Dr. Dhruv Grewal

Grewal, Dhruv, Anne L. Roggeveen, Sabine Benoit, María Lucila Osorio Andrade, Ruud Wetzels, and Martin Wetzels (2024), “A New Era of Technology-Infused Retailing,” Journal of Business Research, conditionally accepted. (invited and reviewed).

El-Manstraly, Dahlia, Dennis Herhausen, Abhijit Guha, Markus Blut, and Dhruv Grewal (2024), “Should online retailers emphasize efficiency or experience? First insights on the evolution and heterogeneity of website attributes,” Journal of Retailing.

Benoit, Sabine, Birgit Altrichter, Dhruv Grewal, and Carl-Philip Ahlbom (2024), “Autonomous stores: How levels of in-store automation affect store patronage,” Journal of Retailing.

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.

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.

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, 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).

Roggeveen, Anne L., Elisa Schweiger, and Dhruv Grewal (2023), “In-Store Communications: Understanding the Mundane, the Bright Sides, and the Unexpected,” Australasian Marketing Journal, 31 (4), 332-337. (invited and reviewed).

Grewal, Dhruv, Els Breugelmans, Dinesh Gauri and Katrijn Gielens (2023), “Re-Imagining the Physical Store,” Journal of Retailing, 99 (4). 481-486. (Editorial).

Grewal, Dhruv, Sabine Benoit, Stephanie M. Noble, Abhijit Guha, Carl-Philip Ahlbom, and Jens Nordfält (2023), “Leveraging Technology and AI in In-Store Retailing: Increasing Customer and Employee Efficiency and Enhancing their Experiences,” Journal of Retailing, 99 (4), 487-504. (invited thought leader article and reviewed).

Schweiger, Elisa B., Carl-Philip Ahlbom, Jens Nordfält, Anne L. Roggeveen, and Dhruv Grewal (2023), “In-store endcap projections and their effect on sales,” Journal of Retailing, 99 (1), 5-16.

Guha, Abhijit and Dhruv Grewal (2022), “How Robots Will Affect the Future of Retailing,” Academy of Marketing Science Review, 12(3-4), 245-252. (invited and editor reviewed).

Noble, Stephanie, Martin Mende, Dhruv Grewal and A. Parasuraman (2022), “The Fifth Industrial Revolution: How Harmonious Human–Machine Collaboration is Triggering a Retail and Service [R]evolution,” Journal of Retailing, 98 (2), 199-208. (Invited and Reviewed).

Grewal, Dhruv, Dinesh Gauri, Gopal Das, James Agarwal, and Mark T. Spence (2021), “Retailing and Emergent Technologies,” Journal of Business Research, 134 (September), 198-202 (Editorial).

Gauri, Dinesh and Dhruv Grewal (2021), “Navigating the Retailing Frontier through Academic and Practitioner Collaboration,” Journal of Retailing, 97 (1), 2-5. (Editorial).

Grewal, Dhruv, Dinesh Gauri, Anne L. Roggeveen, and Raj Sethuraman (2021), “Strategizing Retailing in the New Technology Era,” Journal of Retailing, 97 (1), 6-12. (Invited and Reviewed).

Guha, Abhijit, Dhruv Grewal, Praveen K. Kopalle, Michael Haenlein, Matthew Schneider, Hyunseok Jung, Rida Moustafa, Dinesh R. Hegde, and Gary Hawkins (2021), “How Artificial Intelligence Will Affect the Future of Retailing,” Journal of Retailing, 97 (1), 28-41. (Invited and Reviewed).

Roggeveen, Anne L., Dhruv Grewal, John Karsberg, Stephanie Noble, Jens Nordfält, Vanessa Patrick, Elisa Schweiger, Gonca Soysal, Annemarie Dillard, Nora Cooper, and Richard Olson (2021), “Forging Meaningful Consumer-Brand Relationships Through Creative Merchandise Offerings and Innovative Merchandising Strategies,” Journal of Retailing, 97 (1), 81-98. (Invited and Reviewed).

Schweiger, Elisa B., Dhruv Grewal, Anne L. Roggeveen, and Lauren Beitelspacher (2020), “Managing the luxury shopping experience: implications for retail channels,” in Research Handbook on Luxury Branding, Eds., Felicitas Morhart, Keith Wilcox and Sandor Czellar, UK: Edward Elgar Publishing Limited, 150-169.

Okazaki, Shintaro, Martin Eisend, Kirk Plangger, Ko de Ruyter, and Dhruv Grewal (2020), “Understanding the Strategic Consequences of Customer Privacy Concerns: A Meta-Analytic Review,” Journal of Retailing, 96 (4), 458-473.

Grewal, Dhruv, Mirja Kroschke, Martin Mende, Anne L. Roggeveen, and Maura L. Scott (2020), “Frontline Cyborgs at Your Service: How Human Enhancement Technologies Affect Customer Experiences in Retail, Sales, and Service Settings,” Journal of Interactive Marketing, 51 (August), 9-25. (invited and reviewed).

Grewal, Dhruv and Anne L. Roggeveen (2020), “Understanding Retail Experiences and Customer Journey Management,” Journal of Retailing, 96 (1), 3-8. (Editorial).

Roggeveen, Anne L., Dhruv Grewal and Elisa Schweiger (2020), “The DAST Framework for Retail Atmospherics: The Impact of In- and Out-of-Store Retail Journey Touchpoints on the Customer Experience,” Journal of Retailing, 96 (1), 128-137. (invited and reviewed).

Schweiger, Elisa B., Anne L. Roggeveen, Dhruv Grewal, and Nancy M. Puccinelli (2019), “How In-Store Retail and Service Atmosphere Create Customer Engagement,” in The Handbook of Research on Customer Engagement, Eds. Linda D. Hollebeek and Dave E. Sprott, UK: Edward Elgar Publishing Limited, 126-163.

Verma, S., Abhijit Guha, Abhijit Biswas, and Dhruv Grewal (2019), “Are low price guarantees and price match guarantees created equal? The Effects of Different Price Guarantees on Consumers’ Evaluations,” Journal of Retailing, 95 (3), 99-108.

Arnold, Todd, Dhruv Grewal, Scott Motyka, Namwoon Kim, Arun Sharma and Rajendra Srivastava (2019), “Store Manager-Store Performance Relationship: A Research Note,” Journal of Retailing, 95 (June) 144-155.

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.

Roggeveen, Anne L., and Dhruv Grewal (2018), “In-store Marketing: Existing and Emerging Elements,” Handbook of Research on Retailing. , Katrijn Gielens and Els Gijsbrechts, UK: Edward Elgar Publishing Limited, 237-250.

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).

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.

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.

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.

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

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).

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.

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.

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.

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, 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.

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.

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

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

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)

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.

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. 

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 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).

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.

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

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, 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.

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.

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.

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. 

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).