College of Business: University of Illinois at Urbana-Champaign

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Gregory Northcraft

Associate Dean of Faculty and Professor of Business Administration and
Harry J. Gray Professor of Executive Leadership and
Director of the Office of Research

All Publications


Articles in Journals

Fragale, A., Sumanth, J., Tiedens, L., Northcraft, G. 2012. Appeasing equals: Lateral deference in organizational communication. Administrative Science Quarterly, 57: 373-406

Northcraft, G., Tenbrunsel, A. 2012. Publications, contributions, and the social dilemma of scholarly productivity: A reaction to Aguinis, Debruin, Cunningham, Hall, Culpepper, & Gottfredson (2010). Academy of Management Learning & Education, 11: 303-308

Wang, L., van Kleef, G., Northcraft, G. 2012. Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation. Organizational Behavior and Human Decision Processes, 119: 54-63

McCarter, M., Mahoney, J. , Northcraft, G. 2011. Testing the waters: Using collective real options to manage the social dilemma of strategic alliances. Academy of Management Review, 36: 621-640

Northcraft, G., Schmidt, A., Ashford, S. 2011. Feedback and the rationing of time and effort among competing tasks. Journal of Applied Psychology, 96: 1076-1088

Northcraft, G., Tenbrunsel, A. 2011. Effective matrices, decision frames, and cooperation in volunteer dilemmas: A theoretical perspective on academic peer review. Organization Science, 22: 1277-1285

Rockmann, K., Northcraft, G. 2010. Expecting the worst? The dynamic role of competitive expectations in team member satisfaction and team performance. Small Group Research, 41: 308-329

Rockmann, K., Northcraft, G. 2008. To be or not to be trusted: The influence of media richness on defection and deception.. Organizational Behavior and Human Decision Processes, 107: 106-122

McCarter, M., Northcraft, G. 2007. Happy together? Insights and implications of viewing managed supply chains as a social dilemma. Journal of Operations Management, 25: 498-511

Rockmann, K., Pratt, M., Northcraft, G. 2007. "Divided Loyalties:" Determinants of Identification in Inter-Organizational Teams. Small Group Research, 38: 727-751

Phillips, K., Northcraft, G., Neale, M. 2006. Surface-level diversity and decision-making in groups: When does deep-level similarity help? Group Processes and Intergroup Relations, 9: 467-482

Ashford, S., Northcraft, G. 2003. Robbing Peter to pay Paul: Feedback, division of attention, and goal attainment. Human Resource Management Review, 13: 537-559

Trieschmann, J., Dennis, A., Northcraft, G., Niemi, A. 2000. Serving multiple constituencies in the business school: MBA program vs. research performance. Academy of Management Journal, 43: 1130-1141

Brett, J., Northcraft, G., Pinkley, R. 1999. Stairways to heaven: An interlocking self-regulation model of negotiation. Academy of Management Review, 24: 435-451

Jehn, K., Northcraft, G., Neale, M. 1999. Why differences make a difference: A field study of diversity, conflict, and performance in workgroups. Administrative Science Quarterly, 44: 741-763

Neale, M., Northcraft, G., Jehn, K. 1999. Opening Pandora's Box: The impact of diversity and conflict on workgroup performance. Performance Improvement Quarterly, 12: 113-126

Schneider, S., Northcraft, G. 1999. Three social dilemmas in managing the diverse organization: A social identity perspective. Human Relations, 52: 1145-1468

Griffith, T., Fuller, M., Northcraft, G. 1998. Facilitator influence in group support systems: Intended and unintended effects. Information Systems Research, 9: 20-36

Northcraft, G., Preston, J., Neale, M., Thomas-Hunt, M., Kim, P. 1998. Non-linear preference functions and negotiated outcomes. Organizational Behavior and Human Decision Processes, 73: 54-75

Bhappu, A., Griffith, T., Northcraft, G. 1997. Media effects and communication bias in diverse groups. Organizational Behavior and Human Performance, 70: 199-205

