Madan Pillutla

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This research investigated trust and reciprocity in two experiments using the Trust Game. In the Trust Game, Player 1 can ‘‘trust’’ an unknown Player 2 by sending some portion of a monetary endowment. The amount sent triples on its way to Player 2, who can then ‘‘reciprocate’’ by returning as much as he or she wishes to Player 1. Initial endowments were(More)
This research tested the idea that the risk of exclusion from one's group motivates group members to engage in unethical behaviors that secure better outcomes for the group (pro-group unethical behaviors). We theorized that this effect occurs because those at risk of exclusion seek to improve their inclusionary status by engaging in unethical behaviors that(More)
Organizational scholars have recently become interested in forgiveness as a way to resolve workplace conflicts and repair relationships. We question the assumption that forgiveness always has these relational benefits. In three studies we investigated participants’ responses to people who expressed forgiveness of them versus those who did not. We found that(More)
Apologies are commonly used to deal with transgressions in relationships. Results to date, however, indicate that the positive effects of apologies vary widely, and the match between people's judgments of apologies and the true value of apologies has not been studied. Building on the affective and behavioral forecasting literature, we predicted that people(More)
We take a relational perspective to explain how women and men may differently experience competition with their same-gender coworkers. According to gender socialization research, the female peer culture values harmony and the appearance of equality, whereas hierarchical ranking is integral to the male peer culture. As competition dispenses with equality and(More)
Individuals’ willingness to act in socially desirable ways, such as sharing resources with others and abiding by norms of ethical conduct, is a necessary condition of social life. The current research reconciles two seemingly contradicting sets of findings on the role of cognitive control in socially desirable behaviors. One set of findings suggests that(More)
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