J. Keith Murnighan

J. Keith Murnighan's AcademicInfluence.com Rankings

J. Keith Murnighan

Communications

#5415

World Rank

#7528

Historical Rank

#2372

USA Rank

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Communications

Why Is J. Keith Murnighan Influential?

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According to Wikipedia, J. Keith Murnighan was an American social scientist and author, born on November 23, 1948, in Evanston, Illinois. He died on June 3, 2016. He was the Harold H. Hines Jr. Distinguished Professor of Risk Management at the Kellogg School of Management, Northwestern University, where he taught from 1996 to 2016. His areas of expertise included: leadership, negotiations, ethics, individual and group decision-making, group dynamics, teams, psychology, auctions, diversity, and trust.

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J. Keith Murnighan's Published Works

Number of citations in a given year to any of this author's works

Total number of citations to an author for the works they published in a given year. This highlights publication of the most important work(s) by the author

Published Works

Demographic Diversity and Faultlines: The Compositional DYnamics of Organizational Groups (1998) (1768)
Unfairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers (1996) (860)
Interactions Within Groups and Subgroups: The Effects of Demographic Faultlines (2005) (709)
The Effects of Contracts on Interpersonal Trust (2002) (651)
The Emergence of Norms in Competitive Decision-Making Groups. (1985) (584)
The Dynamics of Intense Work Groups: A Study of British String Quartets (1991) (566)
Striving for the Moral Self: The Effects of Recalling Past Moral Actions on Future Moral Behavior (2011) (384)
When Talk Is Not Cheap: Substantive Penance and Expressions of Intent in Rebuilding Cooperation (2002) (370)
THE ROLE OF INFORMATION IN BARGAINING: AN EXPERIMENTAL STUDY' (1982) (345)
Towards a competitive arousal model of decision-making: A study of auction fever in live and Internet auctions (2005) (336)
Equilibrium behavior and repeated play of the prisoner's dilemma (1978) (329)
The Development of an Intragroup Norm and the Effects of Interpersonal and Structural Challenges (1991) (272)
An experimental investigation of ultimatum games: information, fairness, expectations, and lowest acceptable offers (1995) (264)
Economics Education and Greed (2011) (255)
NORMAL ACTS OF IRRATIONAL TRUST: MOTIVATED ATTRIBUTIONS AND THE TRUST DEVELOPMENT PROCESS (2004) (252)
The Deadline Effect in Bargaining: Some Experimental Evidence (1988) (250)
Attributions of trust and the calculus of reciprocity (2003) (246)
Ultimatum bargaining by children and adults (1998) (241)
Expecting Continued Play in Prisoner's Dilemma Games (1983) (239)
Dormant Ties: The Value of Reconnecting (2011) (234)
Cheap talk in bargaining experiments: lying and threats in ultimatum games (2003) (212)
THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL (1999) (182)
Contemplation and Conversation: Subtle Influences on Moral Decision Making (2012) (170)
Models of coalition behavior: Game theoretic, social psychological, and political perspectives. (1978) (162)
BEING FAIR OR APPEARING FAIR: STRATEGIC BEHAVIOR IN ULTIMATUM BARGAINING (1995) (155)
Getting Off on the Wrong Foot: The Timing of a Breach and the Restoration of Trust (2008) (146)
Sociological versus strategic factors in bargaining (1981) (133)
The volunteer dilemma (1993) (132)
Starting low but ending high: a reversal of the anchoring effect in auctions. (2006) (125)
Group Confidence Pressures in Iterative Decisions (1982) (125)
Risk aversion in bargaining: An experimental study (1988) (114)
Phases, deadlines, and the bargaining process (1994) (104)
When winning is everything. (2008) (99)
