Monica GROSSO
Professor level 1, Head of the Marketing department
Research topics
1. Channel relationships: upstream (manufacturer-retailer) & downstream (retailer-shoppers)
2. Private labels vs brands
3. Trust based customer relationship management
4. Ecommerce: privacy concern
5. Multichannel and Omnichannel strategies & customer centricity
6. Customer experience
7. Inclusive Marketing
Prices and awards
Publications
Grosso, Monica, Castaldo, Sandro, Li, Hua, Larivière, Bart. 2020. What Information Do Shoppers Share?: The Effect of Personnel-, Retailer-, and Country-Trust on Willingness to Share Information. Journal of Retailing, 96 (4) : 524-547 p.
Grosso, Monica, Castaldo, Sandro, Grewal, Anjana. 2018. How Store Attributes Impact Shoppers’ Loyalty in Emerging Countries: an Investigation in the Indian Retail Sector. Journal of Retailing and Consumer Services, 40 : 117-124 p.
Castaldo, Sandro, Grosso, Monica, Mallarini, Erika, Rindone, Marco. 2016. The Missing Path to Gain Customers Loyalty in Pharmacy Retail: the Role of the Store in Developing Satisfaction and Trust. Research in Social and Administrative Pharmacy, 12 (5) : 699-712 p.
Grosso, Monica, Castaldo, Sandro. 2015. How store attributes impact shoppers' loyalty: do different national cultures follow the same loyalty building process?. The International Review of Retail, Distribution and Consumer Research, 25 (5) : 503-515 P.
Castaldo, Sandro, Grosso, Monica. 2015. Fiducia o incentivi?: Come vincere la sfida del privacy concern nell'e-commerce. Economia & Management, 4 : 98-113 P.
Grosso, Monica, Castaldo, Sandro, Hofacker, Charles F., Premazzi, Katia, RAMAN, Pushkala, BRUDVIG, Susan. 2010. Customers’ information sharing with e-vendors: The role of initial trust and incentives. International Journal of Electronic Commerce, 14 (3) : 63–91 p.
Grosso, Monica, Castaldo, Sandro, Hofacker, Charles F., Premazzi, Katia. 2010. Supporting retailers to exploit online settings for internationalization: the different role of trust and compensation. Journal of Retailing and Consumer Services, 17 (3) : 229-240 P.
Grosso, Monica, Castaldo, Sandro, ZERBINI, Fabrizio. 2009. Integration of third parties within existing dyads: An exploratory study of category management programs (CMPs). Industrial Marketing Management, 38 (8) : 946-959 P.
ZERBINI, Fabrizio, MOELLERING, G., Grosso, Monica. 2009. Mediated Category Management: How Third Parties Enable The Implementation Of Buyer-seller Collaboration. Finanza Marketing e Produzione, 2-2009 : 11-28 P.
