Dr. Dhruv Grewal

LATEST NEWS: New Book Coming in February 2016

ersonalizing Online, Social, and Mobile Communications

Posted on: October 14th, 2015 by Dhruv

Aguirre, Elizabeth M., Dhruv Grewal, Anne L. Roggeveen and Martin Wetzels (2015), “Personalizing Online, Social, and Mobile Communications: Opportunities and Challenges,” Journal of Consumer Marketing, (conditional acceptance). (Invited and reviewed).

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).

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).

Engaging Students with Social Media

Posted on: October 14th, 2015 by Dhruv

Bal, Anjali, Dhruv Grewal, Adam Mills and Gary Ottley (2015), “Engaging Students with Social Media,” Journal of Marketing Education, forthcoming. (Invited and reviewed).

Mobile Advertising: A Framework and Research Agenda

Posted on: October 14th, 2015 by Dhruv

Grewal, Dhruv, Yakov Bart, Martin Spann and Peter Pal Zubcsek (2015), “Mobile Advertising: A Framework and Research Agenda,” Journal of Interactive Marketing, conditional acceptance.

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.

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

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.

Nonverbal and In-Store Communication in the Retail Environment: An Introduction

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

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).

Improving the Effect of Guarantees: The Role of a Retailer’s Reputation

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

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.

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.

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.

Understanding Social Media Effects Across Seller, Retailer, and Consumer Interactions

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

Rapp, Adam, Lauren Bietelspacher, Dhruv Grewal and Doug Hughes (2013), “Understanding Social Media Effects Across Seller, Retailer, and Consumer Interactions,” Journal of the Academy of Marketing Science, 41 (September), 547-566.

Fix It or Leave It: Customer Recovery from Self-Service Technology Failures

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

Zhu, Zhen, Cheryl Nakata, K. Sivakumar and Dhruv Grewal (2013), “Fix It or Leave It: Customer Recovery from Self-Service Technology Failures,” Journal of Retailing, 89 (1), 15-29.

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.

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).

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).

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.

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.  

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

Can You Trust a Customer’s Expression? Insights into Nonverbal Communication in the Retail Context

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

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).

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).

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

Understanding the Retail Managers’ Role in the Sales of Products and Services

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

Arnold, Todd, Robert W. Palmatier, Dhruv Grewal and Arun Sharma (2009), “Understanding the Retail Managers’ Role in the Sales of Products and Services,” Journal of Retailing, 85 (2), 129–144.Lead Article. Paper was awarded the 2011 William R. Davidson JR Honorable Mention Paper Award. 

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

Understanding the Determinants of Retail Strategy: An Empirical Analysis

Posted on: September 18th, 2008 by Dhruv Grewal No Comments

Gauri, Dinesh K., Minakshi Trivedi and Dhruv Grewal (2008), “Understanding the Determinants of Retail Strategy: An Empirical Analysis,” Journal of Retailing,84 (3) 256–267. Paper was awarded the 2010 William R. Davidson JR Honorable Mention Paper Award. 

The Effect of Compensation on Repurchase Intentions in Service Recovery

Posted on: September 18th, 2008 by Dhruv Grewal No Comments

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. 

Building Store Loyalty through Service Strategies

Posted on: September 18th, 2008 by Dhruv Grewal No Comments

Grewal, Dhruv, R. Krishnan and Joan Lindsey-Mullikin (2008), “Building Store Loyalty through Service Strategies,” Journal of Relationship Marketing,7(4), 341-358.

Understanding the Role of Complaint Handling on Consumer Loyalty in Service Relationships

Posted on: September 18th, 2008 by Dhruv Grewal No Comments

Rothenbarger, Sandra, Dhruv Grewal and Gopalkrishnan Iyer (2008), “Understanding the Role of Complaint Handling on Consumer Loyalty in Service Relationships,” Journal of Relationship Marketing, 7(4), 358-376.

Self-Service Technology Effectiveness: The Roles of Design Features and Individual Traits

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

Zhen Zhu, Cheryl Nakata, K. Sivakumar and Dhruv Grewal (2007), “Self-Service Technology Effectiveness: The Roles of Design Features and Individual Traits,” Journal of the Academy of Marketing Science, 35 (4), 492-506.

Developing a Deeper Understanding of Post-Purchase Perceived Risk and Behavioral Intentions in a Service Setting

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

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.

SERVCON: Development and Validation of a Multidimensional Service Convenience Scale

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

Seiders, Kathleen, Glenn B. Voss, Andrea L. Godfrey and Dhruv Grewal (2007), “SERVCON: Development and Validation of a Multidimensional Service Convenience Scale,” Journal of the Academy of Marketing Science, 35 (1), 144-156.

Six Strategies for competing through services: An agenda for future research

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

Bolton, Ruth N., Dhruv Grewal and Michael Levy (2007), “Six Strategies for competing through services: An agenda for future research,” Journal of Retailing, 83 (1), 1-4. (Editorial)

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.

