Hengchen Dai

University of California, Los Angeles (UCLA) - Anderson School of Management

110 Westwood Plaza

Los Angeles, CA 90095-1481

United States

SCHOLARLY PAPERS

19

DOWNLOADS
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Top 7,786

in Total Papers Downloads

6,438

SSRN CITATIONS
Rank 14,209

SSRN RANKINGS

Top 14,209

in Total Papers Citations

37

CROSSREF CITATIONS

38

Scholarly Papers (19)

1.

The Fresh Start Effect: Temporal Landmarks Motivate Aspirational Behavior

Dai, H., Milkman, K.L., & Riis, J. (2014). The Fresh Start Effect: Temporal Landmarks Motivate Aspirational Behavior. Management Science, 60(10), 2563-2582.
Number of pages: 36 Posted: 21 Jan 2013 Last Revised: 08 Jan 2019
Hengchen Dai, Katherine L. Milkman and Jason Riis
University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - The Wharton School and Harvard University - Business School (HBS)
Downloads 1,892 (9,225)
Citation 6

Abstract:

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goals, motivation, temporal landmarks, mental accounting

2.

The Long-term and Spillover Effects of Price Promotions on Retailing Platforms: Evidence from a Large Randomized Experiment on Alibaba

Number of pages: 34 Posted: 01 Sep 2017 Last Revised: 02 Feb 2020
Washington University in St. Louis - John M. Olin Business School, University of California, Los Angeles (UCLA) - Anderson School of Management, Washington University in St. Louis - John M. Olin Business School, Alibaba Group, Alibaba Group, Alibaba Group, Alibaba Group and Alibaba Group
Downloads 1,109 (21,208)
Citation 12

Abstract:

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dynamic pricing, price promotions, platform operations, retail operations, field experiment, empirical OM

3.

Dueling with Desire: A Synthesis of Past Research on Want/Should Conflict

Number of pages: 28 Posted: 02 Mar 2014 Last Revised: 10 Jun 2014
University of Michigan, Johns Hopkins University - Carey Business School, University of California, Los Angeles (UCLA) - Anderson School of Management and University of Pennsylvania - The Wharton School
Downloads 606 (49,084)
Citation 2

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Want/Should Conflict, Self-Regulation, Public Policy

4.

People Rely Less on Consumer Reviews for Experiential than Material Purchases

Dai, H., Chan, C., & Mogilner, C. (2020). People rely less on consumer reviews for experiential purchases than for material purchases. Journal of Consumer Research. 46(6), 1052-1075.
Number of pages: 93 Posted: 10 Sep 2014 Last Revised: 08 Jun 2020
Hengchen Dai, Cindy Chan and Cassie Mogilner
University of California, Los Angeles (UCLA) - Anderson School of Management, University of Toronto - Marketing and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 515 (60,353)
Citation 2

Abstract:

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experiential purchases, material purchases, consumer reviews, objective quality

5.

The Value of Pop-up Stores on Retailing Platforms: Evidence from a Field Experiment with Alibaba

Number of pages: 23 Posted: 05 Mar 2018 Last Revised: 01 May 2019
Washington University in St. Louis - John M. Olin Business School, University of California, Los Angeles (UCLA) - Anderson School of Management, Washington University in St. Louis - John M. Olin Business School, Alibaba Group, Alibaba Group and Alibaba Group
Downloads 479 (66,016)
Citation 7

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platform operations, randomized field experiment, pop-up stores, internet of things

6.

Quitting When the Going Gets Tough: A Downside of High Performance Expectations

Dai, H., Dietvorst, B., Tuckfield, B., Milkman, K.L., & Schweitzer, M.E. Quitting when the going is tough: The downside of high performance expectations. Academy of Management Journal, Forthcoming
Number of pages: 86 Posted: 23 Aug 2017
University of California, Los Angeles (UCLA) - Anderson School of Management, The University of Chicago Booth School of Business, Independent, University of Pennsylvania - The Wharton School and University of Pennsylvania - Operations & Information Management Department
Downloads 295 (115,415)

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Performance Expectations, Persistence, Quitting, Impression Management, Embarrassment

The Impact of Time at Work and Time off from Work on Rule Compliance: The Case of Hand Hygiene in Healthcare