Academic articles
Grosso, Monica, Castaldo, Sandro. 2015. How Store Attributes Impact Shoppers' Loyalty: Do Different National Cultures Follow The Same Loyalty Building Process? . 18th, Rennes, France, July 1-3, 2015. EAERCD, European Association for Education and Research in Commercial Distribution
Grosso, Monica, Castaldo, Sandro. 2015. Private labels and national brands: a comparison within brand extension . 2015 edition, Barcelona, June 24-26, 2015. University of Granada
Grosso, Monica, Castaldo, Sandro. 2014. Building store loyalty through trust and satisfaction: the moderating role of culture . 8th, Coventry, November 5-7, 2014. EIASM, European Institute for Advanced Studies in Management
Grosso, Monica, Castaldo, Sandro. 2014. How store attributes impact behavioral loyalty: Do different countries and categories follow the same loyalty building process? . 2014, San Francisco, CA, August 1-3, 2014. AMA, American Marketing Association
Grosso, Monica, Castaldo, Sandro. 2014. Store loyalty development: a comprehensive model considering country and category based contingencies . 21st, Bucharest, July 7-10, 2014. EIRASS, European Institute of Retailing and Services Studies
Grosso, Monica, Castaldo, Sandro. 2014. How In-Store Attributes Impact Shoppers Store Loyalty: Do Different Countries and Categories Follow the Same Loyalty Building Process? . Stockholm, May 8-10, 2014. Stockholm School of Economics
Grosso, Monica, Castaldo, Sandro. 2012. A Comparison of Brand Extensions for Private Labels and National Brands. Chicago, August 17-19, 2012. AMA, American Marketing Association
Grosso, Monica, Castaldo, Sandro. 2012. Are private labels the same as brands? An investigation within the brand equity process. 6th, Milan, Italy, June 14-15, 2012. EIASM, European Institute for Advanced Studies in Management
Grosso, Monica, Castaldo, Sandro. 2012. The Key Role of Interpersonal Trust in the Patient-Pharmacy Relationship: An Empirical Study . 6th, Milan, Italy, June 14-15, 2012. EIASM, European Institute for Advanced Studies in Management
Grosso, Monica, Castaldo, Sandro. 2012. Are private labels the same as brands? A test on consumers’ reactions within the brand extension domain: A test on consumers’ reactions within the brand extension domain . 41th, Lisbon, Portugal, May 22-25, 2012. EMAC, European Marketing Academy
Grosso, Monica, Castaldo, Sandro. 2012. Are private labels the same as brands?: A test on consumers’ preferences within the brand extension domain . 1st, Seattle, April 18-21, 2012. AMA, American Marketing Association
Grosso, Monica, Castaldo, Sandro, Hofacker, Charles F., Premazzi, Katia. 2012. Increasing customers' information sharing in the online setting: an empirical investigation on the role of trust and compensation . 11th, Venice, Italy, 19-21 January, 2012. Università Ca' Foscari Venezia
Grosso, Monica, Castaldo, Sandro, Premazzi, Katia. 2011. Enhancing information sharing in e-commerce: empirical results on the role of initial trust and incentives .
Grosso, Monica, Castaldo, Sandro, Premazzi, Katia. 2011. Enhancing e-marketing opportunities through online information sharing: the role of initial trust and incentives .
Grosso, Monica, Castaldo, Sandro, Mallarini, Erika, Premazzi, Katia, Rindone, Marco. 2011. Managing the relationship with patients: the role of trust in the pharmacy . 10th, Paris, January 20-22, 2011.
Grosso, Monica, Castaldo, Sandro, Hofacker, Charles F., Premazzi, Katia. 2010. Overcoming privacy concern and enhancing online information sharing: the role of initial trust and incentives .
Grosso, Monica, Castaldo, Sandro, Premazzi, Katia. 2010. Store trust's antecedents and impacts on store loyalty: some preliminary results in the fashion sector .
Conferences
Castaldo, Sandro, Grosso, Monica. 2023. Marketing: Creare fiducia con un modello sostenibile. Milan : Egea, 336 p.
Castaldo, Sandro, Castaldo, Sandro, Grosso, Monica, Premazzi, Katia, Grosso, Monica, Premazzi, Katia. 2020. Retail and channel marketing. Edward Elgar Publishing Ltd, xviii, 254 pages
Castaldo, Sandro, Grosso, Monica. 2019. Conquistare mercati e clienti. Università Bocconi Editore
Castaldo, Sandro, Grosso, Monica. 2016. Marketing. Egea, 180 p.
Castaldo, Sandro, Grosso, Monica, Premazzi, Katia. 2013. Retail and channel marketing. Northampton, MA : Edward Elgar Pub., 1 vol. (XVI-261 p.)
Books
Castaldo, Sandro, Grosso, Monica. 2023. L’evoluzione dei canali verso l’omnicanalità: Evidenze dalle prassi aziendali. In Penco, Lara, Profumo, Giorgia, Strategie e governo dell'impresa. Torino : Giappichelli, 463-471 p.
