Faculty Research and Honors
Marketing Professor Andris Zoltners published an article in the Journal of Personal Selling & Sales Management titled "Sales Force Effectiveness: A Framework for Researchers and Practitioners." He also co-authored "The Sales Force as an Engine of Organic Growth," which appeared in Velocity, the quarterly journal of the Strategic Account Management Association (SAMA). The article was developed from the Sales Summit program, which took place at the James L. Allen Center in 2008.
Katherine Phillips, associate professor of Management & Organizations, co-authored an article in the Personality and Social Psychology Bulletin titled "Is the Pain Worth the Gain? The Advantages and Liabilities of Agreeing with Socially Distinct Newcomers." The paper argued that the impact of diversity on group functioning is multifaceted. Though diverse groups reported less confidence in their performance and perceived their interactions as less effective, they nonetheless performed better than homogeneous groups. "The mere presence of socially distinct newcomers and the social concerns [that] their presence stimulates among old-timers motivates behavior that can convert affective pains into cognitive gains," the article reported. Phillips is also the co-chair of Northwestern University's Center on the Science of Diversity.
Adam Galinsky, the Morris and Alice Kaplan Professor of Ethics and Decision in Management, has co-authored a number of articles in recent months. They include:
- "Social Power Reduces the Strength of the Situation: Implications for Creativity, Conformity, and Dissonance," in the Journal of Personality and Social Psychology
- "Toward a More Complete Understanding of the Link Between Multicultural Experience and Creativity," in American Psychologist
- "Social Hierarchy: The Self-Reinforcing Nature of Power and Status," in the Academy of Management Annals
- "Lacking Control Increases Illusory Pattern Perception," in Science
- "The Merits of Unconscious Thought in Creativity," in Psychological Science
- "Negational Racial Identity and Presidential Voting Preferences," in the Journal of Experimental Social Psychology
Two of Finance Professor Jonathan Parker's articles will appear in the May issue of the American Economic Review: "The Integrated Financial and Real System of National Accounts for the United States: Does it Presage the Financial Crisis?" and "Who Bears Aggregate Fluctuations and How?" co-authored with Kellogg Associate Finance Professor Annette Vissing-Jorgensen.
Assistant Professor of Management & Organizations Ithai Stern's paper, "Flattery Will Get You Everywhere (Especially If You are a Male Caucasian)," was named a finalist for the Academy of Management's Best Paper Award in 2008. The paper explores how ingratiation, boardroom behavior and demographic minority status affect the likelihood of gaining board appointments at U.S. companies. The paper was published in the Academy of Management Journal.
Assistant Professor of Marketing Derek Rucker and colleagues published a paper, "Beyond Attitude Consensus: The Social Context of Persuasion and Resistance," in the January issue of the Journal of Experimental Social Psychology. The work examines how the awareness that others have resisted or succumbed to persuasion affects the certainty with which one holds one's own opinion.
The Truth About Negotiations (FT Press) by Leigh Thompson, the J. Jay Gerber Professor of Dispute Resolution & Organizations, has been translated into six different languages, including Portuguese, Thai, Greek, Hindi and Chinese. In addition, Thompson has co-authored three recently published articles: "Reviving Inert Knowledge: Analogical Encoding Supports Relational Retrieval of Past Events," in Cognitive Science; "When Your Heart Isn't Smart: How Different Types of Regret Change Decisions and Profits," in the International Journal of Conflict Management; and "The Reality and Myth of Sacred Issues in Ideologically-Based Negotiations," in Negotiation and Conflict Management Research.