Dr. Dhruv Grewal

LATEST NEWS: New Book Coming in February 2016

The Impact of Dynamic Presentation Format on Consumer Preferences for Hedonic Products and Services

Posted on: October 14th, 2015 by Dhruv

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), forthcoming.

Consumers’ Response to Commercials: When the Energy Level in the Commercial Conflicts with the Media Context

Posted on: October 14th, 2015 by Dhruv

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).

You Don’t Always Get What You Want

Posted on: October 14th, 2015 by Dhruv

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.

Name-Letters and Birthday-Numbers: Implicit Egotism Effects in Pricing

Posted on: September 18th, 2014 by Dhruv Grewal No Comments

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

Regulatory Fit: A Meta-Analytic Synthesis

Posted on: September 18th, 2014 by Dhruv Grewal No Comments

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.

Consumer Evaluation of Sale Priced: Role of the Subtraction Principle

Posted on: September 18th, 2013 by Dhruv Grewal No Comments

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.

Soda versus Cereal and Sugar versus Fat: Drivers of Healthful Food Intake and the Impact of Diabetes Diagnosis

Posted on: September 18th, 2013 by Dhruv Grewal No Comments

Ma, Yu, Kusum L. Ailawadi and Dhruv Grewal (2013), “Soda versus Cereal and Sugar versus Fat: Drivers of Healthful Food Intake and the Impact of Diabetes Diagnosis,” Journal of Marketing, 77, (3), 101-120.

Relationship Velocity: Towards A Theory of Relationship Dynamics

Posted on: September 18th, 2013 by Dhruv Grewal No Comments

Palmatier, Robert, Mark Houston, Rajiv P. Dant and Dhruv Grewal (2013), “Relationship Velocity: Towards A Theory of Relationship Dynamics,” Journal of Marketing, 77 (1), 13-20. 2014 Journal of Marketing Harold H. Maynard Award Finalist.

Regret from Post-Purchase Discovery of Lower Market Prices: Do Price Refunds Help?

Posted on: September 18th, 2011 by Dhruv Grewal No Comments

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.

Shall I Tell You Now or Later? Assimilation and Contrast in the Evaluation of Experiential Products

Posted on: September 18th, 2011 by Dhruv Grewal No Comments

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).

Franchise Partnership and International Expansion: A Conceptual Framework and Research Propositions

Posted on: September 18th, 2011 by Dhruv Grewal No Comments

Grewal, Dhruv, Gopalkrishnan Iyer, Rajshekhar G. Javalgi and Lori Radulovich (2011), “Franchise Partnership and International Expansion: A Conceptual Framework and Research Propositions,” Entrepreneurial Theory & Practice, May 533-557.

An Empirical Investigation of the Impact of Gasoline Prices on Grocery Shopping Behavior

Posted on: September 18th, 2011 by Dhruv Grewal No Comments

Ma, Yu, Kusum L. Ailawadi, Dinesh Gauri and Dhruv Grewal (2011), “An Empirical Investigation of the Impact of Gasoline Prices on Grocery Shopping Behavior,” Journal of  Marketing, 75 (March), 18 –35. Version of this was also published as a 2010 Marketing Science Institute Report. Featured as lead article in Insights from MSI, Spring 2010

How the Order of Sampled Experiential Products Affects Choice

Posted on: September 18th, 2010 by Dhruv Grewal No Comments

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.

A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance

Posted on: September 18th, 2007 by Dhruv Grewal No Comments

Palmatier, Robert W, Rajiv Dant and Dhruv Grewal (2007), “A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance,” Journal of Marketing, 71(October), 172-194.

Does the Frame of a Comparative Ad Moderate the Effectiveness of Extrinsic Information Cues?

Posted on: September 18th, 2006 by Dhruv Grewal No Comments

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.

Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis

Posted on: September 18th, 2006 by Dhruv Grewal No Comments

Palmatier, Robert, Rajiv Dant, Dhruv Grewal and Kenneth Evans (2006), “Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis,” Journal of Marketing, 70(October), 136-153. Reprinted: Palmatier, Robert W., Rajiv P. Dant, Dhruv Grewal, and Kenneth R. Evans (2007), “Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis,” RAM: Recherche et Applications en Marketing, (In French) Volume 22 (Issue 1), 79-103.  Winner of the 2001 Luis W. Stern Award.  Most cited JM article in the 2006-2009 time period according to JM website 12-4-2010.

Do Satisfied Customers Buy More? Examining Moderating Influences in a Retailing Context

Posted on: September 18th, 2005 by Dhruv Grewal No Comments

Seiders, Kathleen, Glenn Voss, Dhruv Grewal and Andrea Godfrey(2005),Do Satisfied Customers Buy More?  Examining Moderating Influences in a Retailing Context,” Journal of Marketing, 69 (October), 26-43. Finalist for the Best Services Article Published in 2005 Award. Reprinted in 2012 in International Retail and Marketing Review, 8 (1) 38-60. 

The Effect of Multiple Extrinsic Cues on Quality Perceptions: A Matter of Consistency

Posted on: September 18th, 2005 by Dhruv Grewal No Comments

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.

Understanding Service Convenience

Posted on: September 18th, 2002 by Dhruv Grewal No Comments

Berry, Leonard, Kathleen Seiders and Dhruv Grewal (2002), “Understanding Service Convenience,” Journal of Marketing, 66 (July), 1-17.  Best Services Paper Award (2002), from the Services SIG presented at the Service Frontier Conference, October 2003. Lead Article.

The Influence of Multiple Store Environment Cues on Perceived Merchandise Value and Patronage Intentions

Posted on: September 18th, 2002 by Dhruv Grewal No Comments

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.

The Role of Price, Performance and Expectations in Determining Satisfaction in Service Exchanges

Posted on: September 18th, 1998 by Dhruv Grewal No Comments

Voss, Glenn, A. Parasuraman and Dhruv Grewal (1998), “The Role of Price, Performance and Expectations in Determining Satisfaction in Service Exchanges,” Journal of Marketing, 62 (October), 46-61.

The Effects of Price Comparison Advertising on Buyers’ Perceptions of Acquisition Value, Transaction Value and Behavioral Intentions

Posted on: September 18th, 1998 by Dhruv Grewal No Comments

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.

Comparative Versus Noncomparative Advertising: A Meta-Analysis

Posted on: September 18th, 1997 by Dhruv Grewal No Comments

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.

Communicating Price Information through Semantic Cues: The Moderating Effects of Situation and Discount Size

Posted on: September 18th, 1996 by Dhruv Grewal No Comments

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.

Consumer Satisfaction and Perceived Quality: Complementary or Divergent Constructs?

Posted on: September 18th, 1994 by Dhruv Grewal No Comments

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.

Market Price Variation, Perceived Price Variation and Consumers’ Price Search Decisions for Durable Goods

Posted on: September 18th, 1994 by Dhruv Grewal No Comments

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.

The Moderating Effects of Message Framing and Source Credibility on the Price-perceived Risk Relationship

Posted on: September 18th, 1994 by Dhruv Grewal No Comments

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.

The Value of Time Spent in Price-Comparison Shopping: Survey and Experimental Evidence

Posted on: September 18th, 1992 by Dhruv Grewal No Comments

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.

A Study of Information Search Behavior During the Categorization of New Products

Posted on: September 18th, 1992 by Dhruv Grewal No Comments

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.

Effects of Price, Brand, and Store Information on Buyers’ Product Evaluations

Posted on: September 18th, 1991 by Dhruv Grewal No Comments

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.

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