Dr. Dhruv Grewal

Grewal, Dhruv, Praveen L. Kopalle, and John Hulland (2024), “Addressing the Greatest Global Challenges (UN SDGs) with a Marketing Lens,” Journal of the Academy of Marketing Science. (editorial).

Grewal, Dhruv, Abhijit Guha, Stephanie M. Noble, and Kara Bentley (2024), “The Future of the Food Production – Consumption Chain: Fighting Food Insecurity, Loss, and Waste with Technology and Artificial Intelligence,” Journal of the Academy of Marketing Science. (invited and reviewed).

Shanks, Illana, Maura Scott, Martin Mende, Jenny van Doorn, and Dhruv Grewal (2024), “Cobotics and Its Power Dynamics: Establishing and Mitigating Unintended Consequences of Human-Robot Collaboration in Healthcare Services,” Journal of the Academy of Marketing Science.

Umashankar, Nita, Dhruv Grewal, Abhijit Guha, and Tim Bohling (2024), “Testing Work–Life Theory in Marketing: Evidence from Field Experiments on Social Media,” Journal of Marketing Research, 61 (2), 307-329.

Grewal, Dhruv, Carl-Philip Ahlbom, Stephanie M. Noble, Venkatesh Shankar, Unnati Narang, and Jens Nordfält (2023), “The Impact of In-Store Inspirational (vs. Deal-Oriented) Communication On Spending: The Importance of Activating Consumption Goal-Completion,” Journal of Marketing Research, 60 (6), 1071-1094.

Blut, Markus, Viktorija Kulikovskaja, Marco Hubert, Christian Brock, and Dhruv Grewal (2023), “Effectiveness of Engagement Initiatives Across Engagement Platforms: A Meta-Analysis,” Journal of the Academy of Marketing Science, 51 (September), 941-965.

Ahlbom, Carl-Philip, Anne L. Roggeveen, Dhruv Grewal, and Jens Nordfält (2023), “Understanding How Music Impacts Shopping on Weekdays and Weekends,” Journal of Marketing Research, 60 (5), 987-1007.

Herhausen, Dennis, Lauren Grewal, Krista Hill Cummings, Anne L. Roggeveen, Francisco Villarroel Ordenes, and Dhruv Grewal (2023), “Complaint Deescalation Strategies on Social Media,” Journal of Marketing, 87 (2), 210-231.

Guha, Abhijit, Timna Bressgott, Dhruv Grewal, Dominik Mahr, Martin Wetzel, and Elisa Schweiger (2023), “How Artificiality and Intelligence Affect Voice Assistant Evaluations,” Journal of the Academy of Marketing Science, 51 (4), 843-866.

Plangger, Kirk, Dhruv Grewal, Ko de Ruyter and Catherine Tucker (2022), “The Future of Digital Technologies in Marketing: A Conceptual Framework and an Overview,” Journal of the Academy of Marketing Science, 508 (6), 1125-134. (lead editorial, editor reviewed).

Ludwig, Stephan, Dennis Herhausan, Dhruv Grewal, Liliana Bove, Sabine Benoit, Ko De Ruyter and Peter Urwin (2022), “Communication in the Gig Economy: Buying and Selling in Online Freelance Marketplaces,” Journal of Marketing. 86 (4), 141-161, https://doi.org/10.1177/00222429211030841

Davenport, Thomas, Abhijit Guha and Dhruv Grewal (2021), “How to Design an AI Marketing Strategy What the technology can do today—and what’s next,” Harvard Business Review, 99 (July-August), 42-47.

Herhausen, Dennis, Oliver Emrich, Dhruv Grewal, Petra Kipfelsberger, and Marcus Schoegel (2020), “Face forward: How employees’ digital presence on service websites affects customer perceptions of website and employee service quality,” Journal of Marketing Research, 57 (5), 917-936.

Grewal, Dhruv, Stephanie Noble, Carl-Phillip Ahlbom, and Jens Nordfält (2020), “The Sales Impact of Using Handheld Scanners: Evidence from the Field,” Journal of Marketing Research, 57 (3), 527-547.

Grewal, Dhruv, John Hulland, Praveen Kopalle, and Elena Karahanna (2020), “The Future of Technology and Marketing: A Multidisciplinary Perspective,” Journal of the Academy of Marketing Science. 48(1), 1-8. (opening editorial).

Grewal, Dhruv, Stephanie Noble, Anne L. Roggeveen, and Jens Nordfält (2020), “The Future of In-Store Technology,” Journal of the Academy of Marketing Science, 48(1), 96-113. (invited and reviewed).

Davenport, Thomas, Abhijit Guha, Dhruv Grewal and Timna Bressgott (2020), “The Impact of AI on Marketing,” Journal of the Academy of Marketing Science, 48 (1), 24-42. (invited and reviewed).

Meyer, Jan-Hinrich, Ko De Ruyter, Dhruv Grewal, Kathleen Cleeren, Debbie Isobel Keeling, and Scott Motyka (2020), “Categorical Versus Dimensional Thinking: Improving Anti-Stigma Campaigns by Matching Health Message Frames and Implicit Worldviews,” Journal of the Academy of Marketing Science, 48 (2), 222-245.

