Dr. Dhruv Grewal

LATEST NEWS: New Book Coming in February 2016

Amount off versus percentage off: When does it matter?

Posted on: October 14th, 2015 by Dhruv

González Hernández, Eva, Eduardo Esteva, Anne L. Roggeveen and Dhruv Grewal (2015), “Amount off versus percentage off: When does it matter?,” Journal of Business Research, forthcoming. (Invited and reviewed).

Disfluent vs. Fluent Price Offers: Paradoxical Role of Processing Disfluency

Posted on: October 14th, 2015 by Dhruv

Motyka, Scott, Rajneesh Suri, Dhruv Grewal and Chiranjeev Kohli (2015), “Disfluent vs. Fluent Price Offers: Paradoxical Role of Processing Disfluency,” Journal of the Academy of Marketing Science, forthcoming

Pricing in the Modern World: The Role of Price-Related and Non-Price Related Cues

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

Grewal, Dhruv, Anne L. Roggeveen and Jens Nordfält (2014), “Pricing in the Modern World: The Role of Price-Related and Non-Price Related Cues,” Journal of Product & Brand Management, forthcoming, (editorial).

The Accuracy of Scanned Prices

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

Hardesty, David, Ronnie Goodstein, Dhruv Grewal, Anthony Miyazaki and Praveen Kopalle (2014), “The Accuracy of Scanned Prices,” Journal of Retailing, 90 (2). 291-300.

The Contingent Effects of Semantic Price Cues

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

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

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.

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.

Are Men Seduced by Red? The Effect of Red vs. Black Prices on Price Perceptions

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

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.

Retail Value–Based Pricing Strategies: New Times, New Technologies, New Consumers

Posted on: September 18th, 2012 by Dhruv Grewal No Comments

Grewal, Dhruv, Anne L. Roggeveen, Larry D. Compeau and Michael Levy (2012), “Retail Value–Based Pricing Strategies: New Times, New Technologies, New Consumers,” Journal of Retailing, 88 (1), 1-6(editorial).

Evolving Pricing Practices: The Role of New Business Models

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

Grewal, Dhruv, Anne L. Roggeveen, Larry D. Compeau and Michael Levy (2011), Evolving Pricing Practices: The Role of New Business Models,” Journal of Product & Brand Management.20 (7), 510–513 (editorial).

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.

Temporal Reframing of Prices: When is it Beneficial?

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

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

Innovation in Retail Pricing and Promotions

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

Grewal, Dhruv, Kusum Ailawadi, Dinesh Gauri, Kevin Hall, Praveen Kopalle and Jane Robertson (2011), “Innovation in Retail Pricing and Promotions,” Journal of Retailing, 87S (1), S43-S52.  

Strategic Online and Offline Retail Pricing: A Review and A Research Agenda

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

Grewal, Dhruv, Ram Janakiraman, Kirthi Kalyanam, P. K. Kannan, Brian Ratchford, Reo Song and Stephen Tolerico (2010), “Strategic Online and Offline Retail Pricing: A Review and A Research Agenda,” Journal of Interactive Marketing. 24 (May), 138-154. (invited thought leader paper).

The Negative Effect of Policy Restrictions on Consumers’ Post-Purchase Reactions to Price-Matching Guarantees

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

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.

Comparison of Consumer Reactions to Price-Matching Guarantees in Internet and Bricks-and-Mortar Retail Environments

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

Kukar-Kinney, Monika and Dhruv Grewal (2007), “Comparison of Consumer Reactions to Price-Matching Guarantees in Internet and Bricks-and-Mortar Retail Environments,” Journal of the Academy of Marketing Science, 35 (2), 197-207.

Low Price Signal Default: An Empirical Investigation of its Consequences

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

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.

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.

Imperfect Information: The Persistence of Price Dispersion on the Web

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

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.

The Moderating Role of the Price Frame on the Effects of Price Range and Number of Competitors on Consumers’ Search Intentions

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

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.

Anchoring Effects of Advertised Reference Price and Sale Price: The Moderating Role of Saving Presentation Format

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

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.

Consumer Willingness to Claim a Price-Matching Refund: A Look into the Process

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

Kukar-Kinney, Monika and Dhruv Grewal (2006), “Consumer Willingness to Claim a Price-Matching Refund: A Look into the Process,” Journal of Business Research, 59, 11-18.

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.

Emerging trends in retail pricing practice: implications for research

Posted on: September 18th, 2004 by Dhruv Grewal No Comments

Levy, Michael, Dhruv Grewal, Praveen Kopalle and James Hess (2004), “Emerging trends in retail pricing practice: implications for research,” Journal of Retailing, 80(3), xiii-xxi (Editorial). Reprinted in 2007 in International Retail and Marketing Review, 3 (May) 1-14. 

he Effects of Buyer Identification and Purchase Timing on Consumers’ Perceptions of Trust, Price Fairness, and Repurchase Intentions

Posted on: September 18th, 2004 by Dhruv Grewal No Comments

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).

Consumers’ Interpretations of the Semantic Phrases Found in Reference Price Advertisements

Posted on: September 18th, 2004 by Dhruv Grewal No Comments

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.

