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Biography

Professor, Department of Marketing and Department of Business, Government and Society (courtesy appointment). Julie Irwin joined the faculty in 1999. Her previous faculty appointments were at the Stern School of Business at New York University and the Wharton School of the University of Pennsylvania (visiting appointment). She received her Ph.D. in cognitive psychology from the University of Colorado and post-doctoral training in the Quantitative Psychology division of the Psychology Department at the University of Illinois. Prof. Irwin serves on the Editorial Boards of Journal of Consumer Research, Journal of Marketing Research, Organizational Behavior and Human Decision Processes, Journal of Behavioral Decision Making, and Journal of Economic Psychology. She served as a Guest Editor at Journal of Consumer Psychology in 1999 and recently served as an Associate (action) Editor at Organizational Behavior and Human Decision Processes. Prof. Irwin has published over thirty refereed journal articles and book chapters and has served as a Principle Investigator on two National Science Foundation grants. Her primary research interest is in consumer decision making, especially about issues invoking emotion, ethics, and/or risk. She also has an ongoing research interest in methodology and scaling. Representative Publications: Irwin, Julie R. and Gary H. McClelland, "Heuristics for Moderated Regression Models," Journal of Marketing Research, conditionally accepted. Baron, Jonathan and Julie R. Irwin, "Values and Decisions", Wharton on Decision Making, Howard Kunrether and Steven Hoch, Eds. Irwin, Julie R., "Treating individual difference predictors as continuous or categorical," and "Mediators and Moderators," Journal of Consumer Psychology, Special Issue on Methodological Concerns for the Experimental Behavior Researcher, Dawn Iacobucci, Special Editor, Fall, 1999. Irwin, Julie R., "Introduction to the Special Issue on Ethical Tradeoffs in Consumer Decision Making," Journal of Consumer Psychology, 8, 211-213. Coupey, Eloise, Julie R. Irwin, and John W. Payne (1998). "Product familiarity and the expression of preferences," Journal of Consumer Research, 24, 459-468. Irwin, Julie R. and Joan Scattone (1997). "Anomalies in the valuation of consumer goods with environmental attributes," Journal of Consumer Psychology, 6, 339-363. Irwin, Julie R. and James H. Davis (1995)."Choice/Matching preference reversals in groups: Consensus processes and justification-based reasoning," Organizational Behavior and Human Decision Processes, 64, 325-339. Irwin, Julie R. (1994)."Buying/selling price preference reversals: Preference for environmental changes in buying versus selling modes," Organizational Behavior and Human Decision Processes, 60, 431-457. Irwin, Julie R., Paul Slovic, Sarah Lichtenstein, and Gary H. McClelland (1993)."Preference reversals and the measurement of environmental values," Journal of Risk and Uncertainty, 6, 1-13. Irwin, Julie R., Gary H. McClelland, and William D. Schulze (1992)."Hypothetical and real consequences in experimental auctions for insurance against low-probability risks," Journal of Behavioral Decision Making, 5, 107-116.

