Dr. Dhruv Grewal

Mende, Martin, Jenny van Doorn, Maura L. Scott, Ilana Shanks and Dhruv Grewal (forthcoming), “Rise of the Service Robots: How Humanoid Robots Influence Customers’ Service Experiences and Food Consumption,” Journal of Marketing Research. Prior version published as Marketing Science Institute Report No. 17-125.

Ordenes Villarroel, Francisco, Dhruv Grewal, Stephan Ludwig, Ko de Ruyter, Dominik Mahr, and Martin Wetzels (2019), “Cutting through Content Clutter: A Linguistic Approach to Consumer Message Sharing in Social Media,” Journal of Consumer Research.

Herhausen, Dennis, Stephan Ludwig, Dhruv Grewal, Jochen Wulf and Marcus Schoegel (forthcoming), “Detecting, Preventing, and Mitigating Online Firestorms in Brand Communities,” Journal of Marketing.

Dutta, Sujay, Abhijit Guha, Abhijit Biswas and Dhruv Grewal (2019), “Can Attempts to Delight Customers with Surprise Gains Boomerang? A Test using Low-price Guarantees,” Journal of the Academy of Marketing Science.

Ailawadi, Kusum L., Yu Ma, and Dhruv Grewal (2018), “The Club Store Effect: Impact of Shopping in Warehouse Club Stores on Consumers’ Packaged Food Purchases,” Journal of Marketing Research.

Grewal, Dhruv, Anne L. Roggeveen and Jens Nordfält (2016), “The Roles of Retailer Tactics and Customer-Specific Factors in Shopper Marketing: Substantive, Methodological and Conceptual Issues,” Journal of Business Research, 69 (March), 1009-1013. (Editorial).

Lindström. Anika, Hanna Berg, Jens Nordfält, Anne L. Roggeveen, and Dhruv Grewal (2016), “Does the Presence of a Mannequin Head Change Shopping Behavior?,” Journal of Business Research, 69 (February), 517-524.

Compeau, Larry D., Kent B. Monroe, Dhruv Grewal and Kristy Reynolds (2016), “Expressing and Defining Self and Relationships through Everyday Shopping Experiences,” Journal of Business Research, forthcoming. 69 (March), 1035-1042. (Invited and reviewed).

Aguirre, Elizabeth M., Dominik Mahr, Dhruv Grewal, Ko de Ruyter and Martin Wetzels (2015), “Unraveling the Personalization Paradox: The Effect of Information Collection and Trust-Building Strategies on Online Advertisement Effectiveness,” Journal of Retailing, 91 (1), 34-49.

Roggeveen, Anne L, Dhruv Grewal, Claudia Townsend and R. Krishnan (2015), “The Impact of Dynamic Presentation Format on Consumer Preferences for Hedonic Products and Services,” Journal of Marketing, 79 (November), 34-49.

Puccinelli, Nancy, Keith L. Wilcox and Dhruv Grewal (2015), “Consumers’ Response to Commercials: When the Energy Level in the Commercial Conflicts with the Media Context,” Journal of Marketing, 79 (March), 1-18. (Lead Article).

Mullins, Ryan, Daniel Bachrach, Adam Rapp, Dhruv Grewal and Lauren Skinner Beitelspacher (2015), “You Don’t Always Get What You Want, and You Don’t Always Want What You Get: An Examination of Control–Desire for Control Congruence in Transactional Relationships,” Journal of Applied Psychology, 100 (July), 1073-1088.

Grewal, Dhruv, Anne L. Roggeveen, Nancy M. Puccinelli and Charles Spence (2014), “Nonverbal and In-Store Communication in the Retail Environment: An Introduction,” Psychology & Marketing. 31 (7), 469-471. (Introductory Editorial for edited special issue).

Roggeveen, Anne L., Ronald Goodstein and Dhruv Grewal (2014), “Improving the Effect of Guarantees: The Role of a Retailer’s Reputation,” Journal of Retailing, 90 (1), 27-39.

Grewal, Dhruv, Anne L. Roggeveen and Joan Lindsey-Mullikin (2014), “The Contingent Effects of Semantic Price Cues,” Journal of Retailing, 90 (2), 198-205.

Coulter, Keith and Dhruv Grewal (2014), “Name-Letters and Birthday-Numbers: Implicit Egotism Effects in Pricing, Journal of Marketing, 78 (May). 102-120.

Spence, Charles, Nancy M. Puccinelli, Dhruv Grewal and Anne L. Roggeveen (2014), “Store Atmospherics: A Multisensory Perspective,” Psychology & Marketing, 31 (7). 472-488. (Invited paper in special issue).