Griffith, T., Northcraft, G. 1996. Cognitive elements in the implementation of new technology: Can less information provide more benefits? MIS Quarterly, 20: 99-110

Northcraft, G., Neale, M., Tenbrunsel, A., Thomas, M. 1996. The allocation of benefits and burdens: Does it really matter what we allocate? Social Justice Research, 9: 27-46

Mannix, E., Neale, M., Northcraft, G. 1995. Equity, equality, or need? The effects of organizational culture on the allocation of benefits and burdens. Organizational Behavior and Human Decision Processes, 63: 276-286

Northcraft, G., Neale, M., Brodt, S. 1995. Negotiating with non-linear utilities: Why some concessions are more equal than others. Organizational Behavior and Human Decision Processes, 63: 298-310

Pinkley, R., Brittain, J., Neale, M., Northcraft, G. 1995. Dimensions of managerial third-party dispute intervention. Journal of Applied Psychology, 80: 386-402

Pinkley, R., Griffith, T., Northcraft, G. 1995. Fixed pie a la mode: Information availability, information processing, and the negotiation of sub-optimal agreements. Organizational Behavior and Human Decision Processes, 62: 101-112

Griffith, T., Northcraft, G. 1994. Distinguishing between the forest and the trees: Features, media, and methodology in electronic communication research. Organization Science, 5: 272-285

Northcraft, G., Neale, M., Earley, C. 1994. The joint effects of goal-setting and expertise on negotiator performance. Human Performance, 7: 257-272

Pinkley, R., Northcraft, G. 1994. Conflict frames of reference: Implications for dispute processes and outcomes. Academy of Management Journal, 37: 193-205

Griffith, T., Northcraft, G. 1993. Promises, pitfalls, and paradox: Cognitive issues in the implementation of new technology. Journal of Managerial Issues, 5: 465-482

Ashford, S., Northcraft, G. 1992. Conveying more (or less) than we can know: Impression management dynamics in feedback seeking. Organizational Behavior and Human Decision Processes, 53: 310-334

Earley, C., Shalley, C., Northcraft, G. 1992. 'I think I can, I think I can...': Processing time and strategy effects in goal acceptance/rejection decisions. Organizational Behavior and Human Decision Processes, 53: 1-13

Northcraft, G., Griffith, T., Shalley, C. 1992. Building top management muscle in a slow-growth environment: How different is better at Greyhound Financial Corporation. Academy of Management Executive, 6: 32-41

George, J., Easton, G., Nunamaker, J., Northcraft, G. 1991. A study of collaborative group work with and without computer-based support. Information Systems Research

Earley, C., Northcraft, G., Lee, C., Lituchy, T. 1990. Impact of process and outcome feedback on the relation of goal setting to task performance. Academy of Management Journal, 33: 87-105

Huber, V., Northcraft, G., Neale, M. 1990. Effects of decision context and anchoring bias on selection screening judgments. Organizational Behavior and Human Decision Processes, 45: 276-284

Northcraft, G., Ashford, S. 1990. The preservation of self in everyday life: The effects of feedback publicness and performance expectations on feedback seeking. Organizational Behavior and Human Decision Processes, 47: 42-64

Northcraft, G., Earley, C. 1989. Technology, credibility, and feeback use. Organizational Behavior and Human Decision Processes, 44: 83-96

O'Reilly, C., Northcraft, G., Sabers, D. 1989. The confirmation bias in special education eligibility decisions. School Psychology Review, 18: 126-135

Wilson, M., Northcraft, G., Neale, M. 1989. Information competition and vividness effects in on-line judgments. Organizational Behavior and Human Decision Processes, 44: 132-139

Northcraft, G., Huber, V., Neale, M. 1988. Sex effects in performance-related judgments. Human Performance, 1: 161-176