Suckers or saviors? Consistent contributors in social dilemmas. (2008) (99)
Power gained, power lost ☆ (2008) (97)
Social animals and economic beings : On unifying social psychology and economics (2006) (93)
Player Types and Self-Impression Management in Dictatorship Games: Two Experiments (2001) (90)
Compensatory Ethics (2010) (86)
When Hierarchy Wins (2012) (85)
Mind games: the mental representation of conflict. (2012) (83)
Do Groups Lie More than Individuals? Honesty and Deception as a Function of Strategic Self-Interest (2009) (83)
The Dynamics of Bargaining Games (1991) (83)
The social and ethical consequences of a calculative mindset (2014) (72)
Bad Drives Psychological Reactions, but Good Propels Behavior (2009) (72)
Understanding Ethical Behavior and Decision Making in Management: A Behavioural Business Ethics Approach (2011) (66)
Determinants of support for group decisions (1978) (65)
What's in a name? Subliminally activating trusting behavior (2010) (64)
Intravention: Third-party intervention with clout. (1994) (61)
A Very Extreme Case of the Dollar Auction (2002) (61)
Speaking the Same Language (2007) (56)
The Effects of Communication and Information Availability in an Experimental Study of a Three-Person Game (1977) (53)
Paradoxes of Trust: Empirical and Theoretical Departures from a Traditional Model. (2004) (50)
A Perspective on Negotiation Research in Accounting and Auditing (1990) (46)
Game theory and organizational behavior (1994) (45)
The social world as an experimental game (2016) (44)
Fairness in Bargaining (2003) (42)
Reconnection Choices: Selecting the Most Valuable (vs. Most Preferred) Dormant Ties (2015) (42)
Learning to avoid the winner's curse (1996) (40)
Conjecture, uncertainty, and cooperation in prisoner's dilemma games: Some experimental evidence (1993) (39)
Effects of Group Size and Communication Availability ' On Coalition Bargaining in a Veto Game (1980) (39)
Theories of coalition formation and the effects of reference groups (1977) (38)
Life or Death Decisions: Framing the Call for Help (2013) (36)
Cheating at the end to avoid regret. (2015) (35)
Once Bitten: Defection And Reconciliation In A Cooperative Enterprise (1999) (34)
Fair Division: From Cake-Cutting to Dispute Resolution (1999) (33)
Distributing Adventitious Outcomes: Social Norms, Egocentric Martyrs, and the Effects on Future Relationships☆ (1996) (32)
The effects of leadership involvement and the importance of the task on subordinates' performance (1976) (31)
Bounded personal ethics and the tap dance of real estate agency (2001) (28)
Money, Emotions, and Ethics Across Individuals and Countries (2014) (28)
The Empathy‐Prospect Model and the Choice to Help1 (2001) (27)
Large Group Bargaining in a Characteristic Function Game (1978) (26)
The Dynamics of Punishment and Trust (2017) (25)
Organizational coalitions: Structural contingencies and the formation process (1986) (25)
Social Psychology and Organizations (2011) (24)
The dynamics of cooperation in asymmetric dilemmas (1990) (22)
The Structure of Mediation and Intravention: Comments on Carnevale's Strategic Choice Model (1986) (22)
Strength and weakness in four coalition situations (1978) (22)
Milked for All Their Worth : Competitive Arousal and Escalation in the Chicago Cow Auctions (2000) (22)
Honesty pays: On the benefits of having and disclosing information in coalition bargaining☆ (2011) (21)
How Much Does Honesty Cost? Small Bonuses Can Motivate Ethical Behavior (2017) (21)
The generalist bias (2013) (20)
Bargaining games: A new approach to strategic thinking in negotiations (1992) (19)
Defectors, Vulnerability, and Relative Power: Some Causes and Effects of Leaving a Stable Coalition (1981) (19)
Risk aversion and bargaining ∗: Some preliminary results (1987) (17)
