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Howard Moskowitz

Howard R. Moskowitz is an American experimental psychologist and psychophysicist renowned for his pioneering applications of sensory science and psychophysics to market research, particularly in optimizing consumer products and identifying diverse taste preferences in the food industry.^[1]^[2] His work has led to the creation of successful products such as Prego's extra chunky spaghetti sauce, the first Braun electric toothbrush, Cherry Vanilla Dr. Pepper, and the Goodyear AquaTread tire, generating billions in sales for companies through innovative segmentation strategies.^[3]^[4]^[5] Moskowitz earned a B.A. in mathematics and psychology from Queens College, New York, where he was elected to Phi Beta Kappa, and a Ph.D. in experimental psychology from Harvard University in 1969.^[3]^[1] Early in his career, he worked for seven years at the U.S. Army Natick Laboratories, conducting psychophysical studies on taste and smell that earned him the Scientific Director’s Gold Medal.^[2]^[3] In 1981, he founded Moskowitz Jacobs Inc., a consulting firm in White Plains, New York, where he developed advanced methodologies for product testing, concept research, and sensory evaluation, authoring or editing over 30 books and nearly 1,000 articles on these topics.^[1]^[6] He also founded the journal Chemical Senses and served on editorial boards of major publications in sensory science.^[2] One of Moskowitz's most influential contributions is the concept of horizontal segmentation, which recognizes that consumer preferences vary widely across "platonic ideals" rather than fitting a single optimal product, challenging traditional vertical market segmentation approaches.^[4]^[2] In the 1980s, while consulting for Prego (a Campbell Soup Company brand), he tested 45 variations of spaghetti sauce and identified three distinct preference clusters—plain, spicy, and extra chunky—leading to the launch of the chunky variety that generated over $600 million in sales within a decade.^[4] This discovery, popularized by Malcolm Gladwell's 2004 TED Talk, demonstrated how psychophysical testing could uncover unmet market niches and has influenced product development in categories like coffee, pickles, and yogurts.^[4]^[2] In the 1990s, Moskowitz developed Mind Genomics, a methodology using experimental design and analytics to map consumer mindsets and predict responses to ideas, products, and messaging, with applications extending beyond food to healthcare, education, and finance.^[2] He founded Mind Genomics Associates in 2014 to advance this field, integrating it with AI for tools like personalized educational experiments.^[2] From 2004 to 2006, he appeared weekly on ABC News Now as "The Food Doctor," providing insights on sensory science.^[1] Moskowitz's innovations have earned him numerous accolades, including the Charles Coolidge Parlin Award, the ARF Research Innovation Award, induction into the Market Research Council Hall of Fame, the David R. Peryam Award from ASTM, Fellowship in the Institute of Food Technologists (2004), ESOMAR Awards for innovation (2001, 2003), and the 2010 Walston Chubb Award for Innovation from Sigma Xi.^[3]^[1] His work continues to shape consumer research by emphasizing data-driven variability in human preferences over assumed universals.^[4]^[2]

Early Life and Education

Early Years

Little is known about Howard Moskowitz's early years prior to formal education. Public records provide scant details on his family background or upbringing in the United States, and there are no widely available accounts of specific experiences that may have ignited his curiosity in science, quantitative thinking, or sensory perception. These formative, undocumented influences nonetheless preceded his academic pursuits in mathematics and psychology at Queens College.

Academic Background

Howard Moskowitz earned a Bachelor of Arts degree in Mathematics and Psychology from Queens College, part of the City University of New York, graduating with Phi Beta Kappa honors.^[1] He pursued advanced studies at Harvard University, where he received his Ph.D. in Experimental Psychology in 1969. His doctoral advisor was S.S. Stevens, a leading figure in the field of psychophysics.^[7]^[2] Moskowitz's early academic work emphasized psychophysics and sensory perception, with a particular focus on quantitative approaches to analyzing taste and olfaction. His unpublished dissertation, titled "Scales of Intensity for Single and Compound Tastes" and completed in 1968, examined ratio scaling techniques to measure taste intensity, providing foundational insights into sensory evaluation methods.^[2]^[8]