Motyka, Scott, Dhruv, Grewal, Anne Roggeveen, Nancy M. Puccinelli, Tamer Avnet, Ahmad Daryanto, Ko de Ruyter and Martin Wetzels (2014), “Regulatory Fit: A Meta-Analytic Synthesis,” Journal of Consumer Psychology, Forthcoming – available online.

Biswas, Abhijit, Sandeep Bhowmick, Abhijit Guha and Dhruv Grewal (2013), “Consumer Evaluation of Sale Priced: Role of the Subtraction Principle,” Journal of Marketing, 77, (July), 49-66.

Puccinelli, Nancy, Rajesh Chandrashekeran, Dhruv Grewal and Rajneesh Suri (2013), “Are Men Seduced by Red? The Effect of Red vs. Black Prices on Price Perceptions,” Journal of Retailing, 89 (2), 115-25.Lead Article.

Grewal, Dhruv, Praveen Kopalle, Howard Marmorstein and Anne L. Roggeveen (2012), “Does Travel Time to Stores Matter? The Role of Merchandise Availability,” Journal of Retailing, 88 (3), 437-44.

Dutta, Sujay, Abe Biswas and Dhruv Grewal (2011), “Regret from Post-Purchase Discovery of Lower Market Prices: Do Price Refunds Help?” Journal of  Marketing, 75 (November), 124-138.

Bambauer-Sachse, Silke and Dhruv Grewal (2011), “Temporal Reframing of Prices: When is it Beneficial?” Journal of Retailing, 87 (2), 156–165.

Wilcox, Keith, Anne L. Roggeveen and Dhruv Grewal (2011), “Shall I Tell You Now or Later? Assimilation and Contrast in the Evaluation of Experiential Products,” Journal of Consumer Research, 38 (4), 763-773. 2011 Best Paper Award (La Londe Conference for Marketing Communications and Consumer Behavior).

Puccinelli, Nancy M., Scott Motyka and Dhruv Grewal (2010), “Can You Trust a Customer’s Expression? Insights into Nonverbal Communication in the Retail Context,” Psychology & Marketing,27(October), 964–988. (invited and reviewed though leader paper).

Biswas, Dipayan, Dhruv Grewal and Anne Roggeveen (2010), “How the Order of Sampled Experiential Products Affects Choice,”Journal of Marketing Research,47 (June), 508–519. Prior version of this paper received the Best Paper Award, Consumer Behavior Track, Winter AMA 2009.

Puccinelli, Nancy, Ronald C. Goodstein, Dhruv Grewal, Rob Price, Priya Raghubir, and David Stewart (2009), “Customer Experience Management in Retailing: Understanding the Buying Process,” Journal of Retailing, 85 (1), 15-30. Lead Article.  Top 10 Cited (JR articles published in the last five years) Extracted from Scopus (on Fri Mar 18 01:07:34 GMT 2011). Top 10 Downloaded (JR articles published in the last five years) Extracted from Scopus (on Fri Mar 18 01:07:34 GMT 2011). (invited thought leader paper). Elsevier—Journal of Retailing 2012 Certificate for Top Cited Article (top-10), 2007-2011.

Grewal, Dhruv, Anne Roggeveen and Michael Tsiros (2008), “The Effect of Compensation on Repurchase Intentions in Service Recovery”. Journal of Retailing,84 (4) 424–434. Paper was awarded the 2010 William R. Davidson JR Best Paper Award. 

Grewal, Dhruv, Gopalkrishnan Iyer, Jerry Gotlieb and Michael Levy (2007), “Developing a Deeper Understanding of Post-Purchase Perceived Risk and Behavioral Intentions in a Service Setting,” Journal of the Academy of Marketing Science, 35 (2), 250-258.

Estelami, Hooman, Dhruv Grewal and Anne L. Roggeveen (2007), “The Negative Effect of Policy Restrictions on Consumers’ Post-Purchase Reactions to Price-Matching Guarantees,” Journal of the Academy of Marketing Science, 35 (2), 208-219.

Dutta, Sujay, Abhijit Biswas and Dhruv Grewal (2007), “Low Price Signal Default:  An Empirical Investigation of its Consequences,” Journal of the Academy of Marketing Science, 35 (1), 76-88.

Roggeveen, Anne, Dhruv Grewal and Jerry Gotlieb (2006), “Does the Frame of a Comparative Ad Moderate the Effectiveness of Extrinsic Information Cues?,” Journal of Consumer Research, 33 (June), 115-122.

Lindsey-Mullikin, Joan and Dhruv Grewal (2006), “Imperfect Information: The Persistence of Price Dispersion on the Web,” Journal of the Academy of Marketing Science, 34 (2), 236-243.

Grewal, Dhruv and Joan Lindsey-Mullikin (2006), “The Moderating Role of the Price Frame on the Effects of Price Range and Number of Competitors on Consumers’ Search Intentions,” Journal of the Academy of Marketing Science, 34 (1), 55-62.

