Jeffrey Loewenstein

Articles

• Kim, J., Thompson, L., & Loewenstein, J. (2020). Open for learning: Encouraging generalization fosters knowledge transfer in negotiation. Negotiation and Conflict Management Research.
• Weber, J., Loewenstein, J., Lewellyn, P., Elm, D., Hill, V., & Warnell, J. (2019). Toward discovering a national identity for millennials: Examining their personal value orientations for regional, institutional, and demographic similarities or variations. Business and Society Review, 124 (3), 301-323.  link >
• Loewenstein, J. (2018). Surprise, recipes for surprise, and social influence. Topics in Cognitive Science, 11 178-193.
• Mueller, J., Melwani, S., Loewenstein, J., & Deal, J. (2018). Reframing the decision-makers' dilemma: A socio-cognitive model of creative idea recognition. Academy of Management Journal, 61 (1), 94-110.
• Loewenstein, J. (2017). Structure Mapping and Vocabularies for Thinking. Topics in Cognitive Science, 9 842-858.
• Keller, J., Loewenstein, J., & Yan, J. (2017). Culture, conditions and paradoxical frames. Organization Studies, 38 (3-4), 539-560.
• Herman, G., & Loewenstein, J. (2017). Evidence-based change practices. Journal of Engineering Education, 106 (1), 4-13.
• Loewenstein, J., & Mueller, J. (2016). Implicit theories of creative ideas: How culture guides creativity assessments. Academy of Management Discoveries, 2 (4), 320-348.
• Ocasio, W., Loewenstein, J., & Nigam, A. (2015). How streams of communication reproduce and change institutional logics: The role of categories. Academy of Management Review, Academy of Management Briarcliff Manor, NY, 40 (1), 28--48.
• Ocasio, W., Loewenstein, J., & Nigam, A. (2015). How streams of communication reproduce and change institutional logics: The role of categories Academy of Management Review, 40 (1), 28-48.
• Berinato, S., Mueller, J., Loewenstein, J., & Deal, J. (2014). Managers Reject Ideas Customers Want. Harvard Business Review Digital Articles, 92 (7), 30-31.
• Loewenstein, J. (2014). Take my word for it: How professional vocabularies foster organizing. Journal of Professions and Organization, 1 (1), 65-83.
• Loewenstein, J., Ocasio, W., & Jones, C. (2012). Vocabularies and vocabulary structure: A new approach linking categories, practices, and institutions. Academy of Management Annals, Routledge, 6 (1), 41--86.
• Loewenstein, J., Ocasio, W., & Jones, C. (2012). Vocabularies and vocabulary structure: A new approach to linking categories, practices, and institutions. Academy of Management Annals, 6.
• Keller, J., & Loewenstein, J. (2011). The cultural category of cooperation: A Cultural Consensus Model analysis for China and the US. Organization Science, 22 (2), 299-319.
• Loewenstein, J., Raghunathan, R., & Heath, C. (2011). The Repetition-Break plot structure makes effective television advertisements. Journal of Marketing, 75 (5), 105-119.  link >
• 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 (3), 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 (2), 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 (7), 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 (1), 28-38.
• Gentner, D., Loewenstein, J., & Thompson, L. (2003). Learning and transfer: A general role for analogical encoding Journal of Educational Psychology, 95 (2), 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 (2), 119-127.
• Loewenstein, J., & Gentner, D. (2001). Spatial mapping in preschoolers: Close comparisons facilitate far mappings Journal of Cognition and Development, 2 (2), 189-219.
• Loewenstein, J., & Thompson, L. (2000). The challenge of learning. Negotiation Journal, 16 (4), 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 (1), 60-75.
• Gillespie, J., Thompson, L., Loewenstein, J., & Gentner, D. (1999). Lessons from analogical reasoning in the teaching of negotiation Negotiation Journal, 15 (4), 363-371.
• Loewenstein, J., Thompson, L., & Gentner, D. (1999). Analogical encoding facilitates knowledge transfer in negotiation Psychonomic Bulletin & Review, 6 (4), 586-597.

