Monica Grosso

Monica Grosso is an Assistant Professor of Marketing. Her research interests focus on channel relationships both B2B (barganing and collaborative relationships between manufacturers and retailers) and B2C (between retailers and their shoppers). Within this domain she investigated several specific topics like channel design, category management, trade marketing, private labels and retail branding, retail loyalty programs and others. Her teaching experience is rooted on retail/store management and channel design and management.

Education

• Università Bocconi - Doctorate in Business, Administration & Management 2008 - 2012
• Università Bocconi - Doctor of Philosophy (Ph.D.), Business Administration & Management 2008 - 2011
• Università Bocconi - MPhil, Business Administration and Management 2006 - 2008
• Università Bocconi - Master of Science, Business Administration 2000 - 2004
• Liceo Scientifico - BA, Science 1995 - 2000

Awards

• 2015 : Best paper award - 18th European Association for Education and Research in Commercial Distribution (EAERCD), Rennes, France
• 2013-2014 : Pedagogical Innovation Prize - EMLYON Business School, Lyon, France
• 2013 : Internatiolization and Innovation - SDA Bocconi School of Management, Milan, Italy
• 2012-2013 : Pedagogical Innovation Prize - EMLYON Business School, Lyon, France
• 2010 : Best management paper - SDA Bocconi School of Management, Milan, Italy
• 2009 : Best young researchers’ paper - AIDEA Convention, Ancona, Italy

Experience

• 2012 Visiting Lecturer – Edhec Business School, Lille, France
• Since 2011 Affiliate Professor of Marketing – SDA Bocconi School of Management, Milan, Italy
• 2006 - 2012 Adjunct Professor of Marketing – Bocconi University, Milan, Italy
• 2004 - 2006 Research Assistant – SDA Bocconi School of Management, Milan, Italy

Expertise

Teaching and research in marketing with a specific focus on the channel management and retailing domain

Courses Taught

• Programme BBA - Marketing B2C
• Programme MSc in Management - International Retail Manager
• Programme MSc in Management - Route to Market, ECR & Category Management
• Programme MSc in Management - Quantitative Marketing
• Programme MSc in Management - Challenge scenario
• Programme European Master in Management - Marketing Management
• Programme Executive MBA - Marketing Management

Research Interest

• Channel relationships: upstream (manufacturer-retailer) & downstream (retailer-shoppers)
• Private label vs brand
• Trust management
• Ecommerce: privacy concern
• Multichannel and Omnichannel distribution

Publications

ACADEMIC ARTICLES (8)

‑ 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. 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, , 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, , 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. BOOKS (3) ‑ Castaldo, Sandro, Grosso, Monica. 2016. Marketing.: Egea 180 p.

‑ Castaldo, Sandro, Grosso, Monica, , Premazzi, Katia. 2013. Retail and Channel Marketing.: Edward Elgar 288 P.

‑ Castaldo, Sandro, Grosso, Monica, , Premazzi, Katia. 2013. Retail and Channel Marketing. Cheltenham: Edward Elgar XVI-261 p.

BOOK CHAPTERS (10)

‑ Grosso, Monica, Castaldo, Sandro. 2017. Privacy Concerns and Customers' Information-Sharing Intentions: The Role of Culture., 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., 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., 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., 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., 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., 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., Advanced Technologies Management for Retailing: Frameworks and Cases. : IGI Global, 197-220 P.

‑ Grosso, Monica, Castaldo, Sandro, , HOFACKER, Charles, , Premazzi, Katia. 2010. Trust in Online Customer-Firm Interaction: A Literature Review and Directions for Research., Trust and Technology in a Ubiquitous Modern Environment: Theoretical and Methodological Perspectives. : IGI Global, 287-304 P.

‑ Grosso, Monica, Castaldo, Sandro, , ZERBINI, Fabrizio, , MOLLERING, Guido. 2010. Exploring How Third-Party Organizations Facilitate Coopetition Management in Buyer–Seller Relationships., Coopetition: Winning Strategies for the 21st Century. : Edward Elgar, 141-165 P.

‑ Grosso, Monica, Castaldo, Sandro. 2007. e-Trust., Trust in Market Relationships. : Edward Elgar Publishing Ltd