Chandrashekaran, Rajesh and Dhruv Grewal (2006), “Anchoring Effects of Advertised Reference Price and Sale Price: The Moderating Role of Saving Presentation Format,” Journal of Business Research, 59 (October), 1063-1071.

Miyazaki, Anthony, Dhruv Grewal, and Ronald C. Goodstein (2005), “The Effect of Multiple Extrinsic Cues on Quality Perceptions: A Matter of Consistency,” Journal of Consumer Research, 32 (June), 146-153.

Grewal, Dhruv, David Hardesty and Gopalkrishnan Iyer (2004), “The Effects of Buyer Identification and Purchase Timing on Consumers’ Perceptions of Trust, Price Fairness, and Repurchase Intentions,” Journal of Interactive Marketing, 18 (4), 87-100. (invited and reviewed paper).

Compeau, Larry, Joan Lindsey-Mullikin, Dhruv Grewal and Ross Petty, (2004) “Consumers’ Interpretations of the Semantic Phrases Found in Reference Price Advertisements,”Journal of Consumer Affairs, 38 (Summer), 178-187.

Grewal, Dhruv, Julie Baker, Michael Levy and Glenn Voss (2003), “The Effects of Wait Expectations and Store Atmosphere Evaluations on Patronage Intentions in Service-Intensive Retail Stores,” Journal of Retailing, 79 (4), 259-268. Prior version of the paper received the Stanley C. Hollander Best Retailing Paper, Academy of Marketing Science 2002 and the M. Wayne DeLozier Best Conference Paper, Academy of Marketing Science 2002.

Chandrashekaran, Rajesh and Dhruv Grewal (2003), “Assimilation of Advertised Reference Prices: The Moderating Role of Involvement.” Journal of Retailing, 79 (1), 53-62.

Compeau, Larry D., Dhruv Grewal and Rajesh Chandrashekaran (2002), “Comparative Price Advertising: Believe It or Not,” Journal of Consumer Affairs, 36 (Winter), 284-294.  Prior version of the paper received the Best Paper Award, Pricing Track, Winter American Marketing Association 2001.

Baker, Julie, A. Parasuraman, Dhruv Grewal and Glenn Voss (2002), “The Influence of Multiple Store Environment Cues on Perceived Merchandise Value and Patronage Intentions,” Journal of Marketing, 66 (April), 120-141.

Lassar, Walfried, M., Dhruv Grewal and Howard Marmorstein (1999), “Consumer Responses to the timing of Product Breakdowns in the Presence of Manufacturers’ Warranties,”Journal of Business & Psychology, 14 (Winter), 355-371.

Grewal, Dhruv, R. Krishnan, Julie Baker and Norm Borin (1998), “The Effect of Store Name, Brand Name and Price Discounts on Consumers’ Evaluations and Purchase Intentions, ” Journal of Retailing, 74 (Fall), 331-353.

Grewal, Dhruv, Kent B. Monroe and R. Krishnan (1998), “The Effects of Price Comparison Advertising on Buyers’ Perceptions of Acquisition Value, Transaction Value and Behavioral Intentions,” Journal of Marketing, 62 (April), 46-60.  Version of this was also published as a 1996 Marketing Science Institute Report. Reprinted in Legends in Marketing Series:  Kent B. Monroe: The Price-Quality-Value Relationship, Volume 3, New Delhi: Sage Publication (ed. Dhruv Grewal and Anne L. Roggeveen), 2011, pages 169-195.

Lassar, Walfried, Valerie S. Folkes, Dhruv Grewal and Carolyn Costley (1998), “Consumer Affective Reactions to Product Problems when the Timing of warranty expiration varies,” Journal of Business Research, 42 (July), 265-271.  Honorable Mention, Conference on Affect, University of California, Riverside 1995.

Compeau, Larry D., Dhruv Grewal and Kent B. Monroe (1998), “The Role of Prior Affect and Sensory Cues on Consumers’ Affective and Cognitive Responses and Overall Perceptions of Quality,” Journal of Business Research, 42 (July), 295-309. Reprinted in Legends in Marketing Series:  Kent B. Monroe: The Price-Quality-Value Relationship, Volume 3, New Delhi: Sage Publication (ed. Dhruv Grewal and Anne L. Roggeveen), 2011, pages 274-300.

Mangleburg, Tamara, M. Joseph Sirgy, Dhruv Grewal, Danny Axsom, Maria Hatzios, C. B. Claiborne and Trina Bogle (1998), “The Moderating Effect of Prior Experience in Consumers’ Use of User-Image Based Versus Utilitarian Cues in Brand Attitude,” Journal of Business & Psychology, 13 (Fall) 101-113.

