College of Business: University of Illinois at Urbana-Champaign

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Jeffrey Loewenstein

Associate Professor of Business Administration

All Publications


Articles in Journals

Loewenstein, J. 2014. Take my word for it: How professional vocabularies foster organizing. Journal of Professions and Organization

Loewenstein, J., Ocasio, W., Jones, C. 2012. Vocabularies and vocabulary structure: A new approach to linking categories, practices, and institutions. Academy of Management Annals

Keller, J., Loewenstein, J. 2011. The cultural category of cooperation: A Cultural Consensus Model analysis for China and the US. Organization Science, 22: 299-319

Loewenstein, J., Raghunathan, R., Heath, C. 2011. The Repetition-Break plot structure makes effective television advertisements. Journal of Marketing, 75: 105-119

Markman, A., Loewenstein, J. 2010. Structural comparison and consumer choice. Journal of Consumer Psychology, 20: 126-137

Gentner, D., Loewenstein, J., Thompson, L., Forbus, K. 2009. Reviving inert knowledge: Analogical abstraction supports relational retrieval of past events. Cognitive Science, 33: 1343-1382

Loewenstein, J., Heath, C. 2009. The Repetition-Break plot structure: A cognitive influence on selection in the marketplace of ideas. Cognitive Science, 33: 1-19

Gentner, D., Loewenstein, J., Hung, B. 2007. Comparison facilitates children’s learning of names for parts.. Journal of Cognition and Development, 8: 285-307

Kurtz, K., Loewenstein, J. 2007. Converging on a new role for analogy in problem solving and retrieval: When two problems are better than one.. Memory & Cognition, 35: 334-341

Zhong, C., Loewenstein, J., Murnigham, J. 2007. Speaking the same language: The cooperative effects of labeling in the prisoners’ dilemma.. Journal of Conflict Resolution, 53: 431-456

Loewenstein, J., Gentner, D. 2005. Relational language and the development of relational mapping.. Cognitive Psychology, 50: 315-363

Loewenstein, J., Morris, M., Chakravarti, A., Thompson, L., Kopelman, S. 2005. At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media.. Organizational Behavior and Human Decision Processes, 98: 28-38

Gentner, D., Loewenstein, J., Thompson, L. 2003. Learning and transfer: A general role for analogical encoding.. Journal of Educational Psychology, 95: 393-408

Loewenstein, J., Thompson, L., Gentner, D. 2003. Analogical learning in negotiation teams: Comparing cases promotes learning and transfer.. Academy of Management Learning & Education, 2: 119-127

Loewenstein, J., Gentner, D. 2001. Spatial mapping in preschoolers: Close comparisons facilitate far mappings.. Journal of Cognition and Development, 2: 189-219

Loewenstein, J., Thompson, L. 2000. The challenge of learning. Negotiation Journal, 16: 399-408

Thompson, L., Gentner, D., Loewenstein, J. 2000. Avoiding missed opportunities in managerial life: Analogical training more powerful than individual case training.. Organizational Behavior and Human Decision Processes, 82: 60-75

Gillespie, J., Thompson, L., Loewenstein, J., Gentner, D. 1999. Lessons from analogical reasoning in the teaching of negotiation.. Negotiation Journal, 15: 363-371

Loewenstein, J., Thompson, L., Gentner, D. 1999. Analogical encoding facilitates knowledge transfer in negotiation.. Psychonomic Bulletin & Review, 6: 586-597

Chapters in Books

Adair, W., Loewenstein, J. 2013. Talking it through: Communication sequences in negotiation. In M. Olekalns & W.L. Adair (Ed.), Handbook of Research in Negotiation, 311-331. Northampton, MA: Edward Elgar.

Loewenstein, J. 2012. Thinking in Business. In K. J. Holyoak & R. G. Morrison (Ed.), Oxford Handbook of Thinking and Reasoning. Oxford: Oxford University Press.

Loewenstein, J. 2010. How one’s hook is baited matters for catching an analogy. In B. H. Ross (Ed.), Psychology of Learning and Motivation, Volume 53, 149-182. London: Elsevier.

Loewenstein, J., Thompson, L. 2006. Learning to negotiate: Novice and experienced negotiators. In L. Thompson (Ed.), Negotiation Theory and Research, 77-98. Psychology Press, N.Y..

Gentner, D., Loewenstein, J. 2003. Learning: Analogical reasoning. In Encyclopedia of Education. Macmillan, New York.