Northcraft, G., O'Reilly, C. 1988. Managing clean room personnel with a feedback-centered employee involvement program. Microcontamination, 20-24

Huber, V., Neale, M., Northcraft, G. 1987. Decision bias and personnel selection strategies. Organizational Behavior and Human Decision Processes, 40: 136-147

Huber, V., Neale, M., Northcraft, G. 1987. Judgment by heuristics: The effects of performance standards and rater and ratee characteristics on performance-related judgments. Organizational Behavior and Human Decision Processes, 40: 149-169

Neale, M., Huber, V., Northcraft, G. 1987. The framing of negotiations: Contextual vs. task frames. Organizational Behavior and Human Decision Processes, 39: 228-241

Northcraft, G., Neale, M. 1987. Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes, 39: 84-97

Neale, M., Bazerman, M., Northcraft, G., Alperson, C. 1986. 'Choice shifts' in group decisions: A decision bias perspective. International Journal of Small Group Research, 1: 33-42

Neale, M., Northcraft, G. 1986. Experts, amateurs, and refrigerators: A comparison of expert and amateur negotiators in a novel task. Organizational Behavior and Human Decision Processes, 38: 305-317

Northcraft, G. 1986. A manager's guide to clean room operators: Part I. Microcontamination, 52-56

Northcraft, G. 1986. A manager's guide to clean room operators: Part II. Microcontamination, 60-64

Northcraft, G., Neale, M. 1986. Opportunity costs and the framing of resource allocation decisions. Organizational Behavior and Human Decision Processes, 37: 348-356

Christianson-Szalanski, J., Northcraft, G. 1985. Patient compliance behavior: The effects of time on paitents' values of treatment regimens. Social Science and Medicine, 21: 263-273

Neale, M., Northcraft, G., Magliozzi, T., Bazerman, M. 1985. The buyer-seller transaction: A simulation of integrative bargaining in a competitive market. Organizational Behavior Teaching Review, 10: 28-38

Northcraft, G., Chase, R. 1985. Demand management in service industries. Academy of Management Review, 10: 66-75

Parrett, E., Hurd, P., Northcraft, G., Bootman, J., McGhan, W. 1985. Mangement leadership, and innovativeness of hospital directors. American Journal of Hospital Pharmacy, 42: 1069-1073

Wilson, M., Northcraft, G., Neale, M. 1985. The perceived value of fringe benefits. Personnel Psychology, 38: 309-320

Chase, R., Northcraft, G., Wolf, G. 1984. Designing high contact service systems: Application to a savings-and-loan, 5: 542-556

Northcraft, G., Wolf, G. 1984. Dollars, sense, and sunk costs: A life-cycle model of resource-allocation decisions. Academy of Management Review, 9: 225-234

Northcraft, G. 1983. Understanding (and teaching) employee motivation: Five easy pieces. Exchange: The Organizational Behavior Teaching Journal, 8: 23-30

Rosenfeld, R., Northcraft, G., Hintz, R. 1981. A prospective randomized study of a testosterone treatment of constitutional short stature in adolescent males. Pediatrics, 69: 681-687

Landon, C., Lewiston, N., Rosenfeld, R., Northcraft, G. 1980. Self-image of adolescents with cystic fibrosis. Journal of Youth and Adolescence, 9: 521-528

Hastorf, A., Northcraft, G., Picciotto, S. 1979. Helping the handicapped: How realistic is the performance feedback received by the physically handicapped? Personality And Social Psychology Bulletin, 5: 373-376

Northcraft, G., Jernstedt, G. 1975. A comparison of four teaching methodoloies for large lecture classes. Psychological Reports, 36: 599-606

Books

Stroh, L., Northcraft, G., Neale, M. 2001. Organization Behavior: A Management Challenge,. Mahwah, NJ: Lawrence Erlbaum & Associates.

Pinkley, R., Northcraft, G. 2000. Get Paid What You're Worth: The Expert Negotiator's Guide to Salary and Compensation Negotiation. New York: St. Martin's Press.

