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Article

Schweinsberg, M and Thau, S and Pillutla, M (2023) Research-Problem Validity in Primary Research: Precision and Transparency in Characterizing Past Knowledge. Perspectives on Psychological Science, 18 (5). pp. 1230-1243. ISSN 1745-6916

Gupta, A and Kabra, A and Pillutla, M (2022) Desensitizing Taboo Tradeoffs: Can Communication By Scientists Reduce Outrage? Academy of Management Proceedings, 2022 (1). ISSN 0065-0668

Schweinsberg, M and Thau, S and Pillutla, M (2021) Negotiation Impasses: Types, Causes, and Resolutions. Journal of Management, 48 (1). pp. 49-76. ISSN 1557-1211

Kumar, N and Pillutla, M (2021) Pay for Performance: When Does It Fail? Management and Business Review (Winter). ISSN 2694-1058

Sirola, N and Lee, M and Pillutla, M and Jha, N (2020) Economic Booms Prompt Sexual Harassment at Work. Academy of Management Proceedings, 2020 (1). ISSN 0065-0668

Kesebir, S and Lee, S Y and Elliot, A J and Pillutla, M (2019) Lay beliefs about competition: Scale development and gender differences. Motivation and Emotion, 43 (5). pp. 719-739. ISSN 0146-7239

Pitesa, M and Pillutla, M (2019) Socioeconomic Mobility and Talent Utilization of Workers from Poorer Backgrounds: The Overlooked Importance of Within-Organization Dynamics. Academy of Management Annals, 13 (2). pp. 737-769. ISSN 1941-6067

Lee, M and Pitesa, M and Pillutla, M and Thau, S (2018) Perceived entitlement causes discrimination against attractive job candidates in the domain of relatively less desirable jobs. Journal of Personality and Social Psychology, 114 (3). pp. 422-442. ISSN 0022-3514

Brands, R and Inesi, E and Cable, D and Pillutla, M and Lee, M and Nicholson, N and Chandy, R and Rattan, A (2018) Research summaries: inclusion and diversity. London Business School Review, 29 (2). pp. 36-39. ISSN 2057-1607

Lee, M and Pitesa, M and Pillutla, M and Thau, S (2017) Male Immorality: An Evolutionary Account of Sex Differences in Unethical Negotiation Behavior. Academy of Management Journal, 60 (5). pp. 2014-2044. ISSN 1948-0989

Pitesa, M and Thau, S and Pillutla, M (2017) Workplace trust as a mechanism of employee (dis)advantage: The case of employee socioeconomic status. Research in Organizational Behavior, 37. pp. 83-101. ISSN 0191-3085

Lee, Margaret and Pillutla, M (2016) Anticipated Dissatisfaction Causes Discrimination against Attractive Candidates. Academy of Management Proceedings, 2016 (1). ISSN 2151-6561

Conlon, D E and Bazerman, M H and Malhotra, D and Pillutla, M (2016) Celebrating the Work of J. Keith Murnighan. Negotiation and Conflict Management Research, 9 (4). pp. 332-344. ISSN 17504708

Lee, S Y and Kesebir, S and Pillutla, M (2016) Gender differences in response to competition with same-gender coworkers: A relational perspective. Journal of Personality and Social Psychology, 110 (6). pp. 869-886. ISSN 0022-3514

Lee, M S and Pillutla, M (2015) The Effect of Heterogeneity of Ability in Teams on Performance. Academy of Management Proceedings, 2015 (1). p. 17937. ISSN 0065-0668

Cain, D and Chou, E Y and Cooper, C D and Dirks, K T and Ferrin, D L and Pillutla, M and Sah, S (2015) "Interpersonal Trust: What Are We Talking About, What Are We Measuring, and Where Are We Going?". Academy of Management Proceedings, 2015 (1). ISSN 0065-0668

Pitesa, M and Pillutla, M (2015) A lack of material resources decreases trust propensity. Academy of Management Proceedings, 2015 (1). ISSN 0065-0668

Lee, S Y and Pitesa, M and Thau, S and Pillutla, M (2015) Discrimination in Selection Decisions: Integrating Stereotype Fit and Interdependence Theories. Academy of Management Journal, 58 (3). pp. 789-812. ISSN 1948-0989

Adams, G S and Zou, X and Inesi, M E and Pillutla, M (2015) Forgiveness is not always divine: When expressing forgiveness makes others avoid you. Organizational Behavior and Human Decision Processes, 126. pp. 130-141. ISSN 0749-5978

Puranam, P and Stieglitz, N and Osman, M and Pillutla, M (2015) Modelling Bounded Rationality in Organizations: Progress and Prospects. Academy of Management Annals, 9 (1). pp. 337-392. ISSN 1941-6067

