Northcraft, Gregory B.

23 catalog papers. Name-matched publications do not establish a verified researcher identity.

University of Illinois (emeritus)

Publications

• The Dilemma Portfolio: A Strategy to Advance the Study of Social Dilemmas in Organizations — Academy of Management Annals 2018
• Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes — Organizational Behavior and Human Decision Processes 2015
• Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation — Organizational Behavior and Human Decision Processes 2012
• Appeasing Equals — Administrative Science Quarterly 2012
• Effective Matrices, Decision Frames, and Cooperation in Volunteer Dilemmas: A Theoretical Perspective on Academic Peer Review — Organization Science 2011
• Testing the Waters: Using Collective Real Options to Manage the Social Dilemma of Strategic Alliances — Academy of Management Review 2011
• Is it even worth it? The effect of loss prospects in the outcome distribution of a public goods dilemma — Organizational Behavior and Human Decision Processes 2010
• To be or not to be trusted: The influence of media richness on defection and deception — Organizational Behavior and Human Decision Processes 2008
• Happy together? — Journal of Operations Management 2007
• Serving Constituencies In Business Schools: M.B.A. Program Versus Research Performance — Academy of Management Journal 2000
• Why Differences Make a Difference: A Field Study of Diversity, Conflict and Performance in Workgroups — Administrative Science Quarterly 1999
• Stairways to Heaven: An Interlocking Self-Regulation Model of Negotiation — Academy of Management Review 1999
• Three Social Dilemmas of Workforce Diversity in Organizations: A Social Identity Perspective — Human Relations 1999
• Non-linear Preference Functions and Negotiated Outcomes — Organizational Behavior and Human Decision Processes 1998
• Facilitator Influence in Group Support Systems: Intended and Unintended Effects — Information Systems Research 1998
• Cognitive Elements in the Implementation of New Technology: Can Less Information Provide More Benefits? — Management Information Systems Quarterly 1996
• Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others — Organizational Behavior and Human Decision Processes 1995
• Distinguishing Between the Forest and the Trees: Media, Features, and Methodology in Electronic Communication Research — Organization Science 1994
• Conflict Frames of Reference: Implications for Dispute Processes and Outcomes — Academy of Management Journal 1994
• A Study of Collaborative Group Work With and Without Computer-Based Support — Information Systems Research 1990
• Impact of Process and Outcome Feedback on the Relation of Goal Setting to Task Performance — Academy of Management Journal 1990
• Managing Service Demand at the Point of Delivery — Academy of Management Review 1985
• Dollars, Sense, and Sunk Costs: A Life Cycle Model of Resource Allocation Decisions — Academy of Management Review 1984