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)

Challenges and Opportunities in Multichannel Customer Management

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

Neslin, Scott A., Dhruv Grewal, Robert Leghorn, Venkatesh Shankar, Miriji L. Teerling, Jacquelyn S. Thomas and Peter C. Verhoef (2006), “Challenges and Opportunities in Multichannel Customer Management,” Journal of Services Research, 9 (2), 95-112. Lead Article. (invited though leader paper).

Consumer Responses to Service Recovery Strategies: The Moderating Role of Online versus Offline Environment

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

Harris, Katherine E., Dhruv Grewal, Lois A. Mohr and Kenneth L. Bernhardt (2006), “Consumer Responses to Service Recovery Strategies: The Moderating Role of Online versus Offline Environment,” Journal of Business Research, 59 (April), 425-431.

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.

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.

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. 

An Examination of Moderators of the Effects of Customers’ Evaluation of Employee Courtesy on Attitude Toward the Service Firm

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

Gotlieb, Jerry, Dhruv Grewal, Michael Levy and Joan Lindsey-Mullikin (2004), “An Examination of Moderators of the Effects of Customers’ Evaluation of Employee Courtesy on Attitude Toward the Service Firm,” Journal of Applied Social Psychology, 34 (April), 825-847.

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.

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).

he Effects of Wait Expectations and Store Atmosphere Evaluations on Patronage Intentions in Service-Intensive Retail Stores

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

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.

Determinants of Online Channel Use and Overall Satisfaction with a Relational, Multichannel Service Provider

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

Montoya-Weiss, Mitzi, Glenn Voss and Dhruv Grewal (2003), “Determinants of Online Channel Use and Overall Satisfaction with a Relational, Multichannel Service Provider”, Journal of the Academy of Marketing Science, 31 (Fall), 448-458.  Prior version of this paper received the Best Paper Award, Technology Track, Summer AMA 2000. Version of this was also published as a 2003 Marketing Science Institute Report. 49th most cited JAMS article as of 12/1/2011 on JAMS website. 

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).

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).

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.

Personal Selling in Retail Settings: How Does the Internet and Related Technologies Enable and Limit Successful Selling?

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

Grewal, Dhruv, Michael Levy and Greg W. Marshall (2002), “Personal Selling in Retail Settings: How Does the Internet and Related Technologies Enable and Limit Successful Selling? Journal of Marketing Management 18 (3-4) April 2002, pp. 301-316. (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.

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.

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.

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).

Serving Customers and Consumers Effectively in the Twenty-First Century: A Conceptual Framework and Overview

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

Parasuraman, A. and Dhruv Grewal (2000), “Serving Customers and Consumers Effectively in the Twenty-First Century: A Conceptual Framework and Overview,” Journal of the Academy of Marketing Science, 28 (Winter), 9-16. (Editorial).

The Impact of Technology on the Quality-Value-Loyalty Chain: A Research Agenda

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

Parasuraman, A. and Dhruv Grewal (2000), “The Impact of Technology on the Quality-Value-Loyalty Chain: A Research Agenda,” Journal of the Academy of Marketing Science, 28 (Winter), 168-174. 18th most cited JAMS article as of 12/1/2011 on JAMS website. (invited though leader paper).

The Moderating Effects of The Service Context on the Relationship Between Price and Post-Consumption Perceptions of Service Quality

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

Grewal, Dhruv, Jerry Gotlieb and Howard Marmorstein (2000), “The Moderating Effects of The Service Context on the Relationship Between Price and Post-Consumption Perceptions of Service Quality,” Journal of Business & Psychology, 14 (Summer), 579-591.  

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.

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).

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.

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.

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.

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.

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.

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.

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,

The Customer Satisfaction/Logistics Interface

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

Sharma, Arun, Dhruv Grewal and Michael Levy (1995), “The Customer Satisfaction/Logistics Interface,” Journal of Business Logistics, 16 (2), 1-21.

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.

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.

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.

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. 

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.

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).

The Effect of Salesforce Behavior on Customer Satisfaction: An Interactive Framework

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

Grewal, Dhruv and Arun Sharma (1991), “The Effect of Salesforce Behavior on Customer Satisfaction:  An Interactive Framework,” Journal of Personal Selling and Sales Management, 11 (3), 13-23. This article was abstracted in The Selling Advantage, 4 (May), 1982, 1-2.

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.

Salesforce Turnover: Those Who Left and Those Who Stayed

Posted on: September 18th, 1989 by Dhruv Grewal No Comments

Fern, Edward F., Ramon A. Avila and Dhruv Grewal (1989), “Salesforce Turnover:  Those Who Left and Those Who Stayed,” Industrial Marketing Management, 18 (February), 1-9.  Lead article.

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