Thau, S and Derfler-Rozin, R and Pitesa, M and Mitchell, M S and Pillutla, M (2015) Unethical for the sake of the group: Risk of social exclusion and pro-group unethical behavior. Journal of Applied Psychology, 100 (1). pp. 98-113. ISSN 0021-9010

Lee, S and Pitesa, M and Pillutla, M and T, Stefan (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. pp. 15-28. ISSN 0749-5978

Pillutla, M and Thau, Stefan (2013) Organizational sciences’ obsession with “that’s interesting!”: Consequences and an alternative. Organizational Psychology Review, 3 (2). pp. 187-194. ISSN 2041-3866

Lee, S and Pillutla, M (2013) Racial Discrimination Taking Both Ways: Moderation of Social Goal and Task-Type. Academy of Management Proceedings, 2013 (1). ISSN 0065-0668

Pitesa, M and Thau, S and Pillutla, M (2013) Cognitive control and socially desirable behavior: The role of interpersonal impact. Organizational Behavior and Human Decision Processes, 122 (2). pp. 232-243. ISSN 0749-5978

Thau, S and Tröster, C and Aquino, K and Pillutla, M and 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). pp. 133-145. ISSN 0167-4544

Lee, S and Pillutla, M and Thau, S (2012) Fundamental social goals and the attractiveness bias in personnel decision making. Academy of Management Proceedings, 2012 (1). ISSN 0065-0668

Thau, S and Pitesa, M and Pillutla, M (2012) Social Impact Limits Spontaneous Selfishness in Resource Allocations. Academy of Management Proceedings, 2012 (1). ISSN 0065-0668

Schweinsberg, M and Ku, G and Wang, C S and Pillutla, M (2012) Starting high and ending with nothing: The role of anchors and power in negotiations. Journal of Experimental Social Psychology, 48 (1). pp. 226-231. ISSN 1096-0465

De Cremer, D and Pillutla, M and Folmer, C R (2011) How Important Is an Apology to You? Psychological Science, 22 (1). pp. 45-48. ISSN 0956-7976

De Cremer, D and Van Dick, R and Tenbrunsel, A and Pillutla, M and Murnighan, J K (2011) Understanding Ethical Behavior and Decision Making in Management: A Behavioural Business Ethics Approach. British Journal of Management, 22 (s1). pp. 1-4. ISSN 1467-8551

De Cremer, D and Van Dijk, E and Pillutla, M (2010) Explaining Unfair Offers in Ultimatum Games and their Effects on Trust: An Experimental Approach. Business Ethics Quarterly, 20 (1). pp. 107-126. ISSN 1052-150X

Derfler-Rozin, R and Pillutla, M and Thau, S (2010) Social reconnection revisited: The effects of social exclusion risk on reciprocity, trust, and general risk-taking. Organizational Behavior and Human Decision Processes, 112 (2). pp. 140-150. ISSN 07495978

Chen, X P and Pillutla, M and Yao, X (2009) Unintended Consequences of Cooperation Inducing and Maintaining Mechanisms in Public Goods Dilemmas: Sanctions and Moral Appeals. Group Processes & Intergroup Relations, 12 (2). pp. 241-255. ISSN 1368-4302

Sivanathan, N and Pillutla, M and Murnighan, J K (2008) Power gained, power lost. Organizational Behavior and Human Decision Processes, 105 (2). pp. 135-146. ISSN 0749-5978

Pillutla, M and Farh, J L and Lee, C and Lin, Z (2007) An Investigation of Traditionality as a Moderator of Reward Allocation. Group & Organization Management, 32 (2). pp. 233-253. ISSN 1059-6011

Pillutla, M and Ronson, S (2005) Do We Prefer Coworkers Who are Better or Worse Than us? Evidence From The 'Weakest Link' Game. Academy of Management Proceedings, 2005 (1). pp. 1-6. ISSN 0065-0668

Pillutla, M and Malhotra, D and Murnighan, K J (2003) Attributions of trust and the calculus of reciprocity. Journal of Experimental Social Psychology, 39 (5). pp. 448-455. ISSN 0022-1031

Pillutla, M and Murnighan, J K (2003) Fairness in Bargaining. Social Justice Research, 16 (3). pp. 241-262. ISSN 0885-7466

Li, J and Xin, K and Pillutla, M (2002) Multi-cultural leadership teams and organizational identification in international joint ventures. The International Journal of Human Resource Management, 13 (2). pp. 320-337. ISSN 0958-5192

Murnighan, J K and Oesch, J M and Pillutla, M (2001) Player Types and Self-Impression Management in Dictatorship Games: Two Experiments. Games and Economic Behavior, 37 (2). pp. 388-414. ISSN 0899-8256

Dawar, N and Pillutla, M (2000) Impact of Product-Harm Crises on Brand Equity: The Moderating Role of Consumer Expectations. Journal of Marketing Research, 37 (2). pp. 215-226. ISSN 1547-7193

