Dr. Dhruv Grewal

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

Grewal, Dhruv, Scott Motyka, and Michael Levy (2018), “The Evolution and Future of Retailing and Retailing Education,” Journal of Marketing Education, (invited and reviewed by co-editors).

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 Discount as a Comparison Against the Sale Price: Does It Make the Discount More Attractive?” Journal of Marketing Research.

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, Dhruv Grewal, Stephan Ludwig, Ko de Ruyter, Dominik Mahr, and Martin Wetzels (2018), “Cutting through Content Clutter: A Linguistic Approach to Consumer Message Sharing in Social Media,” Journal of Consumer Research.

Grewal, Dhruv, Anne L. Roggeveen, Rodney C. Runyan, Jens Nordfält, and Maria Elena Vazquez Lira (2017), “Retailing in Today’s World: Multiple Channels and Other Strategic Decisions Affecting Firm Performance,” Journal of Retailing and Consumer Services, 34, 261-263. (Editorial).

Dutta, Sujay, Atilla Yaprak and Dhruv Grewal (2017), “Fairness Perceptions of Retail Price Increases by Foreign and Domestic Brands: Role of Ethnocentric Beliefs, Profit Stickiness, and Contextual Information,” Journal of Business Research, 75 (June), 37-45.

Rafaeli, Anat, Daniel Altman, Dwayne D. Gremler, Ming-Hui Huang, Dhruv Grewal, Bala Iyer, A. Parasuraman and Ko de Ruyter (2017), “The Future of Frontline Research: Invited Commentaries,” Journal of Services Research, 20 (1), 91-99. (invited and editor reviewed).

Doorn, Jenny van, Martin Mende, Stephanie M. Noble, John Hulland, Amy L. Ostrom, Dhruv Grewal and J. Andrew Petersen (2017), “Domo   Arigato Mr. Roboto: The Emergence of Automated Social Presence in Customers’ Service Experiences,” Journal of Services Research, 20 (1), 43-58. (invited and reviewed)

Grewal, Dhruv, Anne Roggeveen, Jens Nordfält (2017), “The Future of Retailing,” Journal of Retailing, 93 (March), 1-6. (editorial).

Grewal, Dhruv, Anne Roggeveen, Rajendra Sisodia, and Jens Nordfält (2017), “Enhancing Customer Engagement Through Consciousness,” Journal of Retailing, 93 (March), 55-64. (invited and reviewed).

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).

Grewal, Dhruv, Anne L. Roggeveen and Jens Nordfält (2016), “The Roles of Retailer Tactics and Customer-Specific Factors in Shopper Marketing: Substantive, Methodological and Conceptual Issues,” Journal of Business Research, 69 (March), 1009-1013. (Editorial).

Lindström. Anika, Hanna Berg, Jens Nordfält, Anne L. Roggeveen, and Dhruv Grewal (2016), “Does the Presence of a Mannequin Head Change Shopping Behavior?,” Journal of Business Research, 69 (February), 517-524.

Compeau, Larry D., Kent B. Monroe, Dhruv Grewal and Kristy Reynolds (2016), “Expressing and Defining Self and Relationships through Everyday Shopping Experiences,” Journal of Business Research, forthcoming. 69 (March), 1035-1042. (Invited and reviewed).

González Hernández, Eva, Eduardo Esteva, Anne L. Roggeveen and Dhruv Grewal (2016), “Amount off versus percentage off: When does it matter?,” Journal of Business Research, 69 (March), 1022-1027. (Invited and reviewed).

Grewal, Dhruv, Yakov Bart, Martin Spann and Peter Pal Zubcsek (2016), “Mobile Advertising: A Framework and Research Agenda,” Journal of Interactive Marketing, 34 (May), 3-14. (Invited and reviewed). 2017 Journal of Interactive Marketing Best Paper Award (for paper published in 2016).

Roggeveen, Anne L, Jens Nordfält and Dhruv Grewal (2016), “Do Digital Displays Enhance Sales? Role of Retail Format and Message Content,” Journal of Retailing, 92 (March), 122-131. Paper was awarded the 2018 William R. Davidson JR Best Paper Award.

Aguirre, Elizabeth M., Anne L. Roggeveen, Dhruv Grewal, and Martin Wetzels (2016), “The personalization-privacy paradox: implications for new media,” Journal of Consumer Marketing, 33 (2), 98-110, (Invited and reviewed).

Roggeveen, Anne L. and Dhruv Grewal (2016), “Engaging Customers: The Wheel of Social Media Engagement,” Journal of Consumer Marketing, 33 (2), (editorial).

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.

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).

Bal, Anjali, Dhruv Grewal, Adam Mills and Gary Ottley (2015), “Engaging Students with Social Media,” Journal of Marketing Education, 37 (December), 190-203. (Invited and reviewed).

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

Pelser, Pelser, Ko de Ruyter, Martin Wetzels, Dhruv Grewal, David Cox and Jacqueline van Beuningen (2015), “B2B channel partner programs: Disentangling gratitude and indebtedness,” 91 (December), 660-678.

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.

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.

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).

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.

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, 23 (6), 397-400, (introductory editorial).

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

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

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

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).

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.

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.

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.

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.

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.

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

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).

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).

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.

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).

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.

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

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.  

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

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).

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).

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.

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. 

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

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. 

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

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.

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

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. 

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. 

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

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.

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.

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)

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.

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

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

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.

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

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).

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.

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.

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.

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.

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.

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. 

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.

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. 

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).

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.

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

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).

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.

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. 

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).

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

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).

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).

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.

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).

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.

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.

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.

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.

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.

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

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).

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.  

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

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.

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).

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.

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.

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.

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

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.

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.

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.

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.

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.

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.

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. 

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.

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.

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.

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.

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,

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

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

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.

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.

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.

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.

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. 

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.

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.

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

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.

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).

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.

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.

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.