Book Chapters

• Loewenstein, J., S. Kitayama & D. Cohen (Ed.) (2019). Culture and language. Handbook of Cultural Psychology (2nd Edition) ( pp. 246-267). Guilford.
• Adair, W., & Loewenstein, J., M. Olekalns & W.L. Adair (Ed.) (2013). Talking it through: Communication sequences in negotiation. Handbook of Research in Negotiation ( pp. 311-331). Northampton, MA: Edward Elgar.
• Loewenstein, J., K. J. Holyoak & R. G. Morrison (Ed.) (2012). Thinking in Business. Oxford Handbook of Thinking and Reasoning Oxford: Oxford University Press.
• Loewenstein, J., B. H. Ross (Ed.) (2010). How one's hook is baited matters for catching an analogy. Psychology of Learning and Motivation, Volume 53 ( pp. 149-182). London: Elsevier.
• Loewenstein, J., & Thompson, L., L. Thompson (Ed.) (2006). Learning to negotiate: Novice and experienced negotiators. Negotiation Theory and Research ( pp. 77-98). Psychology Press, N.Y.
• Gentner, D., & Loewenstein, J. (2003). Learning: Analogical reasoning. Encyclopedia of Education Macmillan, New York.
• Loewenstein, J., M. A. Hogg, & J. Cooper (Ed.) (2003). Mental models of negotiation: Descriptive, prescriptive, and paradigmatic implications. The Sage Handbook of Social Psychology ( pp. 494-511). Thousand Oaks, CA: Sage Publications.
• Gentner, D., & Loewenstein, J., E. Amsel & J. Byrnes (Ed.) (2002). Relational language and relational thought. Language, Literacy, and Cognitive Development: The Development and Consequences of Symbolic Communication ( pp. 87-120). Mahwah, NJ: Erlbaum.

Books and Monographs

• Cronin, M., & Loewenstein, J. (2018). The craft of creativity. Palo Alto, CA: Stanford University Press.

Conference Proceedings

• Calhoun, J., Gentner, D., & Loewenstein, J. Forthcoming. Learning abstract principles through principle-case comparison. Cognitive Science Society.
• Gentner, D., Loewenstein, J., & Thompson, L. Forthcoming. Analogical encoding: Facilitating knowledge transfer and integration. Cognitive Science Society.
• Kurtz, K., & Loewenstein, J. Forthcoming. Converging on a new role for analogy in problem solving and retrieval. Cognitive Science Society.
• Loewenstein, J., & Brett, J. Forthcoming. Goal framing predicts strategy revision: When and why negotiators reach integrative agreements. Cognitive Science Society.
• Loewenstein, J., & Gentner, D. Forthcoming. Relational language facilitates analogy in children. Cognitive Science Society.
• Loewenstein, J., & Heath, C. Forthcoming. The repetition-shift plot structure: A cognitive influence on selection in the marketplace of ideas. Cognitive Science Society.
• Loewenstein, J., & Keller, J. Forthcoming. Language as a tool for thought: The vocabulary of games facilitates strategic decision-making. Cognitive Science Society.
• Loewenstein, J., Thompson, L., & Weber, J. Forthcoming. Perceptions of pie-expanders and pie-slicers in negotiation. Administrative Sciences Association of Canada (ASAC) Conference.
• Mostek, T., Loewenstein, J., Forbus, K., & Gentner, D. Forthcoming. Simulating the effects of relational language in the development of spatial mapping abilities. Cognitive Science Society.
• Loewenstein, J., & Choi, H. (2015). Creative agreements in negotiation: When and why negotiators redefine the issues under discussion. Academy of Management Best Paper 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.

