Gregory Northcraft

Professor Emeritus of Business Administration

Contact

350 Wohlers Hall

1206 S Sixth St

Champaign, IL 61820

217-333-4519

northcra@illinois.edu

Listings

Educational Background

M.A., Social Psychology, Stanford University, 1981
Ph.D., Social Psychology, Stanford University, 1981
B.A., Experimental Psychology, Oxford University, 1977
A.B., Summa Cum Laude, Psychology, Russian Language & Literature, Dartmouth College, 1975

Positions Held

Associate Dean of Faculty, Gies College of Business, University of Illinois, 2009
Interim Associate Dean of Faculty, Gies College of Business, University of Illinois, 2008-2009
Director of the Office of Research, Gies College of Business, University of Illinois, 2008
Harry J. Gray Professor of Executive Leadership, University of Illinois, 2001-2009
Professor of Business Administration, University of Illinois, 1996-2009
Professor of Management and Public Policy, University of Arizona, 1991-1995
Visiting Professor, Northwestern University, 1991-1992
Visiting Associate Professor of Business Administration, Dartmouth College, 1988
Associate Professor of Management and Public Policy, University of Arizona, 1987-1991
Assistant Professor of Management and Public Policy, University of Arizona, 1981-1987
F.D.A., Office of Consumer Studies, 1979
Office of Education, Office of the Commissioner, 1977
U.S.I.A., Foreign Information Service, 1973

Recent Publications

Cardador, M., Grant, B., Lamare, J., & Northcraft, G. (2017). To be or not to be unionized? A social dilemma perspective on worker decisions to support union organizing. Human Resource Management Review, 27 (3), 554-568.
Caza, A., Northcraft, G., & McCarter, M. (2015). Performance benefits of reward choice: A procedural justice perspective. Human Resource Management Journal.
Fragale, A., Sumanth, J., Tiedens, L., & Northcraft, G. (2012). Appeasing equals: Lateral deference in organizational communication. Administrative Science Quarterly, 57 373-406.
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 (1), 54-63.

Other Publications

Articles

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 (2), 303-308.
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 (4), 621-640.
Northcraft, G., & Tenbrunsel, A. (2011). Effective matrices, decision frames, and cooperation in volunteer dilemmas: A theoretical perspective on academic peer review. Organization Science, 22 (5), 1277-1285.
Northcraft, G., Schmidt, A., & Ashford, S. (2011). Feedback and the rationing of time and effort among competing tasks. Journal of Applied Psychology, 96 (5), 1076-1088.
Love, E., Love, D., & Northcraft, G. (2010). Is the End in Sght? Student Regulation of In-Class and Extra-Credit Effort in Response to Performance Feedback. Academy of Management Learning & Education, 9 (1), 81-97.
Love, E., Love, D., & Northcraft, G. (2010). Is the end in sight? Student regulation of in-class and extra-credit effort in response to performance feedback. Academy of Management Learning & Education, Academy of Management Briarcliff Manor, NY, 9 (1), 81--97.
McCarter, M., Northcraft, G., & Rockmann, K. (2010). 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, 111 (1).
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 (3), 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 (2), 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 (6), 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 (6), 1130-1141.
Brett, J., Northcraft, G., & Pinkley, R. (1999). Stairways to heaven: An interlocking self-regulation model of negotiation. Academy of Management Review, 24 (4), 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 (4), 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 (1), 113-126.
Schneider, S., & Northcraft, G. (1999). Three social dilemmas in managing the diverse organization: A social identity perspective. Human Relations, 52 (11), 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 (1), 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 (2), 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., & O'Reilly, C. (1988). Managing clean room personnel with a feedback-centered employee involvement program. Microcontamination, 20-24.
Northcraft, G., Huber, V., & Neale, M. (1988). Sex effects in performance-related judgments. Human Performance, 1 161-176.
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.
Northcraft, G. (1986). A manager's guide to clean room operators: Part II. Microcontamination, 60-64.
Northcraft, G. (1986). A manager's guide to clean room operators: Part I. Microcontamination, 52-56.
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.
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.
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 (3), 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 (1), 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 branches of a savings-and-loan. Decision Sciences, 15 (4), 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 (2), 225-234.
Northcraft, G. (1983). Understanding (and teaching) employee motivation: Five easy pieces. Exchange: The Organizational Behavior Teaching Journal, 8 (1), 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.