Mazaj, Jelena, Grosso, Monica, Castaldo, Sandro. 2022. The World of Changes: COVID-19’s Impact on the Retail Path Towards Sustainability. In Luceri, Beatrice, Martinelli, Elisa, Managing Sustainability: Perspectives From Retailing and Services. Springer, 77-91 p.
Castaldo, Sandro, Grosso, Monica. 2020. Towards Omnichannel Retail Management: Evidences from Practice. In Pantano, Eleonora, Retail Futures: The Good, the Bad and the Ugly of the Digital Transformation. Emerald, 97-110 p.
Grosso, Monica, Castaldo, Sandro. 2020. L’evoluzione delle relazioni distributive: dalle origini alla digital coopetition. Contributi in onore di Gaetano Maria Golinelli. Napoli : Rogiosi, 1285-1298 p.
Castaldo, Sandro, Grosso, Monica. 2020. An Empirical Investigation to Improve Information Sharing in Online Settings: A Multi-Target Comparison. In Musso, Fabio, Druica, Elena, Handbook of Research on Retailing Techniques for Optimal Consumer Engagement and Experiences. IGI Global, 355-379 p.
Grosso, Monica, Castaldo, Sandro, Premazzi, Katia. 2018. Experience retail: le nuove funzioni del punto di vendita nell'omni-channel economy. In Busacca, Bruno, Costabile, Michele, Marketing. Una disciplina fanstastica: Omaggio a Enrico Valdani. Egea, 157-170 p.
Grosso, Monica, Castaldo, Sandro. 2017. Privacy Concerns and Customers' Information-Sharing Intentions: The Role of Culture. In Sarma, Sarmistha, Global Observations of the Influence of Culture on Consumer Buying Behavior. IGI Global, 108-123 p.
Castaldo, Sandro, Grosso, Monica. 2017. La forza di un paese: il ruolo della Distribuzione. In Mattiacci, Alberto, Ceccotti, Federica, Non c'è più il marketing di una volta: Scritti in ricordo di Gennaro Cuomo. CEDAM
Castaldo, Sandro, Grosso, Monica. 2016. CRM in Fashion Retail: Building Store Loyalty through Store Trust. In Vecchi, Alessandra, Buckley, Chitra, Handbook of Research on Global Fashion Management and Merchandising. IGI Global, 509-531 p.
Grosso, Monica, Castaldo, Sandro. 2015. Private Labels and National Brands: A Comparison Within Brand Extension. In MARTINEZ-LOPEZ, Francisco J., GAZQUEZ-ABAD, Juan Carlos, SETHURAMAN, Raj, Advances in National Brand and Private Label Marketing. Springer, 95-102 P.
Castaldo, Sandro, Grosso, Monica. 2014. Retailer-Customers Relationships in the Online Setting: An Empirical Investigation to Overcome Privacy Concerns and Improve Information Sharing. In Musso, Fabio, Druica, Elena, Handbook of Research on Retailer-Consumer Relationship Development. IGI Global, 404-425 P.
Castaldo, Sandro, Grosso, Monica. 2012. Product, Consumer, and Digital Marketing: A Matter of Privacy and Trust. In BORGHINI, Stefania, Prodotto, consumatore e politiche di mercato quarant’anni dopo: Scritti in onore di Stefano Podestà. Egea, 269-283 P.
Grosso, Monica, Castaldo, Sandro, Premazzi, Katia. 2011. Give to Get: An Experimental Study to Explore Information Giving in New Technology-Based Retail. In Pantano, Eleonora, TIMMERMANS, Harry, Advanced Technologies Management for Retailing: Frameworks and Cases. IGI Global, 197-220 P.