Professional Career

U.S. Army Natick Laboratories

After completing his Ph.D. in experimental psychology from Harvard University in 1969, Howard Moskowitz joined the U.S. Army Natick Laboratories as a Senior Scientist, serving in that role for seven years until 1976.^[7] At the laboratories, located in Natick, Massachusetts, he applied principles of psychophysics to food science research aimed at enhancing the sensory qualities and overall acceptability of military rations for soldiers in operational environments.^[7] His efforts focused on addressing challenges such as long shelf life, portability, and palatability under constrained field conditions, contributing to the evolution of combat feeding systems.^[9] Moskowitz's work centered on improving military combat rations through rigorous sensory evaluation and optimization techniques, contributing to developments that led to the Meals, Ready-to-Eat (MREs). He led studies that quantified soldier preferences for taste, texture, and aroma in prototype rations, using controlled experiments to identify factors influencing consumption rates during extended deployments.^[7] These evaluations helped refine menu assemblies to maximize variety and hedonic appeal, ensuring higher compliance with daily caloric needs despite logistical limitations.^[9] During his tenure, Moskowitz developed innovative methods for measuring sensory preferences in austere settings, including mathematical models for predicting menu compatibility and acceptability based on psychophysical data.^[7] He pioneered the use of subjective ideals in sensory optimization, allowing researchers to benchmark food attributes like sweetness and crunchiness against individual soldier ideals rather than absolute standards, which improved precision in formulation adjustments.^[10] Additionally, he advanced tools for hedonic assessment by comparing magnitude estimation scales with the established nine-point hedonic scale, demonstrating their complementary roles in capturing nuanced preferences for ration components such as space cubes and dehydrated entrees. His research culminated in the Scientific Director's Gold Medal for outstanding contributions to food acceptance studies at Natick.^[1]

Moskowitz Jacobs Inc.

After leaving Natick in 1976, Moskowitz transitioned to industry applications of sensory science before founding his firm. In 1981, following his tenure at the U.S. Army Natick Laboratories, Howard Moskowitz founded Moskowitz Jacobs Inc. in White Plains, New York, assuming the roles of president and chief scientific officer. The firm emerged as a pioneering market research consultancy, leveraging Moskowitz's expertise in experimental psychology to apply psychophysical principles to consumer product development, particularly in the food and beverage sectors.^[11]^[1] Moskowitz Jacobs Inc. maintained a compact team of 26 to 50 professionals, including specialists in psychophysics, data analysis, and technology development, such as Vice President and Chief Technology Officer Alex Gofman. Key methodologies introduced by the firm included Rule Developing Experimentation (RDE), a systematic approach to uncovering consumer preferences through experimental design, and the patented IdeaMap® system, which utilized computerized modeling to map and predict consumer responses to product variations. These tools enabled rapid iteration from concept to market-ready formulations, emphasizing empirical data over traditional focus groups.^[11]^[12] The firm's consulting model centered on data-driven optimization for Fortune 500 clients, providing actionable insights to refine products and strategies in competitive markets. Notable engagements included work with Campbell Soup, General Foods, and PepsiCo, where the firm facilitated sensory and preference testing to enhance product appeal and drive sales growth through targeted iterations. This approach bridged academic rigor with industry needs, establishing Moskowitz Jacobs as a leader in consumer-centric innovation.^[13]^[12]