Loewenstein, J. 2003. Mental models of negotiation: Descriptive, prescriptive, and paradigmatic implications. In M. A. Hogg, & J. Cooper (Ed.), The Sage Handbook of Social Psychology, 494-511. Thousand Oaks, CA: Sage Publications.

Gentner, D., Loewenstein, J. 2002. Relational language and relational thought. In E. Amsel & J. Byrnes (Ed.), Language, Literacy, and Cognitive Development: The Development and Consequences of Symbolic Communication, 87-120. Mahwah, NJ: Erlbaum.

Proceedings

Loewenstein, J., Raghunathan, R., Heath, C. 2011. The Repetition-Break plot structure: A tool for persuasion, Cognitive Science Society

Keller, J., Loewenstein, J., Yan, J. 2010. Culturally-Guided Beliefs about Opposing Categories and Their Consequences for Action: The Case of Cooperation and Competition, Cognitive Science Society

Calhoun, J., Gentner, D., Loewenstein, J. 2008. Learning abstract principles through principle-case comparison, Cognitive Science Society

Loewenstein, J., Brett, J. 2007. Goal framing predicts strategy revision: When and why negotiators reach integrative agreements, Cognitive Science Society

Loewenstein, J., Keller, J. 2006. Language as a tool for thought: The vocabulary of games facilitates strategic decision-making, Cognitive Science Society

Loewenstein, J., Heath, C. 2005. The repetition-shift plot structure: A cognitive influence on selection in the marketplace of ideas, Cognitive Science Society

Gentner, D., Loewenstein, J., Thompson, L. 2004. Analogical encoding: Facilitating knowledge transfer and integration, Cognitive Science Society

Kurtz, K., Loewenstein, J. 2004. Converging on a new role for analogy in problem solving and retrieval, Cognitive Science Society

Loewenstein, J., Thompson, L., Weber, J. 2001. Perceptions of pie-expanders and pie-slicers in negotiation, Administrative Sciences Association of Canada (ASAC) Conference

Mostek, T., Loewenstein, J., Forbus, K., Gentner, D. 1999. Simulating the effects of relational language in the development of spatial mapping abilities, Cognitive Science Society

Loewenstein, J., Gentner, D. 1998. Relational language facilitates analogy in children, Cognitive Science Society

Working Papers

Gajendran, R. , Loewenstein, J., Choi, H. 2014. Is Email A Brain Drain? Communication Media Effects and Depletion in Negotiation Tasks

Presentations

Gajendran, R. , Loewenstein, J., Choi, H. 2013. Is email depleting? Communication media effects on energy use in negotiation, International Association of Conflict Management, Tacoma.

Gajendran, R. , Loewenstein, J., Choi, H. 2013. Is email depleting? Communication media effects on energy use in negotiation , International Association of Conflict Management, Tacoma.

Keller, J., Loewenstein, J. 2012. Four methodological approaches to measuring culture as knowledge, Academy of Management National Meeting, Boston.

Loewenstein, J., Keller, J. 2011. Knowing how West meets East: Measuring cultural knowledge using cultural consensus model analysis, Academy of Management National Meeting, San Antonio.

Keller, J., Loewenstein, J., Yan, J. 2010. The cooperation-competition paradox: A cultural categories approach, European Group for Organizational Studies, Lisbon.

Keller, J., Loewenstein, J., Yan, J. 2010. Dialectical reasoning and coopetition in teams, International Association of Chinese Management Research, Shanghai.

Loewenstein, J., Cronin, M. 2010. The creativity cycle and the possibility of producing creative ideas efficiently, INFORMS Annual Meeting, Austin.

Loewenstein, J., Howell, T. 2010. Understanding and using what we want: Interests and exploitation in negotiations, International Association of Conflict Management, Boston.

Keller, J., Loewenstein, J. 2009. Culture, categorization and coopetition in workgroups, Interdisciplinary Network for Group Research, Colorado Springs.

Keller, J., Loewenstein, J., Kilduff, M., Yan, J. 2009. A cultural-cognitive approach to coopetition in networks of working relationships, Academy of Management National Meeting, Chicago.

Ocasio, W., Loewenstein, J., Nigam, A. 2009. Event sensemaking, vocabularies of organizing, and cultural change in social systems, International Symposium on Process Organization Studies, Pissouri.