Chapters in Books

Northcraft, G., Rockmann, K. 2012. Engaging groups and organizational decisions: A social dilemma perspective. In Neale, M.A., Mannix, E.A. (Ed.), Research on Managing Groups and Teams. Emerald Group Publishing, Ltd..

Northcraft, G. 2011. Scene setting: The calculus of consensus in group negotiation. In Neale, M.A., Mannix, E.A., & Overbeck, J. (Ed.), Research on Managing Groups and Teams, 243-261. Emerald Group Publishing, Ltd..

Peters, M., Rothman, N., Northcraft, G. 2011. Beyond Valence: The Effects of Group Emotional Tone on Group Negotiation Behaviors and Outcomes. In E. Mannix, M. Neale, and J. Overbeck (Eds.) (Ed.), Research on Managing Groups and Teams: Negotiation & Groups. London: Elsevier.

Tenbrunsel, A., Northcraft, G. 2009. In the Eye of the Beholder: Payoff Structures and Decision Frames in Social Dilemmas. In Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments, 95-116

Ziebro, M., Northcraft, G. 2009. Connecting the dots: Network development, information flow, and creativity in groups. In Neale, M.A., Goncalo, J., & Mannix, E.A. (Ed.), Research on Managing Groups and Teams. Emerald Group Publishing, Ltd..

Griffith, T., Northcraft, G., Fuller, M. 2008. Borgs in the org: Organizational decision making and technology. In Starbuck, B., & Hodgkinson, G. (Ed.), The Handbook of Organizational Decision Making

Northcraft, G. 2008. Community of scholars of the future. In Hansen, H., Barry, D. (Ed.), New Approaches in Management and Organization, 514-515

Northcraft, G., Griffith, T., Fuller, M. 2006. Virtual study groups: A challenging centerpiece for "working adult" management education. In P. Ferris & S. Godar (Ed.), Teaching and Learning with Virtual Learning

Wang, L., Doucet, L., Northcraft, G. 2006. National Culture, Emotion and Social Influence in Groups. In B. Mannix, N. Neale, & Y Chen (Ed.), Research on Managing Groups and Teams: National Culture and Groups. Kidlington, UK: Elsevier Science Publishers.

Rockmann, K., Northcraft, G. 2005. The ethical implications of virtual organizing. In E. Mannis, M. Neale, & M. Thomas Hunt (Ed.), Research on Managing Groups and Teams, vol. 6. Kidlington, UK: Elsevier Science Publishers.

Vough, H., Broschak, J., Northcraft, G. 2005. Here today, gone tomorrow? Effects of contingent employment status on workgroup processes and outcomes. In Melissa Thomas-Hunt (Ed.), Research on Managing Groups and Teams: Volume 7: Status and Groups, 229-257. Kidlington, UK: Elsevier Science Publishers.

Pratt, M., Fuller, M., Northcraft, G. 2000. Media Selection and Identification in Distributed Groups: The Potential Cost of 'Rich'. In Media Research in Managing Groups and Teams, Vol. III, 231-255. Stamford, CT: JAI Press.

Pratt, M., Fuller, M., Northcraft, G. 2000. The price of media richness: Media richness effects of the formation of group identity and group outcomes. In Research on Managing Groups and Teams, 231-255. Stamford, CT: JAI Press.

Griffith, T., Northcraft, G., Fuller, M. 1998. Managerial Ethics: Morally Managing People and Processes. In Software and hard choices: Ethical consideration in the facilitation of a sociotechnical system, 177-196. Mahwah, NJ: Lawrence Erlbaum & Associates.

Mischel, L., Northcraft, G. 1997. 'I think we can, I think we can...': The role of self-efficacy beliefs in group and team effectiveness. In Advances in Group Processes, 177-197

Northcraft, G., Polzer, J., Neale, M., Kramer, R. 1995. Diversity, social identity, and performance: Emergent social dynamics in cross-functional teams. In Diversity in Work Teams: Research Paradigms for a Changing Workplace, 69-96. APA Publications.