Dai, H., Milkman, K.L., Hofmann, D.A., & Staats, B.R. (2015). The Impact of Time at Work and Time Off From Work on Rule Compliance: The Case of Hand Hygiene in Health Care. Journal of Applied Psychology, 100(3), 846-862.
Number of pages: 49 Posted: 08 Sep 2013 Last Revised: 08 Jan 2019
University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - The Wharton School, University of North Carolina Kenan-Flagler Business School and University of North Carolina Kenan-Flagler Business School
Downloads 275 (123,586)
Citation 2

Abstract:

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workplace compliance, job demands, fatigue, work recovery, job design

The Impact of Time at Work and Time Off from Work on Rule Compliance: The Case of Hand Hygiene in Healthcare

The Wharton School Research Paper No. 56, Dai, H., Milkman, K.L., Hofmann, D.A., & Staats, B.R. (2015). The Impact of Time at Work and Time Off From Work on Rule Compliance: The Case of Hand Hygiene in Health Care. Journal of Applied Psychology, 100(3), 846-862.
Number of pages: 49 Posted: 10 Apr 2014
University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - The Wharton School, University of North Carolina Kenan-Flagler Business School and University of North Carolina Kenan-Flagler Business School
Downloads 1 (755,743)

Abstract:

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8.

The Impact of Time at Work and Time Off from Work on Rule Compliance: The Case of Hand Hygiene in Healthcare

The Wharton School Research Paper No. 56
Number of pages: 49 Posted: 10 Apr 2014 Last Revised: 02 Jan 2019
University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - The Wharton School, University of North Carolina Kenan-Flagler Business School and University of North Carolina Kenan-Flagler Business School
Downloads 270 (126,686)

Abstract:

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9.

Put Your Imperfections Behind You: Temporal Landmarks Spur Goal Initiation When They Signal New Beginnings

Dai, H., Milkman, K.L., & Riis, J. (2015). Put Your Imperfections Behind You: Temporal Landmarks Spur Goal Pursuit When They Signal New Beginnings. Psychological Science, 26(12), 1927-1936.
Number of pages: 26 Posted: 06 Apr 2014 Last Revised: 08 Jan 2019
Hengchen Dai, Katherine L. Milkman and Jason Riis
University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - The Wharton School and Harvard University - Business School (HBS)
Downloads 263 (130,177)
Citation 5

Abstract:

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temporal landmarks; multiple selves; temporal self-appraisal; motivation; goals

10.

A Double-Edged Sword: How and Why Resetting Performance Metrics Affects Motivation and Performance

Dai, H. (2018). A double-edged sword: How resetting performance metrics affects future performance. Organizational Behavior and Human Decision Processes. 148, 12-29. doi: 10.1016/j.obhdp.2018.06.002
Number of pages: 79 Posted: 07 Feb 2018 Last Revised: 02 Jan 2019
Hengchen Dai
University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 187 (180,362)
Citation 1

Abstract:

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Performance Resets, Fresh Starts, Mental Accounting, Motivation, Self-Efficacy

11.

Prosocial Goal Pursuit in Crowdfunding: Evidence from Kickstarter.com

Journal of Marketing Research, Forthcoming
Number of pages: 51 Posted: 19 Apr 2017 Last Revised: 16 Mar 2020
Hengchen Dai and Dennis Zhang
University of California, Los Angeles (UCLA) - Anderson School of Management and Washington University in St. Louis - John M. Olin Business School
Downloads 126 (250,005)
Citation 5

Abstract:

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Goal, Prosocial Motivation, Decision Making, Crowdfunding

12.

The Impacts of Algorithmic Work Assignment on Fairness Perceptions and Productivity: Evidence from Field Experiments

Number of pages: 32 Posted: 02 Apr 2020
Washington University in St. Louis - John M. Olin Business School, University of California, Los Angeles (UCLA) - Anderson School of Management, Washington University in St. Louis - John M. Olin Business School, Washington University in St. Louis - John M. Olin Business School and Alibaba Group
Downloads 118 (262,694)
Citation 1

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Behavioral Operations, Field Experiment, Productivity, Fairness, Artificial Intelligence

13.

