Jeffrey Loewenstein

Associate Professor
Department of Business Administration
College of Business
University of Illinois at Urbana-Champaign
350 Wohlers Hall, 1206 South Sixth Street
Champaign, Illinois 61820 USA
(217) 333-2471 (office)
(217) 244-7969 (fax)
jloew@illinois.edu
Faculty profile page

Jeffrey Loewenstein is a faculty member in the Department of Business Administration at the University of Illinois at Urbana-Champaign's College of Business. His research examines how people generate, learn and apply knowledge, primarily through studying analogy, categories, and vocabularies. His work provides guidance for how to negotiate, make decisions, communicate and work together more effectively. He received his Ph.D. from Northwestern University, and taught previously at the Kellogg School of Management, Columbia Business School and The University of Texas at Austin.

Courses

Individual Behavior in Organizations (BADM 311, Illinois Compass login page)

Negotiations (BADM 395, Illinois Compass login page)

Negotiations (MBA 505, Illinois Compass login page)

Innovative Thinking (BADM 590, Illinois Compass login page)

Resources

Research Methods Resources

Curriculum Vitae

html, pdf

Papers

Copyright Notice: The documents available through this page are provided to facilitate dissemination of scholarly and technical work on a noncommercial basis for individual use. Copyright is maintained by the authors or other copyright holders, and copyright law requires respect for the terms of each document's copyright.

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

pdf Loewenstein, J. (2012). Thinking in Business. In K. J. Holyoak & R. G. Morrison (Eds.), Oxford Handbook of Thinking and Reasoning (pp. 755-773). Oxford University Press.

pdf 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.

pdf Loewenstein, J., Raghunathan, R., & Heath, C. (2011). The Repetition-Break plot structure makes effective television advertisements. Journal of Marketing, 75(5), 105-119.

pdf Loewenstein, J., Raghunathan, R., & Heath, C. (2011). The Repetition-Break plot structure: A tool for persuasion. Proceedings of the Thirty-Third Annual Conference of the Cognitive Science Society.

pdf Keller, J., Loewenstein, J., & Yan, J. (2010). Culturally-guided beliefs about opposing categories and their consequences for action: The case of cooperation and competition. Proceedings of the Thirty-Second Annual Conference of the Cognitive Science Society.

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

pdf Markman, A. B., & Loewenstein, J. (2010). Structural comparison and consumer choice. Journal of Consumer Psychology, 20, 126-137.

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

pdf 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.

pdf Calhoun, J., Gentner, D., & Loewenstein, J. (2008). Learning abstract principles through principle-case comparison. Proceedings of the Thirtieth Annual Conference of the Cognitive Science Society.

pdf 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.

pdf 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.

pdf Loewenstein, J., & Brett, J. (2007). Goal framing predicts strategy revision: When and why negotiators reach integrative agreements. Proceedings of the Twenty-Ninth Annual Conference of the Cognitive Science Society (pp. 443-448).

pdf Zhong, C.-B., Loewenstein, J., & Murnighan, J. K. (2007). Speaking the same language: The cooperative effects of labeling in the prisoners' dilemma. Journal of Conflict Resolution, 51(3), 431-456.

pdf Loewenstein, J., & Keller, J. (2006). Language as a tool for thought: The vocabulary of games facilitates strategic decision-making. Proceedings of the Twenty-Eighth Annual Conference of the Cognitive Science Society (pp. 501-506).

pdf Loewenstein, J, & Thompson, L. (2006). Learning to negotiate: Novice and experienced negotiators. In L. Thompson (Ed.), Negotiation Theory and Research (pp 77-98). New York: Psychology Press.

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

pdf Loewenstein, J., & Heath, C. (2005). The repetition-shift plot structure: A cognitive influence on selection in the marketplace of ideas. Proceedings of the Twenty-Seventh Annual Conference of the Cognitive Science Society (pp. 1319-1324).

pdf Loewenstein, J., Morris, M. W., 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.

pdf Gentner, D., Loewenstein, J., & Thompson, L. (2004). Analogical encoding: Facilitating knowledge transfer and integration. Proceedings of the Twenty-Sixth Annual Conference of the Cognitive Science Society (pp. 452-457).

pdf Kurtz, K., & Loewenstein, J. (2004). Converging on a new role for analogy in problem solving and retrieval. Proceedings of the Twenty-Sixth Annual Conference of the Cognitive Science Society (pp. 762-766).

pdf Gentner, D., & Loewenstein, J. (2003) Learning: Analogical reasoning. In Encyclopedia of Education (second edition). New York: Macmillan.

pdf Gentner, D., Loewenstein, J., & Thompson L. (2003). Learning and transfer: A general role for analogical encoding. Journal of Educational Psychology, 95(2) 393-408.

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

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

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

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

pdf Weber, J. M., Loewenstein, J., & Thompson, L. (2001). Perceptions of pie-expanders and pie-slicers in negotiation. Proceedings of the 2001 ASAC conference, London, Ontario.

pdf Loewenstein, J. & Thompson, L. (2000). The challenge of learning. Negotiation Journal, 16(4), 399-408.

pdf 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.

Reprinted in: Bazerman, M. H. (2004). Negotiation, Decision Making and Conflict Management. Cheltenham, UK: Edward Elgar Publishing.

Reprinted in: Thompson, L. (2003). The Social Psychology of Organizational Behavior. New York: Psychology Press.

pdf Gillespie, J. J., Thompson, L., Loewenstein, J., & Gentner, D. (1999). Lessons from analogical reasoning in the teaching of negotiation. Negotiation Journal, 15(4), 363-371.

Reprinted in: Wheeler, M. (2000). Teaching negotiation: Ideas and innovations. Cambridge, MA: PON Books.

pdf Loewenstein, J., Thompson, L., & Gentner, D. (1999). Analogical encoding facilitates knowledge transfer in negotiation. Psychonomic Bulletin & Review, 6(4), 586-597.

pdf Mostek, T., Loewenstein, J., Forbus, K., & Gentner, D. (1999). Simulating the effects of relational language in the development of spatial mapping abilities. Proceedings of the Twenty-First Annual Conference of the Cognitive Science Society, pp. 450-455.

pdf Loewenstein, J, & Gentner, D. (1998). Relational language facilitates analogy in children. Proceedings of the Twentieth Annual Conference of the Cognitive Science Society (pp. 615-620).