Faculty

Pillutla, Madan., Thau, S.., Schweinsberg, M.. (2021) "Negotiation Impasses: Types, Causes, and Resolutions", Journal of Management Pillutla, Madan. (2020) "Economic Booms Prompt Sexual Harassment at Work", Academy of Management Annual Meeting Proceedings , 2020(1):12397 Pillutla, Madan., Pitesa, Marko. (2019) "Socioeconomic Mobility and Talent Utilization of Workers From Poorer Backgrounds: The Overlooked Importance of Within-Organization Dynamics", The Academy of Management Annals , 13(2), 737-769 Pillutla, Madan. (2019) "Lay beliefs about competition: Scale development and gender differences", Motivation and Emotion , 43(5), 719-739 Pillutla, Madan. (2018) "Research summaries: inclusion and diversity", London Business School Review , 29 (2), 36-39 Pitesa, M., Thau, Stefan., Pillutla, Madan. (2018) "Workplace trust as a mechanism of employee (dis)advantage: The case of employee socioeconomic status", Pillutla, Madan. (2017) "Perceived Entitlement Causes Discrimination Against Attractive Job Candidates in the Domain of Relatively Less Desirable Jobs", Journal of Personality and Social Psychology , 114(3), 422-442 Pillutla, Madan. (2017) "Male Immorality: An Evolutionary Account of Sex Differences in Unethical Negotiation Behavior", The Academy of Management Journal , 60(5), 2014-2044 Pillutla, Madan. (2016) "Celebrating the Work of J. Keith Murnighan", Negotiation and Conflict Management Research , 9 (4), 332-344 Pillutla, Madan. (2016) "Anticipated Dissatisfaction Causes Discrimination against Attractive Candidates", Academy of Management Annual Meeting Proceedings , 2016 (1), 17805 Pillutla, Madan. (2016) "Gender Differences in Response to Competition With Same-Gender Coworkers: A Relational Perspective", Journal of Personality and Social Psychology , 110(6), 869 Lee S. Y., Pitesa M., Pillutla, Madan., Thau S. (2015) "When beauty helps and when it hurts: An organizational context model of attractiveness discrimination in selection decisions", Organizational Behavior and Human Decision Processes , 128, 15-28 Lee S. Y., Pitesa M., Thau S., Pillutla, Madan. (2015) "Discrimination in selection decisions: Integrating stereotype fit and interdependence theories", Academy of Management Journal , 126, 130-141 Mitchell M., Pitesa M., Thau S.., Pillutla, Madan., Derfler-Rozin R.. (2015) "Unethical for the sake of the group: Risk of social exclusion and pro-group unethical behavior", Journal of Applied Psychology , 100, 98-113 Pillutla, Madan., Adams G.S., Zou X., Inesi M.E. (2015) "Forgiveness is not always divine: When expressing forgiveness makes others want to avoid you", Organization behaviour and human decison process , 126, 130-141 Puranam P., .Stieglitz N., Osman M., Pillutla, Madan. (2015) "Modelling bounded rationality in organizations: Progress and prospects", Academy of Management Annals , 9 (1), 337-392 Thau S, D., Pillutla, Madan., Derfler-Rozin R., Pitesa M., Mitchell M.S. (2014) "Unethical for the sake of the group: Risk of social exclusion and pro-group unethical behavior", Journal of Applied Psychology Thau Troster., Pillutla, Madan., Aquino., De Cremer D. (2013) "Satisfying Individual Desires or Moral Standards? Preferential Treatment and Group Members’ Self-Worth, Affect, and Behavior", Journal of Business Ethics , 113 (1), 133-145 Pillutla, Madan., Thau S. (2013) "Organizational sciences’ obsession with “that’s interesting!” Consequences and an alternative", Organizational Psychology Review , 3 (2), 187-194 Pitesa M., Pillutla, Madan., Thau S. (2013) "Salience of interpersonal impact determines whether cognitive depletion makes people more self-serving or other-regarding", Organizational Behavior & Human Decision Processes , 122, 232-243 Schweinsberg M., Ku G., Wang C., Pillutla, Madan. (2012) "Starting high and ending with nothing: The role of anchors and power in negotiations", Journal of Experimental Social Psychology , 48 (1), 226-231 De Cremer, D., Pillutla, Madan., Folmer C R. (2011) "How important is an apology to you? Forecasting errors in evaluating the value of apologies", Psychological Science Murnighan J.K., De Cremer D., van Dick R., Pillutla, Madan., Tenbrunsel A.E. (2011) "Understanding ethical behaviour and decision making in management: A behavioural business ethics approach", British Journal of Management , 2 (1), 1-4 Derfler-Rozin R., Pillutla, Madan., Thau S. (2010) "Reconnection revisited: the effects of social exclusion risk on reciprocity, trust, and general risk-taking", Organizational Behavior and Human Decision Processes De Cremer D., Van Dijk E., Pillutla, Madan. (2010) "Explaining unfair offers in ultimatum games and its effects on trust: An experimental approach", Business Ethics Quarterly , 20, 107-126 Chen X. P.., Pillutla, Madan., Yao X.. (2009) "Unintended Consequences of Cooperation Inducing Mechanisms in Public Goods Dilemmas: An Attribution Perspective", Group Process and Inter-group Relations , 12, 241-255 Sivanathan N., Pillutla, Madan., Murnighan J K. (2008) "Power gained, power lost", Organizational Behavior and Human Decision Processes , 105, 135-146 Pillutla, Madan., Farh J.L.., Lee C.., Lin Z.. (2007) "A cultural analysis of reward allocations in Chinese groups.", Group and Organization Management , 32 (2), 233-253. Pillutla, Madan. (2006) "Investigation of traditionality as a moderator of reward allocation", Group & Organization Management , 32, 233-253 Pillutla, Madan. (2003) "Fairness in bargaining", Social Justice Research , 16 (3), 241-262 Pillutla, Madan. (2003) "Attributions of trust and the calculus of reciprocity", Journal of Experimental Social Psychology , 39 (5), 448-455 Pillutla, Madan. (2002) "Multi-cultural leadership teams and organizational identification in international joint ventures", International Journal of Human Resource Management , 13 (2), 320-337

Pillutla, Madan. (2020) "Same-sex peer norms: implications for gender differences in negotiation", Edwar Elgar , PP 117-131 Pillutla, Madan., Kumar, N.. (2020) "Pay for Performance: When does it fail?", Management & Business Review , 1(1), 43-52 Pillutla, Madan., Thau S., Pitesa M. (2016) "Experiments in Organizational Behavior", Laboratory Experiments for the Social Sciences. Academic Press De Cremer D.., Pillutla, Madan. (2012) "Making Negotiations Predictable ; What Science Tells us", Palgrave Macmillan Pillutla, Madan. (2010) "When good people do wrong: Morality, social identity and ethical behavior", Social Psychology in Organizations Pillutla, Madan. (2009) "Actual and Potential Exclusion as Determinants of Individuals' Unethical Behavior in Groups.", Information Age Publishing Pillutla, Madan. (2006) "Groups as enablers of unethical behavior: the role of cohesion on group member actions", Ethics in groups,JAI Press Pillutla, Madan. (2005) "Blackwell encylopedia of management: organizational behavior", Blackwell Pillutla, Madan. (2004) "Negotiation: how to make deals and reach agreement in business", Format Publishing

Pillutla, Madan., Gino, F.., Derfler-Rozin2021, R.. "When expertise is no enough: Interpersonal trust and expertise utilization in groups"