Book Chapters

Northcraft, G., & Rockmann, K., Neale, M.A., Mannix, E.A. (Ed.) (2012). Engaging groups and organizational decisions: A social dilemma perspective. Research on Managing Groups and Teams Emerald Group Publishing, Ltd.
Northcraft, G., Neale, M.A., Mannix, E.A., & Overbeck, J. (Ed.) (2011). Scene setting: The calculus of consensus in group negotiation. Research on Managing Groups and Teams ( pp. 243-261). Emerald Group Publishing, Ltd.
Peters, M., Rothman, N., & Northcraft, G., E. Mannix, M. Neale, and J. Overbeck (Eds.) (Ed.) (2011). Beyond Valence: The Effects of Group Emotional Tone on Group Negotiation Behaviors and Outcomes. 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. Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments ( pp. 95-116).
Ziebro, M., & Northcraft, G., Neale, M.A., Goncalo, J., & Mannix, E.A. (Ed.) (2009). Connecting the dots: Network development, information flow, and creativity in groups. Research on Managing Groups and Teams Emerald Group Publishing, Ltd.
Griffith, T., Northcraft, G., & Fuller, M., Starbuck, B., & Hodgkinson, G. (Ed.) (2008). Borgs in the org: Organizational decision making and technology. The Handbook of Organizational Decision Making.
Northcraft, G., Hansen, H., Barry, D. (Ed.) (2008). Community of scholars of the future. New Approaches in Management and Organization ( pp. 514-515).
Northcraft, G., Griffith, T., & Fuller, M., P. Ferris & S. Godar (Ed.) (2006). Virtual study groups: A challenging centerpiece for "working adult" management education. Teaching and Learning with Virtual Learning.
Wang, L., Doucet, L., & Northcraft, G., B. Mannix, N. Neale, & Y Chen (Ed.) (2006). National Culture, Emotion and Social Influence in Groups. Research on Managing Groups and Teams: National Culture and Groups Kidlington, UK: Elsevier Science Publishers.
Rockmann, K., & Northcraft, G., E. Mannis, M. Neale, & M. Thomas Hunt (Ed.) (2005). The ethical implications of virtual organizing. Research on Managing Groups and Teams, vol. 6 Kidlington, UK: Elsevier Science Publishers.
Vough, H., Broschak, J., & Northcraft, G., Melissa Thomas-Hunt (Ed.) (2005). Here today, gone tomorrow? Effects of contingent employment status on workgroup processes and outcomes. Research on Managing Groups and Teams: Volume 7: Status and Groups ( pp. 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'. Media Research in Managing Groups and Teams, Vol. III ( pp. 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. Research on Managing Groups and Teams ( pp. 231-255). Stamford, CT: JAI Press.
Griffith, T., Northcraft, G., & Fuller, M. (1998). Managerial Ethics: Morally Managing People and Processes. Software and hard choices: Ethical consideration in the facilitation of a sociotechnical system ( pp. 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. Advances in Group Processes ( pp. 177-197).
Northcraft, G., Polzer, J., Neale, M., & Kramer, R. (1995). Diversity, social identity, and performance: Emergent social dynamics in cross-functional teams. Diversity in Work Teams: Research Paradigms for a Changing Workplace ( pp. 69-96). APA Publications.
Northcraft, G., & Gutek, B. (1993). Discrimination against women in management: Going, going, gone, or going but never gone? Women in Management: Trends, Issues, and Challenges ( pp. 219-245). Beverly Hills, CA: Sage Publications.
Northcraft, G., & Neale, M. (1993). Negotiating successful research collaboration. Social Psychology in Organizations ( pp. 204-224). Englewood-Cliffs, NJ: Prentice-Hall.
Neale, M., & Northcraft, G. (1990). Behavioral negotiation theory: A framework for conceptualizing dyadic negotiation. Research in Organizational Behavior Stamford, CT: JAI Press.
Neale, M., & Northcraft, G. (1990). Strategic conceptualization and feedback: The essence of expertise. Research in Bargaining and Negotiation Stamford, CT: JAI Press.
Northcraft, G., & Neale, M. (1990). Dyadic negotiation. Research on Negotiation in Organizations Stamford, CT: JAI Press.
Earley, P., & Northcraft, G. (1988). Goal-setting interdependence, and conflict resolution Managing Conflict: An Interdisciplinary Perspective ( pp. 161-170). New York: Praeger Publishers.
Neale, M., Northcraft, G., & Bazerman, M. (1988). Cognitive aspects of negotiation: New perspectives on dyadic decision making. Managing Conflict: An Interdisciplinary Perspective ( pp. 149-160). New York: Praeger Publishers.
Northcraft, G., Neale, M., & Huber, V. (1988). Decision bias and social influence in human resource decision making. Research in Personnel and Human Resource Management ( pp. 157-189). Stamford, CT: JAI Press.
Huber, V., Northcraft, G., & Neale, M. (1987). Foibles and fallacies in organization staffing decisions. Readings in Personnel Management ( pp. 193-205).
Northcraft, G., & Licata, B. (1987). Can we legislate employment equity? Readings in Personnel Management ( pp. 141-150).
Northcraft, G., & Hastorf, A. (1985). Maturation and social behavior: A framework for the analysis of deviance. The Ontario Symposium on Personality and Social Psychology ( pp. 182-204).
Northcraft, G., & Martin, J. (1982). Double jeopardy: Resistance to Affirmative Action from potential beneficiaries. Sex Role Stereotyping and Affirmative Action Policy ( pp. 81-130). Institute of industrial Relations, UCLA.

Books and Monographs

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.

Instructional Material

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

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

Working Papers

Vough, H., Broschak, J., & Northcraft, G. It's Only Temporary: Competence, Affective Reactions, and Functional Accommodations to Temporary Employees.

Service

Board Member, Academy of Management Review, 2002-2006

Teaching Interests

Teaches courses in management and organizational behavior, behavioral aspects of decision-making, negotiation, and conflict management

Research Interests