Monica GROSSO
Professeur Associée
Monica Grosso est Professeur Associée en Marketing. Ses intérêts de recherche portent sur les relations de canaux distributifs à la fois B2B (relations contractuelles et de collaboration entre fabricants et détaillants) et B2C (entre les détaillants et leurs acheteurs). Au sein de ce domaine, elle a examiné plusieurs thèmes spécifiques tels que la conception de canal, category managenent, trade marketing, marques de distributeurs, programmes de fidélisation de vente au détail, stratégie omnicanal et d'autres. Son expérience de l'enseignement est enracinée sur l'expérience client et la conception des stratégies de distribution.
FormationTop
- 2012 Doctorat en administration et gestion des affaires - Université Bocconi, Milan, Italie
- 2011 PhD en administration et gestion des affaires - Université Bocconi, Milan, Italie
- 2004 MSc en administration des affaires – Université Bocconi, Milan, Italie
PrixTop
- 2018: Best extended abstract award - SIMA Conference, Venice, Italy
- 2015 : Best paper award - 18th European Association for Education and Research in Commercial Distribution (EAERCD), Rennes, France
- 2013-2014 : Innovation pédagogique - EMLYON Business School, Lyon, France
- 2013 Internationalisation et innovation - SDA Bocconi School of Management, Milan, Italie
- 2012-2013 : Innovation pédagogique - EMLYON Business School, Lyon, France
- 2010 : Best management paper - SDA Bocconi School of Management, Milan, Italie
- 2009 : Best young researchers’ paper - AIDEA Convention, Ancona, Italie
ExpériencesTop
- 2012 - 2019 : Professeur Assistant - emlyon Business School, Lyon, France
- 2012 : Chargée de cours invitée – Edhec Business School, Lille, France
- Depuis 2011 : Professeur affilié en marketing – SDA Bocconi School of Management, Milan, Italie
- 2006 - 2012 : Professeur adjoint de marketing – Université Bocconi, Milan, Italie
- 2004 - 2006 : Assistante de recherche – SDA Bocconi School of Management, Milan, Italie
ExpertisesTop
Recherche et enseignement en Marketing portant sur les relations de canaux distributifs et du retail management.
EnseignementTop
- Programme BBA - Channel & Retail Management
- Programme MSc in Management - International Retail Management
- Programme MSc in Management - Route to Market, ECR & Category Management
- Programme MSc in Management - Challenge scenario
- Programme MSc in Management - Marketing Management
- Programme MSc in Management - European Triple Degree - Marketing Management
- Programme Msc in Digital Marketing and Data Science - Store Digitalization
Thèmes de rechercheTop
- Relations commerciales: en amont (fabricant/distributeur) et en aval (distributeur/clients)
- Marque distributeur et marque nationale
- Gestion de la relation client basée sur la confiance
- Commerce électronique: confidentialité des données
- Stratégies multicanal & omnicanal (customer centricity)
- Espérience client
- Marketing inclusif
PublicationsTop
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Articles académiques (9)
‑ 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.
‑ 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. 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.
‑ 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.
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Ouvrages (4)
‑ Castaldo, Sandro, Grosso, Monica, , Premazzi, Katia. 2020. Retail and Channel Marketing.: Edward Elgar Publishing Ltd 272 p.
‑ 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. Cheltenham: Edward Elgar XVI-261 p.
