Dr. Dhruv Grewal

LATEST NEWS: New Book Coming in February 2016

The Roles of Retailer Tactics and Customer-Specific Factors in Shopper Marketing

Posted on: October 14th, 2015 by Dhruv

Grewal, Dhruv, Anne L. Roggeveen and Jens Nordfält (2015), “The Roles of Retailer Tactics and Customer-Specific Factors in Shopper Marketing: Substantive, Methodological and Conceptual Issues,” Journal of Business Research, forthcoming. (Editorial).

Does the Presence of a Mannequin Head Change Shopping Behavior?

Posted on: October 14th, 2015 by Dhruv

Lindström. Anika, Hanna Berg, Jens Nordfält, Anne L. Roggeveen, and Dhruv Grewal (2015), “Does the Presence of a Mannequin Head Change Shopping Behavior?,” Journal of Business Research, forthcoming.

Expressing and Defining Self and Relationships through Everyday Shopping Experiences

Posted on: October 14th, 2015 by Dhruv

Compeau, Larry D., Kent B. Monroe, Dhruv Grewal and Kristy Reynolds (2015), “Expressing and Defining Self and Relationships through Everyday Shopping Experiences,” Journal of Business Research, forthcoming. (Invited and reviewed).

Do Digital Displays Enhance Sales? Role of Retail Format and Message Content

Posted on: October 14th, 2015 by Dhruv

Roggeveen, Anne L, Jens Nordfält and Dhruv Grewal (2015), “Do Digital Displays Enhance Sales? Role of Retail Format and Message Content,” Journal of Retailing, forthcoming.

B2B channel partner programs: Disentangling gratitude and indebtedness

Posted on: October 14th, 2015 by Dhruv

Pelser, Pelser, Ko de Ruyter, Martin Wetzels, Dhruv Grewal, David Cox and Jacqueline van Beuningen (2015), “B2B channel partner programs: Disentangling gratitude and indebtedness,” Journal of Retailing, forthcoming.

Unraveling the Personalization Paradox: The Effect of Information Collection and Trust-Building Strategies on Online Advertisement Effectiveness

Posted on: October 14th, 2015 by Dhruv

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.

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.

Store Atmospherics: A Multisensory Perspective

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

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).

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.

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.

Maximizing Profits for a Multi-Category Catalog Retailer

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

George, Morris, V. Kumar and Dhruv Grewal (2013), “Maximizing Profits for a Multi-Category Catalog Retailer,” Journal of Retailing, 89 (4), 374-396.

Retailing in a Connected World

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

Grewal, Dhruv, Anne L. Roggeveen and Rodney C. Runyan (2013), “Retailing in a Connected World,” Journal of Marketing Management, 29 (3-4), 263-70. (editorial).

Does Travel Time to Stores Matter? The Role of Merchandise Availability

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

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.

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.

An Empirical Analysis of Extreme Cherry Picking Behavior of Consumers in the Frequently Purchased Goods Market

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

Talukdar,Debabrata, Dinesh K. Gauri and Dhruv Grewal (2010), “An Empirical Analysis  of Extreme Cherry Picking Behavior of Consumers in the Frequently Purchased Goods Market,” Journal of Retailing,86 (4), 336–354.  Paper was awarded the 2012 William R. Davidson JR Best Paper Award. 

Optimal Returns Policy Under Demand Uncertainty

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

Gurnani, Haresh, Arun Sharma and Dhruv Grewal (2010), “Optimal Returns Policy Under Demand Uncertainty,” Journal of Retailing, 86 (2), 137–147

Emerging Issues in Retailing Research

Posted on: September 18th, 2009 by Dhruv Grewal No Comments

Grewal, Dhruv and Michael Levy (2009), “Emerging Issues in Retailing Research,” Journal of Retailing, 85 (4), 522-526. (Invited Guest Editorial).

Customer Experience Management in Retailing: Understanding the Buying Process

Posted on: September 18th, 2009 by Dhruv Grewal No Comments

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.

Customer Experience Management: An Organizing Framework

Posted on: September 18th, 2009 by Dhruv Grewal No Comments

Grewal, Dhruv, Michael Levy and V. Kumar (2009), “Customer Experience Management: An Organizing Framework,” Journal of Retailing, 85 (1), 1-14. (Editorial). Top 10 Downloaded (JR articles published in the last five years) Extracted from Scopus (on Fri Mar 18 01:07:34 GMT 2011). Elsevier—Journal of Retailing 2012 Certificate for Top Cited Article (top-10), 2007-2011

Retailing Research: Past, Present and Future

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

Grewal, Dhruv and Michael Levy (2007), “Retailing Research: Past, Present and Future,” Journal of Retailing, 83 (4), 447-464. (Editorial). Top 10 Cited (JR articles published in the last five years) Extracted from Scopus (on Fri Mar 18 01:07:34 GMT 2011). Elsevier—Journal of Retailing 2012 Certificate for Top Cited Article (top-10), 2007-2011

Passing the Baton, Journal of Retailing 2001-2007

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

Grewal, Dhruv and Michael Levy (2007), “Passing the Baton, Journal of Retailing 2001-2007,” Journal of Retailing, 83 (4), 371-372.  (Editorial)

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.