Northcraft, G., Gutek, B. 1993. Discrimination against women in management: Going, going, gone, or going but never gone?. In Women in Management: Trends, Issues, and Challenges, 219-245. Beverly Hills, CA: Sage Publications.

Northcraft, G., Neale, M. 1993. Negotiating successful research collaboration. In Social Psychology in Organizations, 204-224. Englewood-Cliffs, NJ: Prentice-Hall.

Neale, M., Northcraft, G. 1990. Behavioral negotiation theory: A framework for conceptualizing dyadic negotiation. In Research in Organizational Behavior. Stamford, CT: JAI Press.

Neale, M., Northcraft, G. 1990. Strategic conceptualization and feedback: The essence of expertise. In Research in Bargaining and Negotiation. Stamford, CT: JAI Press.

Northcraft, G., Neale, M. 1990. Dyadic negotiation. In Research on Negotiation in Organizations. Stamford, CT: JAI Press.

Earley, P., Northcraft, G. 1988. Goal-setting interdependence, and conflict resolution.. In Managing Conflict: An Interdisciplinary Perspective, 161-170. New York: Praeger Publishers.

Neale, M., Northcraft, G., Bazerman, M. 1988. Cognitive aspects of negotiation: New perspectives on dyadic decision making. In Managing Conflict: An Interdisciplinary Perspective, 149-160. New York: Praeger Publishers.

Northcraft, G., Neale, M., Huber, V. 1988. Decision bias and social influence in human resource decision making. In Research in Personnel and Human Resource Management, 157-189. Stamford, CT: JAI Press.

Huber, V., Northcraft, G., Neale, M. 1987. Foibles and fallacies in organization staffing decisions. In Readings in Personnel Management, 193-205

Northcraft, G., Licata, B. 1987. Can we legislate employment equity?. In Readings in Personnel Management, 141-150

Northcraft, G., Hastorf, A. 1985. Maturation and social behavior: A framework for the analysis of deviance. In The Ontario Symposium on Personality and Social Psychology, 182-204

Northcraft, G., Martin, J. 1982. Double jeopardy: Resistance to Affirmative Action from potential beneficiaries. In Sex Role Stereotyping and Affirmative Action Policy, 81-130. Institute of industrial Relations, UCLA.

Presentations

Love, E. , Northcraft, G., Love, D. 2008. Is the End in Sight? Student Regulation of In-Class and Extra-Credit Effort in Response to Performance Feedback., Academy of Management Annual Meeting, Anaheim.

Vough, H., Broschak, J., Northcraft, G. 2004. It's Only Temporary: Competence, Functional Accommodations, and Psychological Reactions to Temporary Employees, Academy of Management Annual Meeting, New Orleans, LA.

Vough, H., Broschak, J., Northcraft, G. 2003. Here Today, Gone Tomorrow? Effects of Contingent Employment Status on Workgroup Processes and Outcomes, Annual Conference on Research on Managing Groups and Teams, Ithaca.

Pratt, M., Rockmann, K., Northcraft, G. 2002. Can Us Vs. Them Be a Good Thing? The Importance of Fault Line Identities in Group Decision Making, Academy of Management Annual Meeting, Denver.

Pratt, M., Fuller, M., Northcraft, G. 1999. Identification and the Media Selection Dilemma in Distributed Groups, Research on Managing Groups and Teams Annual Conference, New York.

Manual/Guides

Neale, M., Northcraft, G. 1985. Bargaining and Dispute Resolution Curricula: A Sourcebook,. Eno River Press.

 

Contact Information:

420 Wohlers Hall
1206 South Sixth Street
Champaign, IL, 61820
(217) 333-4519
northcra@illinois.edu


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UIUC College of Business