Madan Pillutla

Professor of Organisational Behaviour (on leave from London Business School)

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

Professor Madan Pillutla’s research uses social-psychological perspectives to understand organizational behaviours. Recent papers have examined gender differences in competitiveness and morality and the role that physical attractiveness plays in selection decisions.

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 was an Associate Editor of the Academy of Management Annals, an Associate Editor of Organizational Behavior and Human Decision Processes; and a member of the editorial board of the Academy of Management Review. Furthermore, he was also on the editorial boards of the Administrative Science Quarterly, the Academy of Management Perspective, the Academy of Management Review and the Journal of Management.

Research Awards

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

Incentives
Decision making
Negotiating and bargaining
Trust and fairness in interpersonal interaction
Online advertising
Electronic markets

2022

Negotiation Impasses: Types, Causes, and Resolutions

Schweinsberg M; Thau S; Pillutla M M.

Journal of Management 2022 Vol 48:1 p 49-76

2020

Same-sex peer norms: implications for gender differences in negotiation

Kesebir S; Lee S Y; Qiu J; Pillutla M

in Olekalns M and Kennedy J A (eds.), Research handbook on gender and negotiation, Edward Elgar. pp. 117-131

2019

Lay beliefs about competition: scale development and gender differences

Kesebir S; Lee S Y; Elliot A J; Pillutla M M

Motivation and Emotion 2019 Vol 43:5 p 719-739

Socioeconomic mobility and talent utilization of workers from poorer backgrounds: the overlooked importance of within-organization dynamics

Pitesa M; Pillutla M

Academy of Management Annals 2019 Vol 13:2 p 737-769

2018

Perceived entitlement causes discrimination against attractive job candidates in the domain of relatively less desirable jobs

Lee M; Pitesa M; Pillutla M M; Thau S

Journal of Personality and Social Psychology 2018 Vol 114:3 p 422-442

2017

Male immorality: an evolutionary account of sex differences in unethical negotiation behavior

Lee M; Pitesa M; Pillutla M M; Thau S

Academy of Management Journal 2017 Vol 60:5 p 2014-2044

Workplace trust as a mechanism of employee (dis)advantage: the case of employee socioeconomic status

Pitesa M; Thau S; Pillutla M

Research in Organizational Behavior 2017 Vol 37 p 83-101

2016

Celebrating the work of J. Keith Murnighan

Conlon D E; Bazerman M H; Malhotra D; Pillutla M M

Negotiation and Conflict Management Research 2016 Vol 0:4 p 332-344

Gender differences in response to competition with same-gender coworkers: a relational perspective

Lee S Y; Kesebir S; Pillutla M M

Journal of Personality and Social Psychology 2016 Vol 110:6 p 869-886

2015

Discrimination in selection decisions: Integrating stereotype fit and interdependence theories

Lee S; Pitesa M; Thau S; Pillutla M

Academy of Management Journal 2015 Vol 58:3 p 789-812

Forgiveness is not always divine: When expressing forgiveness makes others avoid you

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

Organizational Behavior and Human Decision Processes 2015 Vol 126 p 130-141

Modelling bounded rationality in organizations: Progress and prospects

Puranam P; Stieglitz N; Osman M; Pillutla MM

Academy of Management Annals 2015 Vol 9:1 p 337-392

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 2015 January Vol 100:1 p 98-113

When beauty helps and when it hurts: An organizational context model of attractiveness discrimination in selection decisions

Lee S; Pitesa M; Pillutla M; Thau S

Organizational Behavior and Human Decision Processes 2015 Vol 128 p 15-28

2014

Experiments in organizational behavior

Thau S; Pitesa M; Pillutla M

M Webster, J Sell (eds), Laboratory Experiments in the Social Sciences (2nd edition), Academic Press, 2014. pp 433-448

2013

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

Pitesa M; Thau S; Pillutla M

Organizational Behavior and Human Decision Processes 2013 Vol 122:2 p 232-243

Organizational sciences' obsession with "that's interesting!" consequences and an alternative

Pillutla M M; Thau S

Organizational Pyshcology Review 2013 Vol 3:2 p 187-194

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 2013 Vol 122:2 p 232-243

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 2013 Vol 113:1 p 133-145

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 2012 Vol 48:1 p 226-231

2011

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 2011 Vol 22:1 p 45-48

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 2011 Vol 22:1 p 1-4

2010

2009

Actual and potential exclusion as determinants of individuals' unethical behavior in groups

Pillutla M M; Thau S

Book Chapter: In De Cremer D ed., Psychological Perspectives on Ethical Behavior and Decision Making, Information Age Publishing, 2009

Unintended consequences of cooperation inducing mechanisms in public goods dilemmas: Sanctions and moral appeals

Chen X P; Pillutla M M; Yao X

Group Process and Inter-group Relations 2009 Vol 12:2 p 241-255

2008

Power gained, power lost

Sivanathan N; Pillutla M M; Murnighan J K

Organizational Behavior and Human Decision Processes 2008 Vol 105:2 p 135-146

2007

A cultural analysis of reward allocations in Chinese groups

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

Group & Organization Management 2007 Vol 32:2 p 233-253

2006

Groups as enablers of unethical behavior: the role of cohesion on group member actions

Narayanan J; Ronson S; Pillutla M M

in Tenbrunsel A ed., Ethics in groups, JAI Press, 2006

Investigation of traditionality as a moderator of reward allocation

Pillutla M M; et al.

Group & Organization Management 2006 Vol 32:2 p 233-253

2004

Negotiation: how to make deals and reach agreement in business

Pillutla M M; Nicholson N

Format Publishing, 2004

2003

Attributions of trust and the calculus of reciprocity

Pillutla M M; Malhotra D; Murnighan J K

Journal of Experimental Social Psychology 2003 Vol 39:5 p 448-455

Fairness in bargaining

Pillutla M M; Murnighan J K

Social Justice Research 2003 Vol 16:3 p 241-262

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 2002 Vol 13:2 p 320-337

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 2001 Vol 37:2 p 388-414

2000

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 1999 Vol 10:4 p 313-339

Social norms and cooperation in social dilemmas

Pillutla M M; Chen X P

Organizational Behavior and Human Decision Processes 1999 Vol 78:2 p 81-103

1998

1996

Unfairness, anger and spite: emotional rejections of ultimatum offers

Pillutla M M; Murnighan J K

Organizational Behavior and Human Decision Processes 1996 Vol 68:3 p 208-224

1995

Being fair or appearing fair: strategic behaviour in ultimatum bargaining

Pillutla M M; Murnighan J K

Academy of Management Journal 1995 Vol 38:5 p 1408-1426

Fairness and self interest: asymmetric moral imperatives in ultimatum bargaining

Murnighan J K; Pillutla M M

in Kramer R and Messick D eds., Negotiation as a social process, Sage, 1995

2012

Making negotiations predictable : What science tells us

De Cremer D ; Pillutla M

Palgrave Macmillan, 2012

2005

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

Nicholson N; Audia P; Pillutla M M; eds.

Blackwell, 2005

Teaching portfolio

Our teaching offering is updated annually. Faculty and programme material are subject to change.

Executive Education

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Negotiating and Influencing Skills for Leaders

Negotiating and Influencing Skills for Leaders
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Madan Pillutla

Research Awards

Teaching portfolio

Executive Education