Kent Grayson, Associate Professor of Marketing
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I study the role of fabrication and fact in consumption. My research looks at such topics as:
In a related research area, I study a channel of distribution called "network marketing." Network marketing is a type of direct selling, where sales agents sell outside of normal retail channels (such as in homes) and where agents are partly rewarded for recruiting other sales agents (and sometimes their friends and family) to work for them.
Humphreys, Ashlee and Kent Grayson (2008), "The Intersecting Roles of Consumer and Producer: Contemporary Criticisms and New Analytic Directions," Sociology Compass, 2, 1-18. Download PDF
Grayson, Kent, Devon Johnson, and Der-Fa Chen (2007), “Is Firm Trust Essential in a Trusted Environment? How Trust in the Business Context Influences Customers,” Journal of Marketing Research, 45 (April), 241-256. Download PDF
Grayson, Kent (2007) “Friendship versus Business in Marketing Relationships,” Journal of Marketing, 71 (October), 121-139 Download PDF
Grayson, Kent and Radan Martinec (2004), “Consumer Perceptions of Iconicity and Indexicality and Their Influence on Assessments of Authentic Market Offerings,” Journal of Consumer Research, 31:2 (September), 296-312. Download PDF
Grayson, Kent and David Shulman (2000), “Indexicality and the Verification Function of Irreplaceable Possessions: A Semiotic Analysis,” Journal of Consumer Research, 27 (June), 17-30.
Reprinted in Consumer Behavior, Volume 5: Possessions, Brands and the Self (2006), Margaret Hogg, ed., Thousand Oaks, CA: Sage, 172 – 196. Download PDF
Coughlan, Anne and Kent Grayson (1998), “Network Marketing Organizations: Compensation Plans, Retail Network Growth, and Profitability,” International Journal of Research in Marketing, 15 (December), 401-426. Download PDF
Deighton, John and Kent Grayson (1995), "Marketing and Seduction: Building Exchange Relationships By Managing Social Consensus,” Journal of Consumer Research, 21 (March), 93-109. Download PDF
Iacobucci, Dawn, Amy Ostrom and Kent Grayson (1995), "Distinguishing Service Quality and Customer Satisfaction: The Voice of the Customer," Journal of Consumer Psychology, 4, 277-303. Download PDF
Johnson, Devon and Kent Grayson (2000), “Sources and Dimensions of Trust in Service Relationships,” Handbook of Services Marketing (Dawn Iacobucci and Teresa Swartz eds.),
Kotler, Philip, Jonathan Hibbard and Kent Grayson (1995), “Marketing and Merchandising,” The New Encyclopaedia Britannica, 15th Edition, Volume 23 (Macropaedia), Encyclopaedia Britannica, Inc., 495-508.
Iacobucci, Dawn, Kent Grayson, and Amy Ostrom (1994), “The Calculus of Service Quality and Customer Satisfaction: Theoretical and Empirical Differentiation and Integration,” Advances in Services Marketing and Management: Research and Practice, Volume 3, Teresa A. Swartz, David E. Bowen and Stephen W. Brown eds., Greenwich, CT: JAI Press, 1-67.
Grayson, Kent and Richard Berry (1999), “The Strategic Advantages of Direct Selling,” Mastering Marketing (Financial Times, ed.),
Grayson, Kent and Svetlana Kirillova (1999), “Monitoring the Market Misleaders,” Mastering Marketing (Financial Times, ed.),
Swartz, Gordon, Bruce G.S. Hardie, Kent Grayson and Tim Ambler (1996), Value for Money? The Relationships Between Marketing Expenditure and Business Performance in the
Iacobucci, Dawn, Kent Grayson, and Amy Ostrom (1994), “Customer Satisfaction Fables,” Sloan Management Review, 35:4 (Summer), 93-96.
“Exploring the Ambiguities of Trust in Embedded Relationships,” with David Shulman.
“The Influence of Epistemological Stance on Children’s Assessments of Truth Products,” with Radan Martinec and Matthew Adams.
“Subproblem Decomposition: An Exploratory Research Method,” with Dirk Ruiz and Dipak Jain.
“Exploring the Psychological Processes that Underlie Trust: A Web-Based Field Experiment.”
“The Psychological Outcomes of Consumption-Oriented Communites: Do Actual Consumers Differ from Aspirants?” with Emilio Foxell.