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Dawn Iacobucci

E. Bronson Ingram Professor of Management in Marketing

Subject Area(s): Marketing


New paper on why it's ok to do a median split (see 'articles' below). Research on MBA BSchool Rankings (see 'articles' below). Teaching: Professor Iacobucci teaches Marketing Management to EMBAs and Marketing Models to MBAs. Professor Iacobucci served as Senior Associate Dean for the Owen School 2008-2010. Prior to joining Owen, Iacobucci was a Professor in Marketing at Wharton (UPenn; 2004-2007), Kellogg (Northwestern;1987-2004), and the University of Arizona (2001-2002). Iacobucci has taught at Instituto Superior de Economia e Gestao, Lisbon, Portugal; Luiss Guido Carli Libera Universita; Internazionale degli Studi Sociali, Rome; University of Maastricht, The Netherlands; Stockholm School of Economics, and others. Research: Professor Iacobucci conducts research on networks, customer satisfaction and service marketing, quantitative psychological research and high dimensional data models. She builds geeky network models for large social networks, structural models for international databases on customer perceptions of value, and statistical tests for mediation analyses. Iacobucci's research has appeared in such leading publications as Harvard Business Review, Journal of Consumer Psychology, Marketing Science, Journal of Marketing, Journal of Marketing Research, Psychometrika, Journal of Applied Psychology, Journal of Service Research. She was Editor for the Journal of Consumer Research and the Journal of Consumer Psychology. She has consulted for top MNCs.

Books: Marketing Models: Multivariate Statistics and Marketing AnalyticsMM4, Marketing Research: Methodological Foundations, Mediation Analysis, Kellogg on Marketing, Handbook on Services Marketing, Kellogg on Integrated Marketing, Networks in Marketing


B.S.,Illinois at Urbana-Champaign, 1982 Quantitative Psychology, 1985
M.S. in Statistics, 1985
Ph.D. in Quantitative Psychology, 1987
M.T.S. in Theological Studies, Garrett Evangelical Theological Seminary, Evanston, IL 1999

Research Interest(s):
Social networks, services marketing, customer satisfaction and quantitative psychological research

Area(s) of Expertise:
Marketing research, customer perceptions, service quality, networks, mediation analysis


Iacobucci, Dawn, Steven S. Posavac, Frank R. Kardes, Matthew J. Schneider, and Deidre L. Popovich (2015), "Toward a More Nuanced Understanding of the Statistical Properties of a Median Split," Journal of Consumer Psychology, 25 (4), 652-665.
Iacobucci, Dawn, Steven S. Posavac, Frank R. Kardes, Matthew J. Schneider, and Deidre L. Popovich (2015), "The Median Split: Robust, Refined, and Revived," Journal of Consumer Psychology, 25 (4), 690-704.
Paper on B-Schools Rankings Data: Iacobucci, Dawn (2013), "A Psychometric Assessment of the Businessweek, U.S. News & World Report, and Financial Times Rankings of Business Schools' MBA Programs," Journal of Marketing Education, 35 (3), 204-219.
Kusari, Sanjukta, Steve Hoeffler, and Dawn Iacobucci (2013), 'Trusting and Monitoring Business Partners throughout the Relationship Life Cycle," Journal of Business-to-Business Marketing 20, 119-138.

  Üstüner, Tuba and Dawn Iacobucci (2012), "Does Intra-Organizational Network-Embeddedness Improve Salespeople’s Effectiveness? A Task Contingency Perspective," Journal of Personal Selling & Sale Management, 32 (2), 187-205.

  Romàn, Sergio and Dawn Iacobucci (2010), "Antecedents and Consequences of Adaptive Selling Confidence and Behavior: A Dyadic Analysis of Salespeople and Their Customers," Journal of the Academy of Marketing Science, 38, 363-382.

Iacobucci, Dawn, Neela Saldanha and Jane Xiaoyan Deng (2007), "A Meditation on Mediation: Evidence That Structural Equations Models Perform Better than Regressions," Journal of Consumer Psychology 17 (2), 140-154.

Iacobucci, Dawn (ed.) (2001), Journal of Consumer Psychology’s Special Issue on Methodological and Statistical Concerns of the Experimental Behavioral Researcher, 10 (1&2), Mahwah, NJ: Lawrence Erlbaum Associates.

  Iacobucci, Dawn, and Stanley Wasserman (1988), "A General Framework for the Statistical Analysis of Sequential Dyadic Interaction Data," Psychological Bulletin, 103, 379-390. (I was networks before networks were cool!)

Media Mentions:
Backup dancer for Madonna.


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