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Chapitres d'ouvrages (13)
‑ 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., 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., Marketing. Una disciplina fanstastica: Omaggio a Enrico Valdani. : Egea, 157-170 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
‑ 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. 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 F., , 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
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Communications de conférence (17)
‑ Grosso, Monica, Castaldo, Sandro. 2015. How Store Attributes Impact Shoppers' Loyalty: Do Different National Cultures Follow The Same Loyalty Building Process?.: 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.: University of GranadaUniversity of Almería, Southern Methodist University
‑ Grosso, Monica, Castaldo, Sandro. 2014. Building store loyalty through trust and satisfaction: the moderating role of culture.: EIASM, European Institute for Advanced Studies in ManagementFINT
‑ 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 School of Economics
‑ Grosso, Monica, Castaldo, Sandro. 2014. Store loyalty development: a comprehensive model considering country and category based contingencies.: EIRASS, European Institute of Retailing and Services Studies
‑ Grosso, Monica, Castaldo, Sandro. 2014. How store attributes impact behavioral loyalty: Do different countries and categories follow the same loyalty building process?.: AMA, American Marketing Association
‑ Grosso, Monica, Castaldo, Sandro. 2012. Are private labels the same as brands?: A test on consumers’ preferences within the brand extension domain.: AMA, American Marketing AssociationACRA, American Collegiate Retailing Association
‑ Grosso, Monica, Castaldo, Sandro. 2012. The Key Role of Interpersonal Trust in the Patient-Pharmacy Relationship: An Empirical Study.: EIASM, European Institute for Advanced Studies in ManagementBocconi University
‑ Grosso, Monica, Castaldo, Sandro. 2012. Are private labels the same as brands? An investigation within the brand equity process.: EIASM, European Institute for Advanced Studies in ManagementBocconi University
‑ 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.: EMAC, European Marketing Academy
‑ Grosso, Monica, Castaldo, Sandro. 2012. A Comparison of Brand Extensions for Private Labels and National Brands.: AMA, American Marketing AssociationOklahoma State University, University of Missouri
‑ 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.: Università Ca' Foscari VeneziaESCP Europe
‑ 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, , Premazzi, Katia. 2011. Enhancing information sharing in e-commerce: empirical results on the role of initial trust and incentives.
‑ Grosso, Monica, Castaldo, Sandro, , MALLARINI, E., , PREMAZZI, K., , RINDONE, M.. 2011. Managing the relationship with patients: the role of trust in the pharmacy.
‑ Grosso, Monica, Castaldo, Sandro, , Premazzi, Katia. 2010. Store trust's antecedents and impacts on store loyalty: some preliminary results in the fashion sector.
‑ 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.
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Articles de presse (16)
‑ 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. Retail innovation, uno sguardo all'India.Food,
‑ Grosso, Monica. 2014. La fiducia nel punto vendita: una comparazione internazionale.Food,
‑ Grosso, Monica, Castaldo, Sandro. 2014. Privacy e cultura, quale legame?.Food,
‑ Grosso, Monica, Castaldo, Sandro. 2014. Supererogation: alla conquista della Massima Fiducia.Food,
‑ Grosso, Monica. 2013. Punto vendita, istruzioni per fidelizzare.Food,
‑ Grosso, Monica. 2013. Gli italiani non rinunciano al negozio.Food,
‑ Grosso, Monica. 2013. La fedeltà all'italiana premia le PL.Food,
‑ Grosso, Monica. 2013. Alla scoperta del consumatore.Food,
‑ Grosso, Monica. 2013. Paese che vai, fedeltà che trovi.Food,
‑ Grosso, Monica. 2013. Il retail moderno alla conquista dell’India.Food,
‑ Grosso, Monica. 2013. Un futuro da brand per le pl?.Food,
‑ Grosso, Monica, Castaldo, Sandro. 2013. Le private label si fanno l'extension.Via Sarfatti 25,
‑ Grosso, Monica. 2012. La fiducia paga, anche on line.Food,
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Cas pédagogiques (4)
‑ Castaldo, Sandro, Grosso, Monica. 2017. Prénatal: the history of a renewal in the retail business: Part A: Emerging need for renewal.: The Case Centre; The Case Centre517-0028-1: , 11 p.
‑ Castaldo, Sandro, Grosso, Monica. 2017. Prénatal: the history of a renewal in the retail business.: The Case Centre; The Case Centre517-0028-8: , 6 p.
‑ Castaldo, Sandro, Grosso, Monica. 2017. Prénatal: the history of a renewal in the retail business: Part B: The new strategy.: The Case Centre; The Case Centre517-0028-1B: , 9 p.
‑ Castaldo, Sandro, Grosso, Monica. 2017. Prénatal: the history of a renewal in the retail business: Part C: Implementation and results.: The Case Centre; The Case Centre517-0028-1C: , 19 p.
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Thèses (1)
‑ Grosso, Monica. 2012. Analyzing channel relationship complexity: the role of private labels and store trust in channel equilibrium.: SDA Bocconi