Key Contributions

Psychophysics in Sensory Research

Howard Moskowitz, a pioneering psychophysicist, applied psychophysical principles to sensory science in food evaluation, quantifying the relationship between physical stimulus intensities—such as concentrations of sugar, salt, or fat—and perceptual responses like intensity and hedonic preference.^[14] His work emphasized techniques for measuring sensory thresholds, including absolute thresholds for detection and difference thresholds for discrimination between stimuli, often using methods like the method of constant stimuli or staircase procedures in controlled taste tests.^[15] Scaling methods, such as magnitude estimation and line scales, allowed for ratio-level data on perceived intensity, enabling precise comparisons across attributes like sweetness or saltiness. Preference mapping integrated these measurements by plotting consumer hedonic ratings against sensory profiles, revealing how specific attribute combinations drive overall acceptance in product design. A key contribution from Moskowitz's psychophysical research was the introduction of the "bliss point" concept, defined as the optimal sensory profile where levels of sweetness, saltiness, and other attributes converge to maximize consumer hedonic response and appeal.^[16] This point represents a non-linear optimum derived from response surface methodology, where liking increases with attribute intensity up to a peak before declining due to overstimulation, as demonstrated in experiments varying sugar concentrations in beverages and snacks.^[17] Related to these efforts, Moskowitz explored sensory-specific satiety, the phenomenon where repeated exposure to a particular sensory stimulus diminishes its hedonic appeal while leaving responses to novel stimuli intact, influencing consumption patterns in multi-attribute foods. In experimental designs for taste testing, he employed sequential monadic presentations where participants rated hedonic responses to prototypes varying in one attribute (e.g., fat content) across sessions, tracking satiety curves to quantify how initial high liking plateaus or declines after multiple exposures. These designs often incorporated balanced incomplete block setups to minimize order effects, providing data on how satiety interacts with bliss point optimization for sustained product enjoyment.^[15]

Horizontal Segmentation

In the 1970s and 1980s, Howard Moskowitz developed the concept of horizontal segmentation, also known as sensory preference segmentation, as a response to the limitations of traditional marketing approaches in understanding consumer preferences for food products.^[18] This innovation arose from his application of psychophysical principles to consumer research, revealing that preferences do not converge on a single ideal but instead form distinct clusters across a population.^[19] Building briefly on psychophysical scaling methods from his earlier sensory research, Moskowitz shifted focus to variability in hedonic responses, challenging the prevailing assumption of a universal optimum.^[20] Unlike vertical segmentation, which divides markets based on demographic or behavioral characteristics such as age, income, or usage patterns, horizontal segmentation identifies groups based on underlying differences in sensory liking patterns for a given product category.^[19] Moskowitz contrasted these by emphasizing that vertical approaches overlook inter-individual variability in taste perception, while horizontal segmentation uncovers "horizontal" slices of preference diversity that cut across demographics.^[18] This distinction emerged prominently in his work during the late 1970s, as he analyzed data from experimental designs testing varying stimulus intensities.^[20] The methodology relies on psychophysical data collection, where consumers rate their liking for systematically varied product prototypes across sensory dimensions like sweetness or texture intensity.^[19] Moskowitz employed statistical clustering techniques on these ratings to map individual hedonic functions—curves plotting liking against stimulus levels—revealing multiple "optima" or peak preference points that define distinct segments.^[20] For instance, while one cluster might favor moderate intensity, another could prefer extremes, allowing for the identification of a finite number of preference patterns rather than infinite variations.^[18] Theoretically, horizontal segmentation implies significant intermarket variability, where no single product formulation satisfies all consumers, thereby undermining one-size-fits-all strategies in product development.^[19] It advocates for creating targeted variants to capture these clusters, enhancing overall market acceptance and sales by aligning offerings with diverse mind-sets rather than averaging preferences.^[20] This approach revolutionized food science by prioritizing empirical mapping of preference landscapes, fostering innovation through multiplicity rather than uniformity.^[18]

