Photo of Barbara E. Kahn

Barbara E. Kahn

Patty and Jay H. Baker Professor

Director, Jay H. Baker Retailing Center

Professor of Marketing

Research Interests: consumer choice, variety seeking, product assortments., brand management, retailing, brand loyalty, customization, decisions under uncertainty/ambiguity, customer relationship management, medical and financial services, price promotions

Links: CV


  • Claudia Townsend, Barbara E. Kahn (2014), The “Visual Preference Heuristic:” The Influence of Visual versus Verbal Depiction on Assortment Processing, Perceived Variety, and Choice Overload, Journal of Consumer Research
  • X. Deng, Barbara E. Kahn, Rao Unnava, H Lee (Under Review), “Wide” Variety: The Effects of Horizontal vs. Vertical Product Display .
  • Lorena Martin, Andrew W. Perkins, Barbara E. Kahn (Work In Progress), Self-identity, self-esteem, and body attitude in thin and overweight Hispanic females .
  • Julio Sevilla, Barbara E. Kahn (Forthcoming), The Effect of Product Shape Completeness on Size Perceptions, Preference and Consumption.
  • Julio Sevilla, Jiao Zhang, Barbara E. Kahn (Work In Progress), Hoping for the Best: The Effect of Prospective Future Consumption on Satiation from a Current Experience .
  • R Khushababa, Chelsea Wise, Jordan J. Louviere, S Kodagoda, Barbara E. Kahn, Claudia Townsend (2013), Consumer Neuroscience: Assessing the Brain Response to Marketing Stimuli Using Electroencephalogram (EEG) and Eye Tracking, Expert Systems with Applications
  • Juliano Laran, Barbara E. Kahn, Michael Tsiros (Working), Differential Use of Variety Strategies for Self versus Others.
  • French, Michael T, Jenny Homer, Shay Klevay, Edward E. Goldman, Steven Ullmann, Barbara E. Kahn (2010), Clinical, Economic and Policy Implications of a New Paradigm for Delivering Primary Care Medical Services, Population Health Management
  • Barbara E. Kahn, "Dealing with Unexpected Disasters: The Best Strategy of a Well-Prepared Business Organization Begins with Thinking about the Unthinkable" in Poder.
  • Barbara E. Kahn, "Importance of Diversity in the Workforce: Companies should follow the example of IBM, which casts a wide net when it comes to gaining different perspectives" in Poder.
  • Barbara E. Kahn, "Are We Finally on the Road to Recovery? When it comes to consumer behavior, there really is a difference between a glass half-full and a glass half-empty" in Poder.
  • Dholakia, Utpal, Barbara E. Kahn, Randy Reeves, Aric Rindfleisch, David Stewart, Earl Taylor (2010), Consumer Behavior in a Multichannel, Multimedia Retailing Environmen, Journal of Interactive Marketing  Abstract
  • Robert Meyer, Joachim Vosgerau, Vishal Singh, Joel Urbany, Gal Zauberman, Michael Norton, Tony Cui, Brian Ratchford, Alessandro Acquisiti, David Bell, Barbara E. Kahn (2010), Behavioral Research and Empirical Modeling of Marketing Channels: Implications for Both Fields and a Call for Future Research, Marketing Letters, 21, 301 - 315.    Abstract
  • Deng, X, Barbara E. Kahn (2009), Is Your Product on the Right Side? The “Location Effect” on Perceived Product Heaviness and Package Evaluation, Journal of Marketing Research  Abstract
  • Barbara E. Kahn, "To Coin a Fashion Term, Consumer Trust is the New Black: Rebounding in this economy will require new relationships with customers on all levels " in Poder.
  • Barbara E. Kahn, "There’s No Such Thing as a Free Lunch: Saavy companies with long-term views recognize that consumers have more in their control than money" in Poder.
