Hengchen Dai

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

110 Westwood Plaza

Los Angeles, CA 90095-1481

United States

SCHOLARLY PAPERS

28

DOWNLOADS
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13,047

SSRN CITATIONS
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SSRN RANKINGS

Top 9,932

in Total Papers Citations

85

CROSSREF CITATIONS

40

Scholarly Papers (28)

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 2,177 (9,819)
Citation 10

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goals, motivation, temporal landmarks, mental accounting

2.

A Mega-Study of Text-Based Nudges Encouraging Patients to Get Vaccinated at an Upcoming Doctor’s Appointment

Rotman School of Management Working Paper No. 3780267, Columbia Business School Research Paper Forthcoming
Number of pages: 75 Posted: 19 Feb 2021 Last Revised: 05 May 2021
University of Pennsylvania - The Wharton School, University of Pennsylvania - Perelman School of Medicine, Department of Medicine, University of Pennsylvania, University of Pennsylvania, University of Pennsylvania, University of Pennsylvania - Operations & Information Management Department, University of Pennsylvania, University of Pennsylvania, Columbia University - Columbia Business School, Harvard University - Business School (HBS), University of California, Los Angeles (UCLA), Anderson School of Management, Students, University of Pennsylvania, Geisinger Health System, Rutgers, The State University of New Jersey, Yale School of Management, University of California, Los Angeles (UCLA) - Anderson School of Management, University of California, Los Angeles (UCLA) - Anderson School of Management, Geisinger Health System, University of Toronto - Faculty of Kinesiology and Physical Education, University of Pennsylvania - The Wharton School, Harvard Business School, Northwestern University, University of Toronto, Harvard University - Department of Economics, The Wharton School, Brigham Young University Marriott School of Business, Clarkson University–Icahn School of Medicine at Mount Sinai Bioethics ProgramGeisinger Health System, Center for Translational Bioethics and Health Care Policy, Columbia University, Harvard Business School, Harvard University - Harvard Kennedy School (HKS), University of Toronto - Rotman School of Management, Carnegie Mellon University, Department of Social and Decision Sciences, Geisinger Health System, University of Toronto - Behavioural Economics in Action at Rotman (BEAR), University of California, Los Angeles (UCLA), University of Arizona, University of California, Los Angeles (UCLA), University of Pennsylvania - The Wharton School, University of Pennsylvania - Perelman School of Medicine, University of Pennsylvania - Perelman School of Medicine, University of Hawaii at West O'ahu, University of Pennsylvania - Marketing Department, University of Pennsylvania - Perelman School of Medicine, Department of Medicine and University of Pennsylvania - Department of Psychology
Downloads 2,053 (10,851)
Citation 6

Abstract:

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vaccination, COVID-19, nudge, influenza, field experiment

3.

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 1,372 (20,237)
Citation 19

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

4.

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
The Hong Kong University of Science and Technology, Johns Hopkins University - Carey Business School, University of California, Los Angeles (UCLA) - Anderson School of Management and University of Pennsylvania - The Wharton School
Downloads 687 (53,729)
Citation 3

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Want/Should Conflict, Self-Regulation, Public Policy

5.

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
University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - The Wharton SchoolUniversity of Toronto - Marketing and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 674 (55,050)
Citation 3

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experiential purchases, material purchases, consumer reviews, objective quality

6.

Behavioral Nudges Increase COVID-19 Vaccinations

Dai, H., Saccardo, S., Han, M.A., Roh L., Raja, N., Vangala, S., Modi, H., Pandya, S., Sloyan, M., Croymans, D.M. (2021) Behavioural nudges increase COVID-19 vaccinations. Nature. https://www.nature.com/articles/s41586-021-03843-2
Number of pages: 106 Posted: 05 Apr 2021 Last Revised: 03 Sep 2021
University of California, Los Angeles (UCLA) - Anderson School of Management, Carnegie Mellon University, Department of Social and Decision Sciences, University of California, Los Angeles (UCLA) - UCLA Health System, University of California, Los Angeles (UCLA) - UCLA Health System, University of California, Los Angeles (UCLA) - UCLA Health System, University of California, Los Angeles (UCLA) - Division of General Internal Medicine, University of California, Los Angeles (UCLA) - UCLA Health System, University of California, Los Angeles (UCLA) - UCLA Health System, University of California, Los Angeles (UCLA) - UCLA Health System and University of California, Los Angeles (UCLA) - UCLA Health System
Downloads 650 (71,169)
Citation 1

Abstract:

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vaccination, COVID-19, nudges, RCT, psychological ownership, information intervention

7.

