Journal of Interactive Marketing, 14 (3), 12-40.

Mohan, E., Berger, P. D. (2000). Determination of the Optimal Transfer Price for Multinational Enterprises. Journal of Industrial Mathematics, 49 (#1), 11-26.

Berger, P. D., Nasr, N. I. (1998). Customer Lifetime Value: Marketing Models and Applications. Journal of Interactive Marketing, 12 (#1), 17-30.

Davis, M. M., Berger, P. D. (1989). Sales Forecasting in a Retail Service Environment. Journal of Business Forecasting (Winter), 8-11,17.

Books
Berger, P. D. (2009). Internet Marketing: Reaching customers Any TIme, Any Place, Any Platform.

Berger, P. D, Kean, M. (2009). Statistics For Managers. New York: Lulu Publications.

Berger, P. D, Hanna, S. C, Kean, M. G, Maurer, R. E. (2007). 101 plus Special Practice Problems in Probability and Statistics (4th ed.). Lombard, Illinois: Marsh Publications.

Berger, P. D, Maurer, R. E. (2002). Experimental Design: with Applications in Management, Engineering, and the Sciences. Belmont, CA: Duxbury Press.

Roberts, M. L, Berger, P. D. (1999). Direct Marketing Management, 2nd Edition. Englewood CLiffs, N.J: Prentice Hall.

Edited Volumes
Berger, P. D, Hanna, R. C, Swain, S. D, Weinberg, B. D. (Ed.). (2010). Configuartors/Choiceboards: Uses, Benefits, and Analysis of Data. In In Lee (Eds.), Encyclopedia of e-Business Development and Management in the Global Economy (pp. 428-435)

Book Chapters
Berger, P. D, Hanna, R. C, Swain, S. D, Weinberg, B. D. (2010). Configurators/Choiceboards: uses, benefits, and Analysis of Data. In In Lee (Eds.), Encyclopedia of E-Business Development and Management in the Global Economy (Chapter 42 ed.) (pp. 428-435). Business Science Reference

Even, A, Shankaranarayanan, G, Berger, P. D. (2008). Utility-Cost Trafeoffs in the Design of Data Resources. In Syed, M, Syed, S (Eds.), Handbook of Research on Modern Systems Analysis and Design Technologies and Applications (Chapter XVIII ed.) (pp. 271-294). New York: . Information Science Reference

Conference Proceedings and Presentations

Berger, P. D., Weinberg, B. D. (2011). "Social Media Mission-Control Command Centers." Presented at the Direct Marketing Education foundation's 2011 Direct/Interactive Research Summit, Boston, MA.

Weinberg, B. D., Berger, P. D. (2011). "Social Media Mission-Control Command Centers: Monitoring and Managing Social Media." Presented at the Direct Marketing Education foundation's 2011 Direct/Interactive Research Summit, Boston, MA.

Even, A., Shankaranarayanan, G., Berger, P. D. (2010). "Inequality Assessment in the Value of Marketing Data." Presented at the Direct Marketing Association & Direct Marketing Education Foundation's 2010 Direct/Interactive Marketing Research Summit, San Francisco, CA.

Berger, P. D., Even, A., Shankaranarayanan, G. (2010). ""Inequality Assessment in the Value of Marketing Data." Presented at the Direct Marketing Education Foundation's 2010 Direct/Interactive Marketing Research Summit, San Francisco, CA.

Even, A., Shankaranarayanan, G., Berger, P. D. (2009). "Tradeoffs in Managing the Quality of Marketing Data." Presented at the 15th Americas Conference on Information systems, United States.

Even, A., Shankaranarayanan, G., Berger, P. D. (2009). "Optimizing Marketing Databases under Uncertainty: A Real-Options Approach."

Even, A., Shankaranarayanan, G., Berger, P. D. (2009). "Tradeoffs in Managing the Quality of Marketing Data."

Even, A., Shankaranarayanan, G., Berger, P. D. (2008). "Inequality in the Utility of Data: Modeling, Assessment, and Implications." Presented at the International Conference on Industrial Logistics, Tel Aviv, Israel.

Even, A., Shankaranarayanan, G., Berger, P. D. (2008). "Managing Data Quality and Time-Span Coveraqge for CRM - Cost/Benefit Tradeoffs."

Zhang, M., Berger, P. D. (2008). "The Influence of Technology Evolution on Technology Adoption: A Study of Digital Cameras."

Even, A., Shankaranarayanan, G., Berger, P. D. (2007). "Inequality in the Utility of Data and Its Implications for Data Management." Presented at the 17th Annual Workshop on Information Technology and Systems, Montreal, Canada.

Even, A., Shankaranarayanan, G., Berger, P. D. (2007). "Economics-Driven design of a Data Warehouse."

Even, A., Shankaranarayanan, G., Berger, P. D. (2007). "Inequality in the Utility of Data and Its Implications for Data Management."

Even, A., Shankaranarayanan, G., Berger, P. D. (2007). "Ecomics-Driven Design of a Data Warehouse." Presented at the International Conference Sesign Science Research in Information Systems and Technology, Hawaii.

Weinberg, B. D., Berger, P. D., Hanna, R. C. (2004). "New Perspectives on Order Effects."

Berger, P. D., Lane, H. (2000). "Knowledge Management Processes: The IJV Context."

Berger, P. D., Nasr, N. I. (1999). "Marketing Decisions to Maximize Customer Equity: Application to Promotion Budget Allocation." Presented at the INFORMS, Fall 1999, Philadelphia, PN.

Weinberg, B. D., Berger, P. D. (1999). "Using an Anchoring-and-Adjustment Approach to Minimize Perceptions of Waiting Time in Multiple Waiting-Time Events: Application in Website Design."

Berger, P. D., Nasr, N. I. (1997). "Customer Lifetime Value: Marketing Models and Applications." Presented at the Marketing Science Institute, Boston, MA.

Service

Department Service
Director, 2009

University Service
Director for MSMA Program, 2009

Professional Service
Editorial Review Board Member for Indian Journal of Marketing, 2012 - Present
Editorial Review Board Member for Journal of Marketing Analytics, 2012 - Present
Editorial Review Board Member for Proficient - An International journal of Management, 2011 - Present
Editorial Review Board Member for Industrial Marketing Management, 2002 - Present
Editorial Review Board Member for Journal of Database Marketing and Customer Strategy Management, 2001 - Present
Editorial Review Board Member for Journal of Interactive Marketing, 1998 - Present
Editorial Review Board Member for Journal of Marketing, 2003 - 2008