  • Barbara E. Kahn, "And the answer is: Innovation: The key is giving customers what they want before they even know they want it" in Poder.
  • Barbara E. Kahn, X. Deng (2009), Effects on Visual Weight Perceptions of Product Image Locations on Packaging, Sensory Marketing
  • Barbara E. Kahn, "My view: Marketing in Troubled Economic Times" in Miami Herald.
  • . Grand, David, Dominick L. Frosh, Andrew W. Perkins, Barbara E. Kahn (2009), Effects of Exposure to Small Pharmaceutical Promotional Items on Treatment Preference, Archives of Internal Medicine
  • Miller, Elizabeth Gelfand, Mary Frances Luce, Barbara E. Kahn, Emily F. Conant (2009), Understanding Emotional Reactions for Negative Services: The Impact of Efficacy Beliefs and Stage in Process, Journal of Services Research
  • Mantrala, M, Levy, M, Barbara E. Kahn, Fox, E, Shah, D, Gaidarev, P, Dankworth, W (2009), Why Is Assortment Planning So Difficult for Retailers? A Framework and Research Agenda, Journal of Retailing  Abstract
  • Botti, Simona, Susan Broniarczyk, Gerald Haubl, Ron Hill, Yanliu Huang, Barbara E. Kahn, Praveen Kopalle, Donald Lehmann, , Joe Urbany, Brian Wansink (2008), Choice Under Restrictions, Marketing Letters, 19, 183 - 199.  Abstract
  • E. G. Miller, Barbara E. Kahn, M. F. Luce (2008), Consumer Wait Management Strategies for Negative Service Events: A Coping Approach, Journal of Consumer Research  Abstract
  • Andrea Morales, Barbara E. Kahn, Leigh McAlister, Susan M. Bronizrszyk (2006), Perceptions of Assortment Variety: The Effects of Congruency Between Consumer's Internal and Retailer's External Organization, Journal of Retailing, 81 (2), 159 - 169.    Abstract
  • Barbara E. Kahn, Mary Frances Luce, Stephen M. Nowlis (2006), De-biasing Insights from Process Tests, Journel of Consumer Research, (June), 131-138.  Abstract
  • Mary Frances Luce, Barbara E. Kahn (2006), Repeated-Adherence Protection Model (RAP) 'I'm OK and It's a Hassel, Journal of Public Policy and Marketing, 25, 79 - 89.  Abstract
  • Barbara E. Kahn, Elizabeth Gelfand Miller (2005), Shades of Meaning: The Effects of Color and Flavor Names on Purchase Intentions, Journal of Consumer Research,, 32 (1), 86.    Abstract
  • Barbara E. Kahn (2005), The Power and Limitations of Social Relational Framing for Understanding Consumer Decision Processes, Journal of Consumer Psychology, 15 (1), 28 - 34.    Abstract
  • Barbara E. Kahn, Brian Wansink (2004), The Influence of Assortment Structure on Perceived Variety and Consumption Quantities, Journal of Consumer Research, 30, 519 - 533.    Abstract
  • Barbara E. Kahn, ed., Advances in Consumer Research (2004).
  • Barbara E. Kahn, Brian Wansink (2004), Impact of Perceived Variety on Consumption Quantity, Journal of Consumer Research, 30 (4), 519 - 534.  Description
  • Satya Menon, Barbara E. Kahn (2003), Corporate Sponsorship of Philanthropic Activities: When Do They Impact Perception of Sponsor Brand?, Journal of Consumer Psychology    Abstract
  • Mary Frances Luce, Barbara E. Kahn (2003), Understanding High-Stakes Consumer Decisions: Mammography Adherence Following False Alarm Test Results, Marketing Science, 22 (3), 393 - 410.  Abstract
  • Barbara E. Kahn, Stephen M. Nowlis, Ravi Dhar (2002), Coping with Ambivalence: The Effect of Removing a 'Fence Sitting' Option on Consumer Attitude and Preference Judgments, Journal of Consumer Research, 29 (3).    Abstract
