Hengchen Dai

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

110 Westwood Plaza

Los Angeles, CA 90095-1481

United States

SCHOLARLY PAPERS

13

DOWNLOADS
Rank 9,211

SSRN RANKINGS

Top 9,211

in Total Papers Downloads

5,042

SSRN CITATIONS
Rank 17,227

SSRN RANKINGS

Top 17,227

in Total Papers Citations

17

CROSSREF CITATIONS

30

Scholarly Papers (13)

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 1,761 (9,047)
Citation 3

Abstract:

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goals, motivation, temporal landmarks, mental accounting

2.

How Do Price Promotions Affect Customer Behavior on Retailing Platforms? Evidence from a Large Randomized Experiment on Alibaba

Number of pages: 34 Posted: 01 Sep 2017 Last Revised: 31 Mar 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, Alibaba Group, Alibaba Group and Alibaba Group
Downloads 808 (29,633)
Citation 7

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 535 (51,240)
Citation 2

Abstract:

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Want/Should Conflict, Self-Regulation, Public Policy

4.

People Rely Less on Consumer Reviews for Experiential than Material Purchases

Number of pages: 93 Posted: 10 Sep 2014 Last Revised: 07 Aug 2018
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 338 (89,393)

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 321 (94,979)
Citation 3

Abstract:

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

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 268 (114,013)
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 0 (110,788)

Abstract:

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7.

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 263 (116,846)

Abstract:

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8.

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 249 (123,657)
Citation 4

Abstract:

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

9.

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 244 (126,247)

Abstract:

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Performance Expectations, Persistence, Quitting, Impression Management, Embarrassment

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 145 (204,756)

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: 02 Apr 2019
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 58 (365,395)
Citation 1

Abstract:

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Goal, Prosocial Motivation, Decision Making, Crowdfunding

12.

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 28 (480,945)

Abstract:

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

13.

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 24 (502,754)
Citation 5

Abstract:

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Process Compliance, Hand Washing, Electronic Monitoring, Empirical Operations