The Internet and the Price-Value-Loyalty Chain

Posted on: September 18th, 2003 by Dhruv Grewal No Comments

Grewal, Dhruv, Gopalkrishnan R. Iyer, R. Krishnan and Arun Sharma (2003), “The Internet and the Price-Value-Loyalty Chain,” Journal of Business Research, 56 (May),391-398. (invited though leader paper).

Assimilation of Advertised Reference Prices: The Moderating Role of Involvement

Posted on: September 18th, 2003 by Dhruv Grewal No Comments

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

The Influence of Internet-Retailing Factors on Price Expectations

Posted on: September 18th, 2003 by Dhruv Grewal No Comments

Grewal, Dhruv, Jeanne Munger, Gopalkrishnan R. Iyer and Michael Levy (2003), “The Influence of Internet-Retailing Factors on Price Expectations,”Psychology & Marketing, 20 (June), 477-493. (invited though leader paper).

Linking Web-Based Segmentation to Pricing Tactics

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

Iyer, Gopalkrishnan R., Anthony D. Miyazaki, Dhruv Grewal and Maria Giordano (2002), “Linking Web-Based Segmentation to Pricing Tactics,” Journal of Product & Brand Management, 11 (4/5), 288-302.

Comparative Price Advertising: Believe It or Not

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

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.

Value Creation in Markets: A Critical Area of Focus for Business-to-Business Markets.

Posted on: September 18th, 2001 by Dhruv Grewal No Comments

Sharma, Arun, R. Krishnan and Dhruv Grewal (2001), “Value Creation in Markets: A Critical Area of Focus for Business-to-Business Markets.” Industrial Marketing Management, 30 (4), 391-402.

The Effects of Alternative Price Promotional Methods on Consumers’ Product Evaluations and Purchase Intentions.

Posted on: September 18th, 2001 by Dhruv Grewal No Comments

Munger, Jeanne L. and Dhruv Grewal (2001), “The Effects of Alternative Price Promotional Methods on Consumers’ Product Evaluations and Purchase Intentions.” Journal of Product and Brand Management, 10 (3), 185-197.

Pricing and Public Policy: A Research Agenda and an Overview of the Special Issue

Posted on: September 18th, 1999 by Dhruv Grewal No Comments

Grewal, Dhruv and Larry D. Compeau (1999), “Pricing and Public Policy: A Research Agenda and an Overview of the Special Issue,” Journal of Public Policy & Marketing, 18 (Spring), 3-11.  (Editorial).

Comparative Price Advertising: An Integrative Review

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

Compeau, Larry D. and Dhruv Grewal (1998), “Comparative Price Advertising: An Integrative Review,” Journal of Public Policy & Marketing, 17 (Fall), 257-274.

The Effect of Store Name, Brand Name and Price Discounts on Consumers’ Evaluations and Purchase Intentions

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

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.

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.

A Model of the Influence of Marketing Objectives on Pricing Strategies in International Countertrade

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

Paun, Dorothy, Larry Compeau and Dhruv Grewal (1997), “A Model of the Influence of Marketing Objectives on Pricing Strategies in International Countertrade,” Journal of Public Policy & Marketing. 15 (Spring), 69-83.

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.

Pricing Products in Inflationary Environments: The Combined Effect of Inflation, Hyperinflation and Interest Rates On Consumer and Firm Behavior

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

Grewal, Dhruv and Walter Zinn (1996), “Pricing Products in Inflationary Environments:  The Combined Effect of Inflation, Hyperinflation and Interest Rates On Consumer and Firm Behavior,” Pricing Strategy & Practice: An International Journal, 4 (1), 4-16,

Product Quality Expectations: Towards An Understanding of Their Antecedents and Consequences

Posted on: September 18th, 1995 by Dhruv Grewal No Comments

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

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.

Adjudicating Claims of Deceptive Advertised Reference Prices: The Use of Empirical Evidence

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

Compeau, Larry D., Dhruv Grewal and Diana S. Grewal (1994), “Adjudicating Claims of Deceptive Advertised Reference Prices:  The Use of Empirical Evidence,” Journal of Public Policy & Marketing, 14 (Fall), 52-62.

Adding Value by Communicating Price Deals Effectively: Does it Matter How You Phrase It?

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

Compeau, Larry D. and Dhruv Grewal (1994), “Adding Value by Communicating Price Deals Effectively:  Does it Matter How You Phrase It?” Pricing Strategy & Practice:  An International Journal, 2 (2), 28-36.

Do Retail Store Environmental Factors Affect Consumers’ Price Acceptability? An Empirical Examination

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

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.

States’ Crackdown on Deceptive Price Advertising: Retail and Public Policy Implications

Posted on: September 18th, 1993 by Dhruv Grewal No Comments

Grewal, Dhruv, Diana S. Grewal and Larry D. Compeau (1993), “States’ Crackdown on Deceptive Price Advertising:  Retail and Public Policy Implications,” Pricing Strategy & Practice:  An International Journal, 1 (2), 33-40.

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.

Comparative Price Advertising: Informative or Deceptive?

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

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

Pricing Responsibility: The Retailer or the State?

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

Grewal, Dhruv and Diana S. Grewal (1991), “Pricing Responsibility:  The Retailer or the State?” Journal of the Academy of Marketing Science, 19 (Summer), 276-277.

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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