Information and aspirations in two-person bargaining (1983) (17)
How, when, and why recipients and observers reward good deeds and punish bad deeds (2015) (16)
Coalitions in decision-making groups: Organizational analogs (1985) (16)
THE EFFECTS OF CONNECTEDNESS AND SELF INTEREST IN THE ORGANIZATIONAL VOLUNTEER DILEMMA (1997) (14)
Understanding the trust deficit in China: Mapping positive experience and trust in strangers (2017) (13)
Alternative Models of the Future of Negotiation Research (1999) (13)
Coalition bargaining in four games that include a veto player (1979) (13)
The Power of Reconnection - How Dormant Ties Can Surprise You (2011) (12)
On the collaborative potential of psychology and economics (1999) (12)
The Goldilocks Contract: The Synergistic Benefits of Combining Structure and Autonomy for Persistence, Creativity, and Cooperation (2017) (11)
Chapter 4 Games Groups Play: Mental Models in Intergroup Conflict and Negotiation (2011) (11)
Fairness and self-interest: Asymmetric moral imperatives in ultimatum bargaining (1995) (11)
Arousal, Interest and Auction Bidders (2008) (11)
The Art of High Stakes Decision Making: Tough Calls in a Speed Driven World (2001) (11)
Fairness in Ultimatum Bargaining (2008) (11)
Cooperating when You Know Your Outcomes will Differ (1991) (10)
Revising and resubmitting: Author emotions, editor roles, and the value of dialogue (1996) (9)
When Talk Is Not Cheap (2002) (9)
Some of the Ancient History of Experimental Economics and Social Psychology: Reminiscences and Analysis of a Fruitful Collaboration (2006) (9)
Debating Rationality: Non-Rational Aspects of Organizational Decision Making (1999) (9)
Egocentric Perceptions of Relationships, Competence, and Trustworthiness in Salary Allocation Choices (2003) (8)
The structure of mediation and intravention (2014) (8)
GETTING OFF ON THE WRONG FOOT: RESTORING TRUST AND THE TIMING OF A BREACH. (2006) (7)
Do Nothing!: How to Stop Overmanaging and Become a Great Leader (2012) (7)
Attitudinal Structuring and Game Theory (2015) (7)
Group Context, Social Identity, and Ethical Decision Making: A Preliminary Test (2006) (6)
The formation of blocs in an experimental study of coalition (1985) (5)
Game theory and the structure of decision making groups (1982) (5)
An experimental test of three choice shift hypotheses* (1975) (5)
Chapter 50 Fairness in Ultimatum Bargaining (2008) (4)
Two- rather than one-way streets: Agents as causal forces in principals’ unethical decisions (2016) (4)
Evaluating theoretical predictions in the social sciences: Coalition theories and other models† (1982) (4)
The Relational Costs of Complete Contracts (2011) (4)
Chapter 65 Payoff Uncertainty and Cooperation in Finitely-repeated Prisoner's Dilemma Games (2008) (4)
Economics and Greed (2009) (3)
A general model for experimental inquiry in economics and social psychology (2011) (3)
AN ATTRIBUTIONAL IMPETUS MODEL OF TRUST DEVELOPMENT. (2001) (3)
Organizational coalition formation : process, consequences and dominant coalitions (1985) (3)
Trust as a Tactic: The Calculative Induction of Reciprocity (2011) (3)
Done but Not Published: The Dissertation Journeys of Roy J. Lewicki and J. Keith Murnighan (2015) (3)
Ethics and Creativity (2015) (2)
STABILITY AND OUTCOME TRADEOFFS IN ASYMMETRIC DILEMMAS: CONDITIONS PROMOTING THE DISCOVERY OF ALTERNATING SOLUTIONS (1988) (2)
The Hidden Cost of Contracts on Relationships and Performance (2010) (2)
Using leverage in asymmetric dilemmas: Alternation and cooperation in complex mixed motive conflict (1992) (2)
Hierarchies, coalitions, and organizations (1984) (2)
Reactivating Interfirm Relations (2021) (1)
Primacy, Conservatism, and Complexity in Bayesian Information Processing. (1973) (1)
Minority Dynamics in Faultline Groups: A Longitudinal Study (2013) (1)
