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March 24, 2005, at 4:45 p.m.
University Events Room
Glickman Family Library, 7th floor
Portland USM Campus (map)

Click here to watch the video clip of the colloquium (27.54 MB)

Retailers find it increasingly difficult to develop strategies that offer customers greater value over competitors, and to sustain those strategies over time. Survivors must understand the key drivers of retail success in order to remain viable. Three retail segments of retailers have been successful in developing high value offerings: (A) Innovators, who direct their strategies toward quality-conscious markets seeking premium offerings, (B) Low-Price retailers, who appeal to price-conscious segments, and (C) Big Middle retailers, who thrive because of their value offerings. Retailers fixed on growth must capitalize on emerging trends by managing six strategic levers to deliver superior value to their customers. Retailers who do not respond quickly and appropriately will find themselves floundering. Even the most successful retailers are forced to take a deep hard look at their business.
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Professor Grewal was named Toyota Chair in E-Commerce and Electronic Business at Babson University in 2000.

Professor Grewal is a “Distinguished Fellow” of the Academy of Marketing and Science.” He has served at VP–Research and Conferences of the American Marketing Association Academic Council (1999-2001) and as VP-Development for the Academy of Marketing Science (2000—2002).

He is co-editor of the Journal of Retailing (http://www3.babson.edu/Publications/JR/), the oldest marketing journal. His research and teaching interests focus on e-business, global marketing, value-based marketing strategies, and understanding the voice of the customer (i.e., market research). Professor Grewal has published more than 50 articles in publications such as Journal of Marketing, Journal of Consumer Research, Journal of Marketing Research, and Journal of Retailing. He currently serves on the editorial review boards of Journal of Marketing, Journal of Retailing, Journal of Public Policy & Marketing, and Journal of Product and Brand Management. Professor Grewal is also working on a book titled Marketing Research to be published by Houghton Mifflin, Co.

Areas of expertise include marketing, E-Commerce, e-Marketing, high technology marketing, pricing, and value based strategies.

Professor Grewal received his Bachelors Degree in Communications from the University of Delhi, and earned an MBA and Ph.D. from Virginia Polytechnic Institute and State University.

The colloquium is sponsored by the L.L. Bean/Lee Surace Endowed Chair in Accounting.

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USM Professor Jeffrey Gramlich was appointed the first L.L. Bean/Lee Surace Chair in Accounting in the USM School of Business in 2003. His appointment was made possible by a $1 million gift from L.L. Bean, Inc., its board chair, Leon Gorman, his wife Lisa, Jim and Maureen Gorman, and Tom Gorman, who established the chair in memory of L.L. Bean CFO Lee Surace '73, '81, who died in March of 2001. Surace was chair of the USM School of Business' Advisory Council and was a frequent guest lecturer.

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