Publications

Morgan Ward, Joseph Goodman, and Julie R. Irwin. 2014. The Same Old Song: The Power of Familiarity in Music Choice. Marketing Letters 25(1), 1-11.
Michael Luchs, Rebecca Naylor, Julie R. Irwin, and Rajagopal Raghunathan. 2010. The Sustainability Liability: Potential Negative Effects of Ethicality on Product Preference. Journal of Marketing 74(5), 18-31.
Julie R. Irwin and Rebecca Walker Naylor. 2009. Ethical Decisions and Response Mode Compatibility:Weighting of Ethical Attributes in Consideration Sets Formed by Excluding Versus Including Product Alternatives. Journal of Marketing Research 46, 234-246.
Leonardo Nicolao, Julie R. Irwin, and Joseph Goodman. 2009. Happiness for Sale: Do Experiential or Material Purchases Lead to Greater Retrospective Happiness? Journal of Consumer Research 36(2), 188-198.
Morgan K. Ward and Julie R. Irwin. 2008. The "Kick Him While He's Down" Effect: Consumers' Responses to Unfortunate Leaders when Judging Corporate Crime. Advances in Consumer Research - North American Conference Proceedings.
Julie R. Irwin and Goodman, Joseph K. 2006. Special Random Numbers: Beyond the Illusion of Control. Organizational Behavior and Human Decision Processes 99, 161-174.
Kristine R. Ehrich and Julie R. Irwin. 2005. Willful Ignorance in the Request for Product Attribute Information. Journal of Marketing Research 42, 266-277.
Julie R. Irwin and Gary H. McClelland. 2003. Negative Consequences of Dichotomizing Continuous Predictor Variables. Journal of Marketing Research 40, 366-371.
Julie R. Irwin and Gary H. McClelland. 2002. Heuristiques Trompeuses et Modeles de Regression Multiple Avec Variable Moderatrice. Recherche et Applications en Marketing 17, 87-101.
Julie R. Irwin. 2001. Mediators and Moderators. Journal of Consumer Psychology, Special Issue on Methodological Concerns for the Experimental Behavior Researcher 10, 97-98.
Julie R. Irwin and Gary H. McClelland. 2001. Misleading Heuristics for Moderated Multiple Regression Models. Journal of Marketing Research 38, 100-109.
Janice Nadler, Julie R. Irwin, James H. Davis, Wing Tung Au, Adrian Rantilla, Kathleen Koesterer, and Paul Zarnoth. 2001. Order Effects in Individual and Group Policy Allocations. Group Processes and Intergroup Relations 4, 99-115.
Julie R. Irwin and Jonathan Baron. 2001. Response Mode Effects and Moral Values. Organizational Behavior and Human Decision Processes 84, 177-197.
Julie R. Irwin. 2001. Treating Individual Difference Predictors as Continuous or Categorical. Journal of Consumer Psychology, Special Issue on Methodological Concerns for the Experimental Behavior Researcher 10, 51-53.
Julie R. Irwin and Jonathan Baron. 2001. Values and Decisions, in Wharton on Making Decisions, Stephen H. Hoch, Howard Kunreuther, and Robert E. Gunther, eds. John Wiley and Sons, 308-327.
Rajagopal Raghunathan and Julie R. Irwin. 2001. Walking the Hedonic Product Treadmill: Default Contrast and Mood-Based Assimilation Effects in Judgments of Predicted Happiness with Target Product. Journal of Consumer Research 28(3), 355-368.
Jordan Louviere, Robert Meyer, David Bunch, Richard Carson, Benedict Dellafert, Michael Hanneman, David Hensher, Julie R. Irwin, and Marc Roubens. 1999. Combining Sources of Preference Information. Marketing Letters 10, 205-218.
Julie R. Irwin, Gary H. McClelland, Mike McKee, William D. Schulze, and N. Elizabeth Norden. 1998. Payoff Dominance Versus Cognitive Transparency in Decision Making. Economic Inquiry 36, 272-285.
Eloise Coupey, Julie R. Irwin, and John W. Payne. 1998. Product Familiarity and the Expression of Preferences. Journal of Consumer Research 25, 459-468.
Julie R. Irwin and Lawrence E. Jones. 1998. SINDSCAL Source Weight Transformations are Not Always Necessary or Desirable: Reply to Hodgkinson. Journal of Behavioral Decision Making 11, 79-84.
Craig R. Fox and Julie R. Irwin. 1998. The Role of Context in the Communication of Uncertain Beliefs. Basic and Applied Social Psychology 20, 59-72.
Julie R. Irwin and Joan Scattone. 1997. Anomalies in the Valuation of Consumer Goods with Environmental Attributes. Journal of Consumer Psychology 6, 339-363.
Barbara E. Kahn, Eric Greenleaf, Julie R. Irwin, Alice M. Isen, Irwin P. Levin, Mary Frances Luce, Manuel C.F. Pontes, James Shanteau, Marv Vanhuele, and Mark J. Young. 1997. Examining Medical Decision Making from a Marketing Perspective. Marketing Letters 8, 361-375.
Julie R. Irwin, Lawrence E. Jones, and David Mundo. 1996. Risk Perception and Victim Perception: The Judgment of HIV Cases. Journal of Behavioral Decision Making 9, 1-22.
Julie R. Irwin and James H. Davis. 1995. Choice/Matching Preference Reversals in Groups: Consensus Processes and Justification-Based Reasoning. Organizational Behavior and Human Decision Processes 64, 325-339.
Julie R. Irwin. 1994. Buying/Selling Price Preference Reversals: Preference for Environmental Changes in Buying Versus Selling Modes. Organizational Behavior and Human Decision Processes 60, 431-457.
Julie R. Irwin. 1994. Elicitation Rules and Incompatible Goals. Behavioral and Brain Sciences 17, 20-21.
Julie R. Irwin, Paul Slovic, Sarah Lichtenstein, and Gary H. McClelland. 1993. Preference Reversals and the Measurement of Environmental Values. Journal of Risk and Uncertainty 6, 1-13.
Julie R. Irwin, Gary H. McClelland, and William D. Schulze. 1992. Hypothetical and Real Consequences in Experimental Auctions for Insurance Against Low-Probability Risks. Journal of Behavioral Decision Making 5, 107-116.
Julie R. Irwin and Rebecca Walker Naylor. "Ethical Decisions and Response Mode Compatibility: Weighting of Ethical Attributes in Consideration Sets Formed by Excluding versus Including Product Alternatives.". Journal of Marketing Research.

Professional Awards

CBA Foundation Research Excellence Award for Assistant Professors2000
NSF, Collab. Res. in Group Decision, Consensus Mechanisms, and Public Hazards, 1995-1999

Page last updated: 10/23/2014