DORMANT TIES: THE VALUE OF RECONNECTING. (2008) (1)
Contrasting Methods and Comparative Findings in Psychology and Economics (2013) (1)
Images of a new time, 2000 - Part III (2002) (1)
The Tell-Tale Look: Viewing Time, Preferences, and Prices (2015) (1)
Training Independent Social Scientists (1981) (1)
Breakup and Reconciliation: Reactivating Business Relationships (2011) (1)
A study of coalition behavior in decision making groups / 260 (1975) (1)
Listing service (1978) (0)
Sociological versus strategic factors in bargaining / BEBR No. 727 (1980) (0)
Information centralization of organizational information structures via reports of exceptions (1976) (0)
The effects of strength and uncertainty on cooperative choice : some experimental evidence (1991) (0)
Erratum (1984) (0)
Doing Too Much As a Leader Doesn’t Work (2014) (0)
Other Reviews (1999) (0)
A Global View of Competitive Norms (2004) (0)
A review of game theoretic and social psychological models of coalition formation / BEBR No. 372 (1977) (0)
The Interaction Effects of Faultline on Group Perception and Group Viability (2019) (0)
The reconstitution of broken interfirm relations (2021) (0)
Selecting a Poster for $3. (2015) (0)
A TEST OF THE TWO-PHASE MODEL OF GROUP PERFORMANCE IN A COMPETITIVE BARGAINING CONTEXT. (1991) (0)
The effects of communication and information availability in an experimental study of a market game / 300 (1976) (0)
Listing service (1982) (0)
The Delights of History, the Thrill of the Present, and Hopes for the Future (2002) (0)
Defectors, traitors, and relative power : the effects of leaving a stable coalition / 472 (1978) (0)
Self-interest and morality in ethical decision-making: Implications in a group context and a preliminary test (2006) (0)
Money, Emotions, and Ethics Across Individuals and Countries (2013) (0)
An experimental study of centralized information in a financial organization (1975) (0)
Decision Rule and Intragroup Goal Concordance as Determinants of Individual Reactions to and Group Decisions. (1973) (0)
The behavioral support of four group decision processes : an experimental study of intra-group agreement and individual preferences / 303 (1976) (0)
The hands-off approach to leadership (2012) (0)
Percentage of Without-Price and With-Price Viewing Time Allocated to Each Item in Study 3. (2015) (0)
Strength and weakness in four coalition situations / BEBR No. 384 (1977) (0)
The effects of leadership involvement and the value of the task on subordinates' performance / 275 (1975) (0)
Book Review of J. Halpern and R. Stern, eds., “Debating rationality: Non-rational aspects of organizational decision-making" (1999) (0)
How to Reconnect for Maximum Impact (2016) (0)
Nuts and dilemmas: A research note† (1986) (0)
Experience and coalition behavior question of generalizability / BEBR No. 568 (1979) (0)
Cheating at the End to Avoid Regret (2014) (0)
Guest Introduction (2002) (0)
A test of the nominal and Delphi techniques in groups of different sizes / BEBR No. 470 (1978) (0)
Theory and research in social psychology and organizations (1993) (0)
The effects of reference groups on bargaining in coalition situations / BEBR No. 313 (1976) (0)
The Consequences of Feeling Out of the Loop (2011) (0)
Honesty Pays: On the Benefits of Disclosing Information in Coalition Formation (2008) (0)
"Suckers or saviors? Consistent contributors in social dilemmas": Correction to Weber and Murnighan (2008). (2009) (0)
Games groups play: Mental models in intergroup conflict and negotiation and the perception of conflict (2011) (0)
Automatic Trust: Positive Interpersonal Associations and Positive Reputations (2008) (0)
An experimental study of large group bargaining in a market game / BEBR No.318 (1976) (0)

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