Judd Kessler

Questioner
DISC Type : c

Howard Marks Professor at The Wharton School

Philadelphia, Pennsylvania, United States

Overview

Judd Kessler is the Howard Marks Endowed Professor at The Wharton School, specializing in market design, public economics, and behavioral economics. He holds a PhD in Business Economics from Harvard University and leverages his expertise to research topics like charitable giving, organ donation, and worker effort. He is the author of "Lucky by Design. "

Judd applies economic principles to understand everyday life, from dating apps to job markets, exploring the hidden rules that determine success. As a New Yorker and co-founder of DipJar, a device for credit card tips, he is interested in encouraging pro-social behavior and charitable giving in practical ways.

He was named one of Forbess "30 under 30" in Law and Policy for his work on organ allocation.

Personality Overview

Value Seeker

Price-Sensitive

Cautious & Analytical

While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.  They are more likely than others to negotiate on pricing and terms. They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.

Topics They Care About

Market Design
His primary research area, focusing on bringing market design theory into practice in areas like course allocation and organ donation priority systems.
Behavioral Economics
He uses lab and field experiments to understand the economic and psychological forces that motivate individual behaviors and choices in public and labor economics.
'Hidden Markets'
A core theme of his book "Lucky by Design, " he explores how non-price-based systems allocate scarce resources in daily life, from jobs to relationships.

Media Appearances

Judd has no verified media appearances

Work History

7-2022
Howard Marks Professor at The Wharton School
7-2021 - 6-2022
Howard Marks Associate Professor at The Wharton School
7-2018 - 6-2021
Associate Professor at The Wharton School
6-2025
Keynote Speaker at The Lavin Agency
1-2012 - 11-2017
Advisor at DipJar

Education

2005 - 2011
PhD from Harvard University
2004 - 2005
MPhil from University of Cambridge

More Information

Social Presence :

Prographics :

Exp : 19 Location : Philadelphia, Pennsylvania, United States Job Level : N/A Designation : Howard Marks Professor at The Wharton School
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Insights For Selling To Judd

During A Call Or A Meeting

DO's

  • Share as much information as possible regarding your product
  • Tell them that you will come back if you don’t have a good answer for a question
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Don’t depend too much on anecdotal evidence, it reduces their confidence
  • Don’t try to be too friendly or informal with them
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Judd is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Judd

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Judd move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Judd take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Judd

Personality Compatibility


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