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Madan Pillutla

London Business School Term Chair Professor of Organisational Behaviour

  • BE (BITS, Pilani,) PGDM (XLRI, Jamshedpur), MSBA (Illinois), PhD (British Columbia)

Professor Madan Pillutla’s research focuses on incentives; decision-making; negotiating and bargaining; and trust and fairness in interpersonal interactions. Recent themes explored in his research include: the value of an apology and the role of anchors and power in negotiations.

Before joining London Business School, Professor Pillutla worked as a management trainee and factory personnel manager at ITC Limited (a subsidiary of British American Tobacco) in Chirala and Calcutta, India. He is Associate Editor of the journal of Organizational Behavior and Human Decision Processes; and a member of the editorial boards of the Administrative Science Quarterly and the Academy of Management Perspectives.  He has been on the editorial boards of the Academy of Management Review and the Journal of Management.

Professor Pillutla has published articles in leading academic journals, and he is the co-author, with David De Cremer, of the book Making Negotiations Predictable: What Science Tells Us, Palgrave (Macmillan, 2012 forthcoming).

2014

Discrimination in selection decisions: Integrating stereotype fit and interdependence theories

Lee S; Pitesa M; Thau S; Pillutla M

Academy of Management Journal

When forgiveness damages relationships

Adams G S; Zou X; Inesi M B; Pillutla M M

Organizational Behavior and Human Decision Processes

Experiments in Organizational Behavior

Thau S; Pitesa M; Pillutla M

Unethical for the sake of the group: Risk of social exclusion and pro-group unethical behavior

Thau S; Derfler; Rozin R; Pitesa M; Mitchell M; Pillutla M

Journal of Applied Psychology

2013

Satisfying Individual Desires or Moral Standards? Preferential Treatment and Group Members’ Self-Worth, Affect, and Behavior

Thau S; Troster C; Aquino K; Pillutla M M; De Cremer D

Journal of Business Ethics

Cognitive control and socially desirable behavior: The role of interpersonal impact

Pitesa M; Thau S; Pillutla M

Organizational Behavior and Human Decision Processes

Salience of interpersonal impact determines whether cognitive depletion makes people more self-serving or other-regarding

Pitesa M; Thau S; Pillutla M

Organizational Behavior and Human Decision Processes

2012

Starting high and ending with nothing: The role of anchors and power in negotiations

Schweinsberg M; Ku G ; Wang C S ; Pillutla M

Journal of Experimental Social Psychology

Making Negotiations Predictable; what Science Tells us

De Cremer D ; Pillutla M

Palgrave Macmillan

2011

Understanding Ethical Behavior and Decision Making in Management: A Behavioral Business Ethics Apporach

De Cremer D; Van Dick R; Tenbrunsel A E; Pillutla M; Murnighan J K

British Journal of Management

How important is an apology to you? Forecasting errors in evaluating the value of apologies

De Cremer D; Pillutla M M; Folmer C R

Psychological Science

2010

Social reconnection revisited: the effects of social exclusion risk on reciprocity, trust, and general risk-taking

Derfler-Rozin R; Pillutla M; Thau S

Organizational Behavior and Human Decision Processes

Reconnetion revisited: The effects of actual and potential social exclusion on trust, reciprocity and risk taking

Pillutla M M; Rozin D; Thau S

Organizational Behavior and Human Decision Processes

Explaining unfair offers in ultimatum games and its effects on trust: An experimental approach

De Cremer D; Van Dijk E; Pillutla M

Business Ethics Quarterly

2009

Unintended Consequences of Cooperation Inducing Mechanisms in Public Goods Dilemmas: An Attribution Perspective

Chen X P; Pillutla M; Yao X

Group Process and Inter-group Relations

2008

Power gained, power lost

Sivanathan N; Pillutla M M; Murnighan J K

Organizational Behavior and Human Decision Processes

2007

A cultural analysis of reward allocations in Chinese groups

Pillutla M M; Farh J L; Lee C; Lin Z

Group & Organization Management

2006

Investigation of traditionality as a moderator of reward allocation

Pillutla M M; et al.

Group & Organization Management

2005

Blackwell encylopedia of management: organizational behavior. 2nd ed.

Nicholson N; Audia P; Pillutla M M eds.

2003

Attributions of trust and the calculus of reciprocity

Pillutla M M; Malhotra D; Murnighan J K

Journal of Experimental Social Psychology

Fairness in bargaining

Pillutla M M; Murnighan J K

Social Justice Research

2002

Multi-cultural leadership teams and organizational identification in international joint ventures

Li J T; Xin K; Pillutla M M

International Journal of Human Resource Management

2001

Player types and self impression management in dictatorship games: two experiments

Murnighan J K; Oesch J M; Pillutla M M

Games and Economic Behavior

2000

Power-distance, gender and organizational justice

Pillutla M M; Lee C; Law K S

Journal of Management

1999

Information dilemma in negotiations: effects of experience, information and integrative potential

Murnighan J K; Pillutla M M et al.

International Journal of Conflict Management

Social norms and cooperation in social dilemmas

Pillutla M M; Chen X P

Organizational Behavior and Human Decision Processes

1998

Towards a model of international research teams

Nason S; Pillutla M M

Journal of Managerial Psychology

Formal model of trust based on outcomes

Bhattacharya R; Devinney T; Pillutla M M

Academy of Management Review

Influence of culture on business negotiations in the US and Hong Kong

Tinsley C; Pillutla M M

Journal of International Business Studies

1996

Unfairness, anger and spite: emotional rejections of ultimatum offers

Pillutla M M; Murnighan J K

Organizational Behavior and Human Decision Processes

Being fair or appearing fair: strategic behaviour in ultimatum bargaining

Pillutla M M; Murnighan J K

Academy of Management Journal

Negotiation and Bargaining

Behavioral Decision Making

Incentives in Organizations

2008-Present Mike Salomon Term Chair in Organizational Behavior

2012 Best Teacher on Sloan Program London Business School

2010 Teaching Excellence Award, London Business School

2009 Best Teacher on Sloan Program London Business School

2006 & 2008 Runner up Teaching Excellence Award, London Business School

2005 Academy of Management, Conflict Management Division, Best Paper Award

2001 Innovation in Teaching Award, London Business School


Research Interest

Incentives, decision making, negotiating and bargaining, and trust and fairness in interpersonal interaction.