  • Robert Meyer, Barbara E. Kahn, Koward Kunreuther, Richard Zeckhauser, Paul Slovic, Barry Schwartz, Christian Schade, Mary Frances Luce, Steven Lippman, David Krantz, Robin Hogarth (2002), High Stakes Decision Making: Normative, Descriptive and Prescriptive Considerations, , Marketing Letters, 13 (3), 259-268.  Abstract
  • Satya Menon, Barbara E. Kahn (2002), Cross-Category Effects of Induced Arousal and Pleasure on the Internet Shopping Experience, Journal of Retailing, 78, 31 - 40.  Abstract
  • Howard Kunreuther, Robert Meyer, Richard Zeckhauser, Paul Slovic, Barry Schwartz, Christian Schade, Mary Frances Luce, Steven Lippman, David Krantz, Barbara E. Kahn, Robin Hogarth (2002), High Stakes Decision Making: Normative, Descriptive and Prescriptive Considerations, Marketing Letters, 13 (3), 259 - 268.    Abstract
  • Barbara E. Kahn, Rebecca K. Ratner (2002), The Impact of Private versus Public Consumption on Variety Seeking Behavior, Journal of Consumer Research, 29 (2), 246 - 258.    Abstract
  • Barbara E. Kahn, "Turn Your Customers into Advocates" in Financial Times.
  • P.M. West, D. Ariely, S. Bellman, J. Huber, E. Johnson, J.D.C. little, David Schkade, Eric Bradlow, Barbara E. Kahn (1999), Agents to the Rescue?, , Marketing Letters.  Abstract
  • Barbara E. Kahn, M.F. Luce, E.F. Conant, S.G. Orel, S.P. Wienstein, J.A. Zuckerman (1999), Attitudinal Variables of Patients Referred for Diagnostic and Screening Mammography: What Can We Do to Reduce the Stress and Improve Compliance?, , Radiology.
  • Barbara E. Kahn, M.F. Luce (1999), Avoidance or Vigilance: The Psychology of False Positive Test Results, , Journal of Consumer Research.  Abstract
  • Barbara E. Kahn, Daniel Kahneman, R.K. Ratner (1999), Choosing Less-Preferred Experiences for the Sake of Variety, , Journal of Consumer Research.  Abstract
  • B.G.C Dellaert, Barbara E. Kahn (1999), How Tolerable is Delay: Consumers’ Evaluations of Internet Web Sites after Waiting, , Journal of Interactive Marketing.  Abstract
  • Barbara E. Kahn (1999), Introduction to the Special Issue: Assortment Planning, , Journal of Retailing.  Abstract
  • Barbara E. Kahn (1998), Dynamic Relationships with Customers: High-Variety Strategies, , Journal of the Academy of Marketing Science.  Abstract
  • C. Huffman, Barbara E. Kahn (1998), Variety for Sale: Mass Customization or Mass Confusion?, , Journal of Retailing.  Abstract
  • Barbara E. Kahn, "Brand Strategies and ConsumerBehavior" in Financial Times.
  • Leigh McAlister, Barbara E. Kahn, Grocery Revolution: The New Focus on the Consumer (1997).  Description
  • E. Greenleaf, J.R. Irwin, A.M. Isen, I.P. Levin, M.C.F. Pontes, J. Shanteau, M. Vanhuele, M.J. Young, M.F. Luce, Barbara E. Kahn (1997), Medical Decision Making, , Marketing Letters.  Abstract
  • Barbara E. Kahn, R. Ratner, D. Kahneman (1997), Patterns of Hedonic Consumption Over Time, , Marketing Letters.  Abstract
  • J. Baron, Barbara E. Kahn (1995), An Exploratory Study of Choice Rules Favored for High Stakes Decisions, , Journal of Consumer Psychology.  Abstract
  • Barbara E. Kahn (1995), Consumer Variety-Seeking Among Goods and Services: An Integrative Review, , Journal of Retailing and Consumer Services.  Abstract
  • S. Menon, Barbara E. Kahn (1995), The Impact of Context on Variety-Seeking in Product Choices, , Journal of Consumer Research.  Abstract
  • K.P Corfman, Barbara E. Kahn (1995), The Influence of Member Heterogeneity on Dyad Judgment: Are Two Heads Better Than One?, , Marketing Letters.  Abstract