Publishing Perspectives from the Editors

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

Levy, Michael and Dhruv Grewal (2007), “Publishing Perspectives from the Editors,” Journal of Retailing, 83 (3), 247-252. (Editorial)

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.

The Concept of the “Big Middle”

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

Levy, Michael, Dhruv Grewal, Robert A. Peterson and Bob Connolly (2005), “The Concept of the “Big Middle”,” Journal of Retailing, (Editorial), 81 (2), 83-88. Reprinted in 2006 in International Retail and Marketing Review, 2 (1) 38-45. 

Retail Branding and Customer Loyalty: An Overview

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

Grewal, Dhruv, Michael Levy, and Donald Lehmann (2004), “Retail Branding and Customer Loyalty: An Overview,” Journal of Retailing, 80 (4), ix-xii. (Editorial).

Internet Retailing: Enablers, Limiters and Market Consequences

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

Grewal, Dhruv, Gopalkrishnan R. Iyer and Michael Levy (2004), “Internet Retailing: Enablers, Limiters and Market Consequences,” Journal of Business Research, 57 (7), 703-713. (invited though leader paper).

Loyalty in e-Tailing: A Conceptual Framework

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

Grewal, Dhruv Joan Lindsey-Mullikin, and Jeanne Munger (2003), “Loyalty in e-Tailing: A Conceptual Framework,” Journal of Relationship Marketing, 2 (3/4), 31-49. Reprinted in Customer Relationship Marketing in Electronic Markets (2003), Gopalkrishnan R. Iyer and David Bejou (Editors), Hawthorne Press Inc, 31-50. (invited and reviewed thought leader paper).

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.

Editorial: Passing the Baton

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

Levy, Michael and Dhruv Grewal (2001), “Editorial: Passing the Baton,” Journal of Retailing,77 (Winter) 429-434.  (Editorial).

Supply Chain Management in a Networked Environment

Posted on: September 18th, 2000 by Dhruv Grewal No Comments

Levy, Michael and Dhruv Grewal (2000), “Supply Chain Management in a Networked Environment,” Journal of Retailing, 76 (4), 415-429. (Editorial).

Retail Environment, Self-Congruity, and Retail Patronage: An Integrative Model and a Research Agenda

Posted on: September 18th, 2000 by Dhruv Grewal No Comments

Sirgy, M. Joseph, Dhruv Grewal and Tamara Mangleburg (2000), “Retail Environment, Self-Congruity, and Retail Patronage: An Integrative Model and a Research Agenda,” Journal of Business Research, 49 (2), 127-138.

Planning Merchandising Decisions to Account for Regional and Product Assortment Differences

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

Grewal, Dhruv, Michael Levy, Anuj Mehrotra and Arun Sharma (1999), “Planning Merchandising Decisions to Account for Regional and Product Assortment Differences,” Journal of Retailing, 75 (3), 405-424.

Consumer Responses to the timing of Product Breakdowns in the Presence of Manufacturers’ Warranties

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

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.

Consumer Affective Reactions to Product Problems when the Timing of warranty expiration varies

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

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.

he Role of Prior Affect and Sensory Cues on Consumers’ Affective and Cognitive Responses and Overall Perceptions of Quality

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

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.

The Moderating Effect of Prior Experience in Consumers’ Use of User-Image Based Versus Utilitarian Cues in Brand Attitude

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

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.

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.

Assessing the Predictive Validity of Two Methods of Measuring Self-Image Congruence

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

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.  39th most cited JAMS article as of 12/1/2011 on JAMS website. 

Socialization, Gender and Adolescent’s Self Report of Their Generalized Use of Product Labels

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

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.

Ads Promoting OTC Medications: The Effect of Ad Format and Credibility on Beliefs, Attitudes and Purchase Intentions

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

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.

Development of a Multidimensional Measure of Perceived Product Quality

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

Stone-Romero, Eugene, Diana L. Stone and Dhruv Grewal (1997), “Development of a Multidimensional Measure of Perceived Product Quality,” Journal of Quality Management, 2 (1), 87-111.

The Influence of Store Environment on Quality Inferences and Store Image

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

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). 30th most cited JAMS article as of 12/1/2011 on JAMS website. 

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.

An Experimental Approach to Making Retail Store Environmental Decisions

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

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).

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