Keller, J., Loewenstein, J. 2008. Cultural categories of workgroup cooperation: A consensus analysis of Americans and Chinese, International Association of Chinese Management Research, Guangzhou.

Loewenstein, J., Ocasio, W. 2008. Vocabularies of organizing: Vocabulary structure, semantic categories and their effects on cognition and action, Society for the Advancement of Socio-Economics Annual Meetings, San Jose.

Keller, J., Loewenstein, J. 2007. Cooperation in workgroups in US and China: A Cultural Consensus Model, Academy of Management National Meeting, Philadelphia.

Loewenstein, J., Keller, J. 2006. Vocabulary of games: Language as a tool for decision-making, Academy of Management Annual Meeting, Atlanta.

Gentner, D., Loewenstein, J. 2005. Comparison facilitates learning body-part names, Society for Research in Child Development, Atlanta.

Loewenstein, J. 2005. Language: Some cognitive science approaches, Academy of Management National Meeting, Honolulu.

Loewenstein, J., Brett, J. 2005. Interests facilitate forming agreements: Examining negotiators’ task representations, International Association of Conflict Management, Seville.

Loewenstein, J. 2004. A plot structure to generate interest, Selection in Culture and the Marketplace of Ideas Conference, Chapel Hill.

Gentner, D., Loewenstein, J. 2003. The effects of spatial language on spatial representation and reasoning, Society for Research in Child Development, Tampe.

Loewenstein, J., Zhong, C., Murnigham, J. 2003. Speaking the same language: The cooperative effects of labeling in the prisoners’ dilemma, Academy of Management National Meeting, Seattle.

Loewenstein, J., Zhong, C., Murnigham, J. 2003. Labeling and cooperation in the prisoners’ dilemma, International Conference on Social Dilemmas, Marstrand.

Ocasio, W., Loewenstein, J. 2002. Institutionalized action and vocabularies of organization, Academy of Management Annual Meeting, Denver.

Weber, J., Loewenstein, J., Thompson, L. 2002. Of wolves and sheep: Self-perception and reputation in negotiations, Academy of Management National Meeting, Denver.

Loewenstein, J. 2001. On conveying relational information, Society for Research in Child Development, Minneapolis.

Loewenstein, J., Gentner, D. 2001. Relational language facilitates the development of relational thought, Society for Research in Child Development, Minneapolis.

Loewenstein, J., Thompson, L. 2001. Five mental models of negotiation, International Association of Conflict Management, Cergy.

Gentner, D., Loewenstein, J. 2000. Spatial relational language facilitates preschoolers’ understanding of relations, Conference on Conceptual Structure, Discourse, and Language, Santa Barbara.

Thompson, L., Loewenstein, J. 2000. Evaluating negotiator learning, Hewlett Center Conference, Cambridge.

Uttal, D., Loewenstein, J., Gentner, D. 2000. On the relation between maps and analogies, Conference on Conceptual Structure, Discourse, and Language, Santa Barbara.

Loewenstein, J. 1999. Relational language facilitates spatial mapping for preschoolers, Cognitive Development Society, Chicago.

Loewenstein, J., Gentner, D. 1999. The role of analogy in conceptual development: Making comparisons leads to relational insight, Society for Research in Child Development, Albuquerque.

Thompson, L., Loewenstein, J. 1999. On improving managerial learning, Academy of Management Annual Meeting, Chicago.

Loewenstein, J. 1998. Models as analogies, Ins and Outs of Spatial Representation Conference, Evanston.

Loewenstein, J., Gomez, P., Ward, G. 1998. On the processing of preposed word order in English, CUNY Conference on Human Sentence Processing, New Brunswick.

Loewenstein, J., Gomez, P., Ward, G. 1998. Word order as a pragmatic cue to cognitive processing, Linguistics Society of America, New York.

Gentner, D., Loewenstein, J., Thompson, L. 1997. Analogical learning about negotiation, New Ideas in Decision Making Conference, Evanston.

Loewenstein, J. 1997. Comparison and mapping in preschoolers, Midwest Developmental Research Forum, Bloomington.

Loewenstein, J., Gentner, D. 1997. Using comparison to improve preschoolers’ spatial mapping ability, Society for Research in Child Development, Washington.

Loewenstein, J. 1995. Creative process in the visual arts, Creative Concepts Conference, College Station.

 

Contact Information:

85 Wohlers Hall
1206 South Sixth Street
Champaign, IL, 61820
(217) 333-2471
jloew@illinois.edu


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