  • S.C. Knasko, D.J. Mitchell, Barbara E. Kahn (1995), There's Something in the Air: Effects of Congruent and Incongruent Ambient Odor on Consumer Decision-Making, , Journal of Consumer Research.  Abstract
  • L. McAlister, F. Feinberg, Barbara E. Kahn (1994), Implications and Relative Fit of Several First-Order Markov Models of Consumer Variety-Seeking, , European Journal of Operations Research.  Abstract
  • A. M. Isen, Barbara E. Kahn (1993), The Influence of Positive Affect on Variety-Seeking Among Safe, Enjoyable Products, , Journal of Consumer Research.  Abstract
  • Barbara E. Kahn, "Variety for Sale" in Chief Executive.
  • R. B. Burke, B. Harlam, Barbara E. Kahn, Leonard Lodish (1992), Comparing Dynamic Consumer Decision Processes in Real and Computer-Simulated Environments, , Journal of Consumer Research.  Abstract
  • F. Feinberg, L. McAlister, Barbara E. Kahn (1992), Market Share Response When Consumers Seek Variety, , Journal of Marketing Research.  Abstract
  • Barbara E. Kahn, David Schmittlein (1992), The Relationship Between Purchases Made on Promotion and Shopping Trip Behavior, Journal of Retailing, 68, 294 - 315.  Abstract
  • D. R. Lehmann, Barbara E. Kahn (1991), Modeling Choice Among Assortment, , Journal of Retailing.  Abstract
  • Jagmohan Raju, Barbara E. Kahn (1991), The Effects of Price Promotions on Variety-Seeking and Reinforecement Behavior, , Marketing Science.  Abstract
  • Barbara E. Kahn, R. Glazer, W. Moore (1991), The Influence of External Constraints on Brand Choice: The Lone Alternative Effect, , Journal of Consumer Research.  Abstract
  • Barbara E. Kahn, Robert Meyer (1991), Consumer Multiattribute Judgments Under Attribute Weight Uncertainty, Journal of Consumer Research, 508-522.  Abstract
  • Barbara E. Kahn, T. Louie (1990), The Effects of Retraction of Price Promotions on Brand Choice Behavior for Variety-Seeking and Last-Purchase Loyal Customers, , Journal of Marketing Research.  Abstract
  • D. Morrison, Barbara E. Kahn (1989), A Note on `Random' Purchasing: Additional Insights from Dunn, Reader and Wrigley, , Applied Statistics.  Abstract
  • Barbara E. Kahn, David Schmittlein (1989), Shopping Trip Behavior: An Empirical Investigation, Marketing Letters, 1, 55 - 70.  Description
  • Barbara E. Kahn, R. Sarin (1988), Modeling Ambiguity in Decisions Under Uncertainty, , Journal of Consumer Research.  Abstract
  • M. Kalwani, D. Morrison, Barbara E. Kahn (1988), Niching versus Change of Pace Brands: Using Purchase Frequencies and Penetration Rates to Infer Brand Positionings, , Journal of Marketing Research.  Abstract
  • Barbara E. Kahn (1987), A Theoretical Model of Interpurchase Times, Applied Stochastic Models and Data Analysis, National Meeting ORSA/TIMS, St. Louis, MI.
  • W. Moore, R. Glazer, Barbara E. Kahn (1987), Experiments in Constrained Choice, , Journal of Consumer Research.  Abstract
  • J. Farley, Barbara E. Kahn, D. Lehmann, W. Moore (1987), Modeling Management's Plans for Flexible Automation, , Sloan Management Review.
  • Barbara E. Kahn, D. Morrison, G. Wright (1986), Aggregating Individual Purchases to the Household Level, , Marketing Science.  Abstract
  • Barbara E. Kahn, J. Huber, M. Holbrook (1986), Effects of Competitive Context and of Additional Information on Price Sensitivity, , Journal of Marketing Research.  Abstract
  • M. Kalwani, D. Morrison, Barbara E. Kahn (1986), Measuring Variety-Seeking and Reinforcement Behaviors Using Panel Data, , Journal of Marketing Research.  Abstract