Save More Today or Tomorrow: The Role of Urgency and Present Bias in Nudging Pre-commitment

Number of pages: 125 Posted: 30 Jun 2020
University of California, Los Angeles (UCLA) - Anderson School of Management, University of California, Los Angeles (UCLA) - Anderson School of Management, Harvard University - Business School (HBS), University of Pennsylvania - The Wharton School and affiliation not provided to SSRN
Downloads 74 (354,416)

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pre-commitment, inference making, farsighted decisions, choice architecture

14.

Social Nudges Boost Productivity on Online Platforms: Evidence from Field Experiments

Number of pages: 41 Posted: 05 Jun 2020 Last Revised: 08 Jun 2020
Tsinghua University - Department of Industrial Engineering, University of California, Los Angeles (UCLA) - Anderson School of Management, Washington University in St. Louis - John M. Olin Business School, University of California, Berkeley - Department of Industrial Engineering & Operations Research (IEOR), affiliation not provided to SSRN, USC Marshall School of Business, DSO Department and New York University Shanghai
Downloads 50 (430,222)

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Social Nudge, Information-based Interventions, Productivity, Online Platform Operations, Field Experiment

15.

Information Design to Facilitate Social Interactions on Service Platforms: Evidence from a Large Field Experiment

Number of pages: 30 Posted: 02 Mar 2020
Hengchen Dai, Dennis Zhang and Zhiwei Xu
University of California, Los Angeles (UCLA) - Anderson School of Management, Washington University in St. Louis - John M. Olin Business School and affiliation not provided to SSRN
Downloads 50 (430,222)
Citation 1

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Platform Operations, Service Operations, Information Design, Field Experiment, Empirical OM

16.

The Spillover Effects of Customer No-Shows: Field Evidence from an Online Education Platform

Number of pages: 40 Posted: 08 Nov 2019 Last Revised: 30 Jan 2020
Hengchen Dai and Dennis Zhang
University of California, Los Angeles (UCLA) - Anderson School of Management and Washington University in St. Louis - John M. Olin Business School
Downloads 46 (445,534)
Citation 1

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sharing economy, independent contractors, customer no-shows, spillover effect, attribution, customer incivility, motivation, natural experiment

17.

The Effect of Interactive Reminders on Medication Adherence: A Randomized Trial

Dai, H., Mao, D., Volpp, K., Pearce, H.E, Relish, M.J., Lawnicki, V.F., & Milkman, K.L. (2017). The Effect of Interactive Reminders on Medication Adherence: A Randomized Trial. Preventive Medicine, 103, 98-102.
Number of pages: 9 Posted: 24 Aug 2017 Last Revised: 08 Jan 2019
University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - The Wharton School, University of Pennsylvania, Humana Inc., Humana Inc., Humana Inc. and University of Pennsylvania - The Wharton School
Downloads 29 (523,238)

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Reminder Systems, Communication, Behavioral; Medication Adherence, Health Promotion

18.

Anticipated Temporal Landmarks Undermine Motivation for Continued Goal Pursuit

Koo, M., Dai, H., Mai, K.M., & Song, C.E. Anticipated temporal landmarks undermine motivation for continued goal pursuit. Organizational Behavior and Human Decision Processes. (four authors contributed equally) (Forthcoming)
Number of pages: 67 Posted: 01 Jul 2020
Sungkyunkwan University, SKK Graduate School of Business, University of California, Los Angeles (UCLA) - Anderson School of Management, National University of Singapore and University of Florida - Department of Marketing
Downloads 27 (534,518)

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temporal landmark, goal pursuit, current self, future self, optimistic belief, responsibility shift

19.

Motivating Process Compliance through Individual Electronic Monitoring: An Empirical Examination of Hand Hygiene in Healthcare

Management Science, Vol. 63(5), p. 1563 – 1585, May 2017
Number of pages: 46 Posted: 09 May 2017 Last Revised: 01 May 2019
University of North Carolina Kenan-Flagler Business School, University of California, Los Angeles (UCLA) - Anderson School of Management, University of North Carolina Kenan-Flagler Business School and University of Pennsylvania - The Wharton School
Downloads 26 (540,334)
Citation 16

Abstract:

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Process Compliance, Hand Washing, Electronic Monitoring, Empirical Operations