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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).

2015

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 Forthcoming

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

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

Discrimination in selection decisions: Integrating stereotype fit and interdependence theories

Lee S; Pitesa M; Thau S; Pillutla M

Academy of Management Journal 2015 Vol 126 p 130-141

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

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

Organizational Behavior and Human Decision Processes 2015 Vol 126:1 p 130-141

2014

Experiments in organizational behavior

Thau S; Pitesa M; Pillutla M

M Webster, J Sell eds., Laboratory Experiments for the Social Sciences, Academic Press, 2014

2013

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

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

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

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

2012

Making negotiations predictable; What science tells us

De Cremer D ; Pillutla M

Palgrave Macmillan 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

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

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

2010

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 2010 Vol 20:1 p 107-126

When good people do wrong: Morality, social identity and ethical behavior

Pillutla M M

Book Chapter: In Murnigham J K, De Cremer D & Van Dijk R eds., Social Psychology in Organizations, 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 2010 Vol 112 p 140-150

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 2010 Vol 112:2 p 140-150

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

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

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

2005

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

Nicholson N; Audia P; Pillutla M M eds.

Blackwell, 2005

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

Power-distance, gender and organizational justice

Pillutla M M; Lee C; Law K S

Journal of Management 2000 Vol 26:4 p 685-704

Effects of power distance and gender on reactions to organizational justice: a study in Hong Kong

Lee C; Pillutla M M; Law K

Journal of Management 2000 Vol 26:4 p 685-704

Impact of product-harm crises on brand equity: the moderating role of consumer expectations

Pillutla M M; Dawar N

Journal of Marketing Research 2000 Vol 37:2 p 215-226

1999

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

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

1998

Formal model of trust based on outcomes

Bhattacharya R; Devinney T; Pillutla M M

Academy of Management Review 1998 Vol 23:3 p 459-472

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

Tinsley C; Pillutla M M

Journal of International Business Studies 1998 Vol 29:4 p 711-728

Towards a model of international research teams

Nason S; Pillutla M M

Journal of Managerial Psychology 1998 Vol 13 p 156-166

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

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.