Lee, C and Pillutla, M and Law, K S (2000) Power-distance, gender and organizational justice. Journal of Management, 26 (4). pp. 685-704. ISSN 0149-2063

Murnighan, J K and Babcock, L and Thompson, L and Pillutla, M (1999) The Information Dilemma in Negotiations: Effects of Experience, Incentives, and Integrative Potential. International Journal of Conflict Management, 10 (4). pp. 313-339. ISSN 1044-4068

Pillutla, M and Chen, X P (1999) Social Norms and Cooperation in Social Dilemmas: The Effects of Context and Feedback. Organizational Behavior and Human Decision Processes, 78 (2). pp. 81-103. ISSN 0749-5978

Bhattacharya, R and Devinney, T M and Pillutla, M (1998) A Formal Model of Trust Based on Outcomes. The Academy of Management Review, 23 (3). pp. 459-472. ISSN 0363-7425

Tinsley, C H and Pillutla, M (1998) Negotiating in the United States and Hong Kong. Journal of International Business Studies, 29 (4). pp. 711-727. ISSN 1478-6990

Nason, S W and Pillutla, M (1998) Towards a model of international research teams. Journal of Managerial Psychology, 13 (3/4). pp. 156-166. ISSN 0268-3946

Pillutla, M and Murnighan, J K (1996) Unfairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers. Organizational Behavior and Human Decision Processes, 68 (3). pp. 208-224. ISSN 0749-5978

Book Chapter

Kesebir, S and Young Lee, S and Qiu, J and Pillutla, M (2020) Same-sex peer norms: implications for gender differences in negotiation. In: Research Handbook on Gender and Negotiation. Edward Elgar Publishing, Cheltenham, UK, pp. 117-131. ISBN 9781788976763

Narayanan, J and Pillutla, M (2015) Social Loafing. In: Wiley Encyclopedia of Management. Wiley, Chichester, UK, p. 1. ISBN 9781118785317

Thau, S and Pitesa, M and Pillutla, M (2014) Experiments in Organizational Behavior. In: Laboratory Experiments in the Social Sciences (Second Edition). Academic Press, San Diego, USA, pp. 433-447. ISBN 970124046818

De Cremer, D and Pillutla, M (2012) Cognitive Errors of Negotiators. In: Making Negotiations Predictable. Palgrave Macmillan, London, UK, pp. 40-65. ISBN 9781137024794

De Cremer, D and Pillutla, M (2012) Emotions and Intuition. In: Making Negotiations Predictable. Palgrave Macmillan, London, UK, pp. 66-80. ISBN 9781137024794

De Cremer, D and Pillutla, M (2012) The Impact of Framing on Negotiations. In: Making Negotiations Predictable. Palgrave Macmillan, London, UK, pp. 81-100. ISBN 9781137024794

De Cremer, D and Pillutla, M (2012) The ‘Moving Forward to Agreements’ Survey. In: Making Negotiations Predictable. Palgrave Macmillan UK, London, pp. 144-154. ISBN 9781137024794

De Cremer, D and Pillutla, M (2012) Negotiation Basics: Structure and Process. In: Making Negotiations Predictable. Palgrave Macmillan, London, UK, pp. 13-39. ISBN 9781137024794

Pillutla, M (2010) When Good People Do Wrong: Morality, Social Identity, and Ethical Behavior. In: Social Psychology and Organizations. 1 ed. Routledge, New York, USA. ISBN 9780203846957

Pillutla, M and Thau, S (2009) Actual and potential exclusion as determinants of individuals’ unethical behavior in groups. In: Psychological Perspectives on Ethical Behavior and Decision Making. Information Age Publishing, Charlotte, USA, pp. 121-133. ISBN 9781607521051

Narayanan, J and Ronson, S and Pillutla, M (2006) Groups as Enablers of Unethical Behavior: The Role of Cohesion on Group Member Actions. In: Ethics in Groups. Emerald, Bingley, UK, pp. 127-147. ISBN 9781849504058

Monograph

Madan, N and Mani, D and Pillutla, M (2020) The Impact of Job Need for Human Proximity and Communication Technologies on Remote Work Efficacy. Working Paper. SSRN.

Narayanan, J and Pillutla, M and Xue, Z (2009) Spontaneity in Decision-Making: It Can Help and Hurt. Working Paper. SSRN.

Book

Cremer, D D and Pillutla, M (2012) Making Negotiations Predictable: What Science Tells Us? 1 ed. Palgrave Macmillan, London, UK. ISBN 9781349438655

Pillutla, M and Nicholson, N (2006) Negotiation: How To Make Deals And Reach Agreement In Business. Dreamtech Press, India. ISBN 9788177226850