Presentations

• Loewenstein, J., & Wang, C. (2016). Social Support for Creative Agreements: Distinct Effects of Respect and Trust. International Association for Conflict Management Annual Conference.
• Loewenstein, J. (2015). Creative Agreements in Negotiation: When and Why Negotiators Redefine the Issues under Discussion. Academy of Management Annual Meeting.
• Loewenstein, J. (2015). Logics and alternative approaches to understanding meanings in institutions. Academy of Management National Meeting.
• Loewenstein, J. (2015). Words and Talk: Linking Communicative Content and Process. Academy of Management Annual Meeting.
• Loewenstein, J., & Keller, J. (2015). Integrating qualitative and quantitative techniques in the cultural knowledge examination process. Academy of Management National Meeting.
• Loewenstein, J., & Mantere, S. (2015). Vocabularies as enablers of identity consolidation. European Group for Organizational Studies.
• Loewenstein, J. (2014). Words, complex meanings, and simplified actions Academy of Management Annual Meeting.
• Gajendran, R., Loewenstein, J., & Choi, H. (2013). Is Email A Brain Drain? Communication Media Effects and Depletion in Negotiation Tasks. Academy of Management Annual Meeting.
• Gajendran, R., Loewenstein, J., & Choi, H. (2013). Is email depleting? Communication media effects on energy use in negotiation. International Association of Conflict Management.
• Loewenstein, J., & Choi, H. (2013). Is email depleting? Communication media effects on energy use in negotiation. International Association of Conflict Management.
• Gajendran, R., Loewenstein, J., & Choi, H. (2013). Is email depleting? Communication media effects on energy use in negotiation. International Association of Conflict Management.
• Loewenstein, J., & Choi, H. (2013). Is email depleting? Communication media effects on energy use in negotiation. International Association for Conflict Management Annual Conference.
• Keller, J., & Loewenstein, J. (2012). Four methodological approaches to measuring culture as knowledge. Academy of Management National Meeting.
• Loewenstein, J., & Keller, J. (2011). Knowing how West meets East: Measuring cultural knowledge using cultural consensus model analysis. Academy of Management National Meeting.
• Keller, J., Loewenstein, J., & Yan, J. (2010). Dialectical reasoning and coopetition in teams. International Association of Chinese Management Research.
• Keller, J., Loewenstein, J., & Yan, J. (2010). The cooperation-competition paradox: A cultural categories approach. European Group for Organizational Studies.
• Loewenstein, J., & Cronin, M. (2010). The creativity cycle and the possibility of producing creative ideas efficiently. INFORMS Annual Meeting.
• Loewenstein, J., & Howell, T. (2010). Understanding and using what we want: Interests and exploitation in negotiations. International Association of Conflict Management.
• Keller, J., & Loewenstein, J. (2009). Culture, categorization and coopetition in workgroups. Interdisciplinary Network for Group Research.
• 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.
• Ocasio, W., Loewenstein, J., & Nigam, A. (2009). Event sensemaking, vocabularies of organizing, and cultural change in social systems. International Symposium on Process Organization Studies.
• Keller, J., & Loewenstein, J. (2008). Cultural categories of workgroup cooperation: A consensus analysis of Americans and Chinese. International Association of Chinese Management Research.
• 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.
• Keller, J., & Loewenstein, J. (2007). Cooperation in workgroups in US and China: A Cultural Consensus Model. Academy of Management National Meeting.
• Loewenstein, J., & Keller, J. (2006). Vocabulary of games: Language as a tool for decision-making. Academy of Management Annual Meeting.
• Gentner, D., & Loewenstein, J. (2005). Comparison facilitates learning body-part names. Society for Research in Child Development.
• Loewenstein, J. (2005). Language: Some cognitive science approaches. Academy of Management National Meeting.
• Loewenstein, J., & Brett, J. (2005). Interests facilitate forming agreements: Examining negotiators’ task representations. International Association of Conflict Management.
• Loewenstein, J. (2004). A plot structure to generate interest. Selection in Culture and the Marketplace of Ideas Conference.
• Gentner, D., & Loewenstein, J. (2003). The effects of spatial language on spatial representation and reasoning. Society for Research in Child Development.
• Loewenstein, J., Zhong, C., & Murnigham, J. (2003). Labeling and cooperation in the prisoners’ dilemma. International Conference on Social Dilemmas.
• 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.
• Ocasio, W., & Loewenstein, J. (2002). Institutionalized action and vocabularies of organization. Academy of Management Annual Meeting.
• Weber, J., Loewenstein, J., & Thompson, L. (2002). Of wolves and sheep: Self-perception and reputation in negotiations. Academy of Management National Meeting.
• Loewenstein, J. (2001). On conveying relational information. Society for Research in Child Development.
• Loewenstein, J., & Gentner, D. (2001). Relational language facilitates the development of relational thought. Society for Research in Child Development.
• Loewenstein, J., & Thompson, L. (2001). Five mental models of negotiation. International Association of Conflict Management.
• Gentner, D., & Loewenstein, J. (2000). Spatial relational language facilitates preschoolers’ understanding of relations. Conference on Conceptual Structure, Discourse, and Language.
• Thompson, L., & Loewenstein, J. (2000). Evaluating negotiator learning. Hewlett Center Conference.
• Uttal, D., Loewenstein, J., & Gentner, D. (2000). On the relation between maps and analogies. Conference on Conceptual Structure, Discourse, and Language.
• Loewenstein, J. (1999). Relational language facilitates spatial mapping for preschoolers. Cognitive Development Society.
• Loewenstein, J., & Gentner, D. (1999). The role of analogy in conceptual development: Making comparisons leads to relational insight. Society for Research in Child Development.
• Thompson, L., & Loewenstein, J. (1999). On improving managerial learning. Academy of Management Annual Meeting.
• Loewenstein, J. (1998). Models as analogies. Ins and Outs of Spatial Representation Conference.
• Loewenstein, J., Gomez, P., & Ward, G. (1998). On the processing of preposed word order in English. CUNY Conference on Human Sentence Processing.
• Loewenstein, J., Gomez, P., & Ward, G. (1998). Word order as a pragmatic cue to cognitive processing. Linguistics Society of America.
• Gentner, D., Loewenstein, J., & Thompson, L. (1997). Analogical learning about negotiation. New Ideas in Decision Making Conference.
• Loewenstein, J. (1997). Comparison and mapping in preschoolers. Midwest Developmental Research Forum.
• Loewenstein, J., & Gentner, D. (1997). Using comparison to improve preschoolers’ spatial mapping ability. Society for Research in Child Development.
• Loewenstein, J. (1995). Creative process in the visual arts. Creative Concepts Conference.

Working Papers

• Kim, J., & Loewenstein, J. Analogical encoding fosters ethical decision making because improved knowledge of ethical principles increases moral awareness.