Grosso, Monica, Castaldo, Sandro, ZERBINI, Fabrizio, MOLLERING, Guido. 2010. Exploring How Third-Party Organizations Facilitate Coopetition Management in Buyer–Seller Relationships. In Yami, Saïd, Castaldo, Sandro, DAGNINO, Giovanni Battista, LE, ROY Frederic, Coopetition: Winning Strategies for the 21st Century. Edward Elgar, 141-165 P.
Grosso, Monica, Castaldo, Sandro, Hofacker, Charles F., Premazzi, Katia. 2010. Trust in Online Customer-Firm Interaction: A Literature Review and Directions for Research. In LATUSEK, Dominika, GERBASI, Alexandra, Trust and Technology in a Ubiquitous Modern Environment: Theoretical and Methodological Perspectives. IGI Global, 287-304 P.
Grosso, Monica, Castaldo, Sandro. 2007. e-Trust. In Castaldo, Sandro, Trust in Market Relationships. Edward Elgar Publishing Ltd
Book chapters
Grosso, Monica. 2021. How Likely Are Europeans To Share Their Private Data?. Tech Loop Europe
Grosso, Monica. 2021. Données personnelles: Les Français parmi les moins préoccupés de leur utilisation. La Tribune
Grosso, Monica. 2021. Données personnelles: Les Français parmi les moins préoccupés de leur utilisation. The Conversation
Castaldo, Sandro, Grosso, Monica, Villa, Daniele. 2020. La bussola della fiducia per il management. Economia & Management, 2020/1: 26-29 p.
Grosso, Monica. 2017. Let's get phygital : Les clés d'une vraie stratégie omnicanale. Courrier Cadres, 112: 62-62 p.
Busacca, Bruno, Castaldo, Sandro, Ghaddar, Sarah, Grosso, Monica, Ostillio, Maria Carmela. 2017. Omnichannel branding. Economia & Management, 5-6
Grosso, Monica. 2014. La fiducia nel punto vendita: una comparazione internazionale. Food
Grosso, Monica, Castaldo, Sandro. 2014. Supererogation: alla conquista della Massima Fiducia. Food
Grosso, Monica, Castaldo, Sandro. 2014. Privacy e cultura, quale legame?. Food: 40-41 P.
Grosso, Monica. 2014. Retail innovation, uno sguardo all'India. Food: 42-43 P.
Grosso, Monica, Castaldo, Sandro. 2013. Le private label si fanno l'extension. Via Sarfatti 25: 12-12 P.
Grosso, Monica. 2013. Gli italiani non rinunciano al negozio. Food: 35-38 P.
Grosso, Monica. 2013. La fedeltà all'italiana premia le PL. Food: 35-36 P.
Grosso, Monica. 2013. Punto vendita, istruzioni per fidelizzare. Food: 40-42 P.
Grosso, Monica. 2013. Paese che vai, fedeltà che trovi. Food: 46-47 P.
Grosso, Monica. 2013. Alla scoperta del consumatore. Food: 42-44 P.
Grosso, Monica. 2013. Il retail moderno alla conquista dell’India. Food: 46-47 P.
Grosso, Monica. 2013. Un futuro da brand per le pl?. Food: 98-99 P.
Grosso, Monica. 2012. La fiducia paga, anche on line. Food: 36-38 P.
Press articles
Castaldo, Sandro, Grosso, Monica. 2017. Prénatal: the history of a renewal in the retail business: Part B: The new strategy. The Case Centre, 517-0028-1B : 9 p.
Castaldo, Sandro, Grosso, Monica. 2017. Prénatal: the history of a renewal in the retail business. The Case Centre, 517-0028-8 : 6 p.
Castaldo, Sandro, Grosso, Monica. 2017. Prénatal: the history of a renewal in the retail business: Part A: Emerging need for renewal. The Case Centre, 517-0028-1 : 11 p.
Castaldo, Sandro, Grosso, Monica. 2017. Prénatal: the history of a renewal in the retail business: Part C: Implementation and results. The Case Centre, 517-0028-1C : 19 p.