Notable Projects

Prego Spaghetti Sauce

In the 1980s, the Campbell Soup Company commissioned Howard Moskowitz to optimize its Prego spaghetti sauce line, which was struggling to gain market share against competitors like Ragu.^[21]^[22] Moskowitz conducted extensive consumer testing by developing and evaluating 45 different sauce variations, adjusting factors such as texture, sweetness, acidity, and chunkiness to uncover underlying preferences.^[21]^[23] This approach revealed three distinct preference segments among consumers: those favoring plain sauce, spicy varieties, and—most notably—an untapped demand for extra-chunky formulations, which had not previously existed in the market.^[21]^[24] Based on these findings, Prego launched multiple new sauce types, including the extra-chunky option in 1989, which quickly captured significant consumer interest.^[22]^[4] The extra-chunky line alone generated over $600 million in additional sales for Prego over the following decade, transforming the brand into a market leader and demonstrating the value of identifying varied consumer segments.^[4]^[25] This project exemplified Moskowitz's horizontal segmentation framework by prioritizing diverse "varieties of happiness" over a singular optimal product.^[21]

Other Product Developments

Beyond his renowned work on spaghetti sauce, Howard Moskowitz applied psychophysical methods to optimize flavors across diverse food categories, demonstrating the versatility of sensory research in driving commercial success.^[26] For Vlasic pickles, a division of Campbell Soup Company, Moskowitz utilized sensory segmentation and experimental design to identify distinct taste preference groups among consumers.^[27] This approach led to the reformulation of Vlasic Zesty® Pickles, which became the brand's most successful product at the time, generating $125 million in sales within its first few years.^[27] In developing Cherry Vanilla Dr Pepper for Cadbury Schweppes, Moskowitz employed optimization techniques, including the identification of bliss points for flavor components, through extensive consumer testing.^[28] He prepared and evaluated 61 distinct formulas—31 variations for cherry flavor, 30 for vanilla, and one baseline for the original Dr Pepper—conducted across 3,904 tastings in cities like Los Angeles, Dallas, Chicago, and Philadelphia, where participants rated attributes such as taste, strength, quality, and purchase intent.^[28] Using conjoint analysis, he refined the syrup concentration from 2 milliliters to 1.69 milliliters per serving, balancing sweetness and cost while achieving optimal consumer appeal; the resulting product significantly boosted the brand, contributing to Dr Pepper Snapple Group's valuation surpassing $11 billion by 2008.^[28] Moskowitz also contributed to product enhancements for Campbell Soup in categories beyond sauces, optimizing soups and frozen pizzas by fine-tuning sensory attributes to meet varied consumer preferences.^[28] For General Foods, his efforts on coffee involved sensory segmentation to address diverse taste profiles, revealing that a single optimized formulation appealed to only about 60% of consumers, whereas targeted variants for identified segments improved acceptance scores to 70-72%.^[29] These projects highlighted techniques such as flavor balancing, where adjustments in intensity and composition elevated overall product satisfaction without relying on a universal ideal.^[29]

Later Career and Legacy

Mind Genomics

In the early 2010s, Howard Moskowitz extended his research beyond sensory and food sciences into broader consumer decision-making, culminating in the development of Mind Genomics as a distinct empirical approach. Building on his earlier work in horizontal segmentation, this methodology evolved to analyze "mind-sets"—clusters of individuals sharing similar subconscious responses to everyday stimuli—across diverse domains.^[30] In 2014, Moskowitz founded Mind Genomics Associates to advance and commercialize this science, focusing on applying experimental design principles to uncover patterns in consumer mindsets unrelated to physical products. The firm emphasizes tools like IdeaMap®, which enable rapid, online studies completed in as little as an hour, allowing for quick iteration and real-time insights into how people react to messages or scenarios.^[31]^[32] At its core, Mind Genomics methodology integrates psychophysics—the study of perceptual responses—with experimental design techniques, such as conjoint analysis, to create and test vignettes composed of systematically varied elements like short phrases or ideas. Respondents rate these combinations on scales of interest or relevance, revealing individual utilities and enabling segmentation via cluster analysis to identify mind-set groups. This approach facilitates predictive typing, where brief interactions (e.g., rating three vignettes) classify individuals into mind-sets for targeted applications.^[33]^[32] The method's versatility extends to non-sensory topics, including health messaging for improving patient compliance and prevention efforts, legal attitudes to inform policy communication, and general messaging strategies to tailor content to specific audiences. By prioritizing inductive, data-driven discovery over traditional surveys, Mind Genomics provides actionable insights into ordinary decision-making processes, with tools supporting real-time analytics for industries like business services and social sciences.^[30]^[32]^[34] In recent years, as of 2025, Moskowitz has integrated Mind Genomics with artificial intelligence to generate predictions about consumer mind-sets, enhance product development, and support applications in healthcare and education, as detailed in publications such as those on AI-driven insights for food and pre-diabetes management.^[35]^[36]