Grewal, Dhruv, Sukumar Kavanoor, Edward F. Fern, Carolyn Costley, and James Barnes (1997), “Comparative Versus Noncomparative Advertising: A Meta-Analysis,” Journal of Marketing, 61 (October). 1-15. Lead Article. Reprinted in 1998: Publicité comparative versus non comparative : une méta-analyse, Recherche et Applications en. Marketing, 13, 2, 73-94. Lead Article.

Sirgy, M. Joseph, Dhruv Grewal, Tamara F. Mangleburg, Jae-ok Park, Kye-Sung Chon, C. B. Claiborne, J. S. Johar and Harold Berkman  (1997), “Assessing the Predictive Validity of Two Methods of Measuring Self-Image Congruence,” Journal of the Academy of Marketing Science, 25 (3), 229-241.  39^th most cited JAMS article as of 12/1/2011 on JAMS website. 

Mangleburg, Tamara F., Dhruv Grewal and Terry Bristol (1997), “Socialization, Gender and Adolescent’s Self Report of Their Generalized Use of Product Labels,” Journal of Consumer Affairs, 31 (2), 53-70.

Kavanoor, Sukumar, Dhruv Grewal and Jeff Blodgett (1997), “Ads Promoting OTC Medications: The Effect of Ad Format and Credibility on Beliefs, Attitudes and Purchase Intentions,” Journal of Business Research, 40 (November), 219-228.

Grewal, Dhruv, Howard Marmorstein and Arun Sharma (1996), “Communicating Price Information through Semantic Cues: The Moderating Effects of Situation and Discount Size,” Journal of Consumer Research, 23 (September), 148-155.

Grewal, Dhruv (1995), “Product Quality Expectations:  Towards An Understanding of Their Antecedents and Consequences,” Journal of Business and Psychology, 9 (Spring), 225-240.

Gotlieb, Jerry B., Dhruv Grewal and Stephen W. Brown (1994), “Consumer Satisfaction and Perceived Quality:  Complementary or Divergent Constructs?”  Journal of Applied Psychology, 79 (6), 875-885.

Grewal, Dhruv and Howard Marmorstein (1994), “Market Price Variation, Perceived Price Variation and Consumers’ Price Search Decisions for Durable Goods,” Journal of Consumer Research, 21 (December), 453-460.

Grewal, Dhruv, Jerry Gotlieb and Howard Marmorstein (1994), “The Moderating Effects of Message Framing and Source Credibility on the Price-perceived Risk Relationship,” Journal of Consumer Research, 21 (June), 145-153.

Grewal, Dhruv and Julie Baker (1994), “Do Retail Store Environmental Factors Affect Consumers’ Price Acceptability? An Empirical Examination,” International Journal of Research in Marketing, 11, 107-115.

Baker, Julie, Dhruv Grewal and A. Parasuraman (1994), “The Influence of Store Environment on Quality Inferences and Store Image,” Journal of the Academy of Marketing Science, 22 (4), 328-339.  Reprinted in Managing Services Marketing, 4th edition, John E.G. Bateson and K. Douglas Hoffman, Fort Worth, TX: Dryden Press (1999).  This article was abstracted as “The effect of store atmosphere on customer quality perceptions and store image,” Stores. New York: Jul 1995. Vol. 77, Issue 7; p. RR5 (1 page). 30^th most cited JAMS article as of 12/1/2011 on JAMS website. 

Marmorstein, Howard, Dhruv Grewal and Raymond P. H. Fishe (1992) “The Value of Time Spent in Price-Comparison Shopping: Survey and Experimental Evidence,” Journal of Consumer Research, 19 (June), 52-61.

Grewal, Dhruv and Larry D. Compeau (1992), “Comparative Price Advertising:  Informative or Deceptive?” Journal of Public Policy and Marketing, 11 (Spring), 52-62.

Ozanne, Julie L., Merrie Brucks and Dhruv Grewal (1992), “A Study of Information Search Behavior During the Categorization of New Products,” Journal of Consumer Research, 18 (March), 452-463.

Baker, Julie, Dhruv Grewal and Michael Levy (1992), “An Experimental Approach to Making Retail Store Environmental Decisions,” Journal of Retailing, 68 (Winter) 445-460.  This article was abstracted as “Using experiments to make store environment decisions,” Stores. New York: Oct 1993. Vol. 75, Issue. 10; p. RR6 (2 pages).

Dodds, William B., Kent B. Monroe and Dhruv Grewal (1991), “Effects of Price, Brand, and Store Information on Buyers’ Product Evaluations,” Journal of Marketing Research, 28 (August), 307-19. One of the most cited pricing articles and one of the most cited JMR articles.  Reprinted in Legends in Marketing Series:  Kent B. Monroe: The Price-Quality-Value Relationship, Volume 3, New Delhi: Sage Publication (ed. Dhruv Grewal and Anne L. Roggeveen), 2011, pages 89-115.