Iyer, Gopalkrishnan, Markus Blut, Sarah Hong Xiao, and Dhruv Grewal (2020), “Impulse Buying: A Meta-Analytic Review,” Journal of the Academy of Marketing Science, 48 (3), 384-404.

Roy, Subhadip, Abhijit Guha, Abhijit Biswas and Dhruv Grewal (2019), “Celebrity endorsements in emerging markets: Align endorsers with brands represented, or with consumers targeted?” Journal of International Business Studies, 50 (April), 295-317.

Mende, Martin, Jenny van Doorn, Maura L. Scott, Dhruv Grewal, and Ilana Shanks (2019), “Rise of the Service Robots: How Humanoid Robots Influence Customers’ Service Experiences and Food Consumption,” Journal of Marketing Research, 56 (4), 535-556.

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

Herhausen, Dennis, Stephan Ludwig, Dhruv Grewal, Jochen Wulf and Marcus Schoegel (2019), “Detecting, Preventing, and Mitigating Online Firestorms in Brand Communities,” Journal of Marketing, 83 (3), 1-21.

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

Beitelspacher, Lauren, Adam Rapp, Tom Baker and Dhruv Grewal (2018), “Understanding the Long-Term Implications of Retailer Returns in Business-to-Business Relationships,” Journal of the Academy of Marketing Science.

Grewal, Dhruv, Nancy Puccinelli, and Kent B. Monroe (2018). “Meta-Analysis: Integrating Accumulating Knowledge,” Journal of the Academy of Marketing Science, 46 (1), 9-30.

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

Aguirre, Elizabeth, Dominik Mahr, Ko de Ruyter, Dhruv Grewal, Jan Pelser, and Martin Wetzels (2018), “The Effect of Review Writing on Learning Engagement in Channel Partner Relationship Management,” Journal of Marketing.

Guha, Abhijit, Abhijit Biswas, Dhruv Grewal, Swati Verma, Somak Banerjee, and Jens Nordfält (2018), “Reframing the Price Discount using the Sale Price as the Referent: Does it make the Price Discount More Attractive?” Journal of Marketing Research, 55 (3), 339-351.

Guha, Abhijit, Abhijit Biswas, Dhruv Grewal, Sandeep Bhowmick, and Jens Nordfält (2018), “An Empirical Analysis of the Joint Effects of Shoppers’ Goals and Attribute Display on Shoppers’ Evaluations,” Journal of Marketing, 82 (3), 142-156.

Grewal, Dhruv, Carl-Phillip Ahlbom, Stephanie Noble, Lauren Beitelspacher, and Jens Nordfält (2018), “In-Store Mobile Phone Use and Customer Shopping Behavior: Evidence from the Field,” Journal of Marketing, 82 (4), 102-126.

Schroll, Roland, Benedikt Schnurr and Dhruv Grewal (2018), “Humanizing Products with Handwritten Typeface,” Journal of Consumer Research.

Motyka, Scott, Dhruv Grewal, Elizabeth Aguirre, Dominik Mahr, Ko de Ruyter, and Martin Wetzels (2018), “The Emotional Review–Reward Effect: How Do Reviews Increase Impulsivity?,” Journal of the Academy of Marketing Science.

Ordenes Villarroel, Francisco, Stephan Ludwig, Ko de Ruyter, Dhruv Grewal and Martin Wetzels (2017), “Unveiling What Is Written in the Stars: Analyzing Explicit, Implicit, and Discourse Patterns of Sentiment in Social Media,” Journal of Consumer Research, 43 (6), 875-894. (Lead article).

Motyka, Scott, Rajneesh Suri, Dhruv Grewal and Chiranjeev Kohli (2016), “Disfluent vs. Fluent Price Offers: Paradoxical Role of Processing Disfluency,” Journal of the Academy of Marketing Science, 44 (5), 627-638.

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

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

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

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

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.

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.

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.

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.

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.

Roggeveen, Anne L., Michael Tsiros and Dhruv Grewal (2012), “Understanding the Co-Creation Effect: When Does Collaborating with Customers Provide a Lift to Service Recovery?” Journal of the Academy of Marketing Science, 40 (6), 771-790.

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.

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).

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.

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

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.

Grewal, Dhruv, Gopalkrishnan Iyer, Wagner Kamakura, Anuj Mehrotra and Arun Sharma (2009), “Evaluation of subsidiary marketing performance: combining process and outcome performance metrics,” Journal of the Academy of Marketing Science, 37 (2), 117–129. [Reprinted in Data Envelopment Analysis: A handbook of Empirical Studies and Applications, ed. J. Zhu, Springer, (2016: forthcoming).]

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.

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.

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.

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.

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.

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.

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.

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

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

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

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.

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. 

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.

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

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.

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.

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).

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. 18^th most cited JAMS article as of 12/1/2011 on JAMS website. (invited though leader paper).

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.

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.

Samli, A. Coskun, Dhruv Grewal and Sanjeev K. Mathur (1988), “International Industrial Buyer Behavior: An Exploration and a Proposed Model,” Journal of the Academy of Marketing Science, 16 (2), 19-29.

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

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

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.

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

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

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

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

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

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.

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.

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.