Awards and Industry Impact

Howard Moskowitz received the Scientific Director’s Gold Medal from the U.S. Army Natick Laboratories for his outstanding research contributions during his tenure there in the 1970s.^[1] In 2004, he was awarded the David R. Peryam Award by the American Society for Testing and Materials (ASTM) in recognition of his lifetime achievements in basic and applied sensory science.^[37] That same year, Moskowitz was elected a Fellow of the Institute of Food Technologists (IFT) for his significant advancements in food science and technology.^[38] He was inducted into the Market Research Council Hall of Fame in 2006 for his pioneering work in the field.^[39] In 2010, Moskowitz received the Walston Chubb Award for Innovation from Sigma Xi, the scientific research honor society, honoring his innovative research and its broad societal impact.^[40] In 1974, Moskowitz co-founded the journal Chemical Senses (initially titled Chemical Senses and Flavor) with Egon Peter Köster, establishing it as a leading publication for research on taste and smell, now published by Oxford University Press.^[38] This journal has since become a cornerstone for advancing the scientific understanding of chemosensory perception. Moskowitz has authored or edited over 30 books on topics including sensory science, food product development, and consumer research, such as Sensory and Consumer Research in Food Product Design and Development (2006) and Selling Blue Elephants (2007).^[41] These works have disseminated his methodologies and influenced generations of researchers and industry professionals. Moskowitz's research fundamentally transformed the food industry by promoting horizontal segmentation, shifting the focus from developing a single "ideal" product to creating diversified portfolios tailored to varied consumer preferences.^[42] This approach has led to broader product innovation across categories like cereals and beverages, enhancing consumer satisfaction and industry profitability.^[43]

References

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Howard R. Moskowitz - Sigma Xi
He is both a well-known experimental psychologist in the field of psychophysics and an inventor of world-class market research technology. He graduated from ...Missing: biography | Show results with:biography
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Howard Moskowitz - OECD Events
Dec 4, 2024 · Howard Moskowitz received his PhD from Harvard University in ... horizontal segmentation' (also known as sensory preference segmentation).<|control11|><|separator|>
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[PDF] Dr. Howard R. Moskowitz – Bio
Dr. Howard Moskowitz is both a well-known experimental psychologist in the field of psychophysics and an inventor of world-class market research technology ...
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### Summary of Howard Moskowitz's Work
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Howard Moskowitz left Natick to work in several market research consulting ... Moskowitz conducted psychophysical studies of both taste and smell at Natick.
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Howard Moskowitz is president and CEO of Moskowitz Jacobs Inc., a firm he founded in 1981. Dr. Moskowitz is both a well-known experimental psychologist in ...
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Founded in 1981 by Dr. Howard R. Moskowitz, CEO, who created computerized systems that turned ideas into products, and packages. What resulted was the first ...
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born, and yet our ancestors had nothing as thrilling as Coke. Sugar will ... Howard Moskowitz, the soft drink engineering whiz who declines to drink ...
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Insufficient relevant content. The provided URL (https://www.nytimes.com/2013/02/20/magazine/the-extraordinary-science-of-junky-food.html) returns a "Page Not Found" error, and no substantive text is available for extraction or summarization.
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$$39.99 In stockMind Genomics was first introduced by Dr. Howard Moskowitz, an alumnus of Harvard University and the father of Horizontal Segmentation - a widely accepted ...<|control11|><|separator|>
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