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 649 (57,761)
Citation 9

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

8.

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

Number of pages: 48 Posted: 02 Apr 2020 Last Revised: 18 Feb 2022
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 596 (64,381)
Citation 4

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

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 377 (111,498)

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Performance Expectations, Persistence, Quitting, Impression Management, Embarrassment

10.

The Choice Overload Effect in Online Recommender Systems: Theoretical Framework and Field Experiment

Number of pages: 41 Posted: 09 Aug 2021 Last Revised: 15 Jun 2022
University of Wisconsin - Madison - School of Business, Imperial College 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 and Alibaba Group
Downloads 365 (115,590)

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choice overload, search cost, anticipated regret, field experiment, recommender systems, retailing

11.

The Impact of Social Nudges on User-Generated Content for Social Network Platforms

Number of pages: 76 Posted: 05 Jun 2020 Last Revised: 12 May 2022
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, Supply Chain Management Department - W.P.Carey School of Business, The Chinese University of Hong Kong, affiliation not provided to SSRN and University of California, Berkeley - Department of Industrial Engineering & Operations Research (IEOR)
Downloads 344 (124,253)

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Content Production, Platform Operations, Social Network, Field Experiment, Information-Based Intervention

12.

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 330 (129,087)
Citation 6

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

13.

Save More Today or Tomorrow: The Role of Urgency in Pre-commitment Design

Number of pages: 51 Posted: 30 Jun 2020 Last Revised: 15 Jul 2022
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 UCLA Anderson
Downloads 310 (137,822)

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

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 299 (142,360)
Citation 3

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 (931,525)
Citation 5

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15.

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 299 (143,093)
Citation 1

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

16.

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 298 (143,581)

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17.

The Value of Customer-Related Information on Service Platforms: Evidence From a Large Field Experiment

Number of pages: 44 Posted: 02 Mar 2020 Last Revised: 13 May 2022
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, affiliation not provided to SSRN and University of California, Berkeley - Department of Industrial Engineering & Operations Research (IEOR)
Downloads 273 (157,075)

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Platform Operations, Service Operations, Operational Transparency, Field Experiment

18.

Is Transparency Enough? The Effect of Historical Pay Information on Negotiations

Number of pages: 48 Posted: 24 Mar 2021 Last Revised: 10 Jul 2022
Hengchen Dai, Xiaoyang Long and Dennis Zhang
University of California, Los Angeles (UCLA) - Anderson School of Management, University of Wisconsin - Madison - School of Business and Washington University in St. Louis - John M. Olin Business School
Downloads 227 (187,978)

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Reference Points, Transparency, Negotiation, Pay Inequality, Field Experiment, Online Labor Platform

19.

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 219 (194,615)
Citation 9

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Goal, Prosocial Motivation, Decision Making, Crowdfunding

20.

Assessing Nudge Scalability: Two Lessons from Large-scale RCTs

Number of pages: 80 Posted: 20 Jan 2022 Last Revised: 07 Mar 2022
Carnegie Mellon University, Department of Social and Decision Sciences, University of California, Los Angeles (UCLA) - Anderson School of Management, University of California, Los Angeles (UCLA) - UCLA Health System, University of California, Los Angeles (UCLA) - UCLA Health System, University of California, Los Angeles (UCLA) - Division of General Internal Medicine and University of California, Los Angeles (UCLA) - UCLA Health System
Downloads 192 (219,450)

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Randomized controlled trials, Science policy, Nudge, Scalability, COVID-19, Vaccinations

21.

Using Fresh Starts to Nudge Increased Retirement Savings

Beshears, J., Dai, H., Milkman, K.L., & Benartzi, S. (2021). Using fresh starts to nudge increased retirement savings. Organizational Behavior and Human Decision Processes. 167, 72-87.
Number of pages: 66 Posted: 09 Aug 2021
Harvard University - Business School (HBS), University of California, Los Angeles (UCLA) - Anderson School of Management, University of Pennsylvania - The Wharton School and UCLA Anderson
Downloads 149 (271,565)

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choice architecture, nudge, randomized field experiment, fresh start, savings

22.

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 136 (291,761)

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

23.

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 115 (329,889)
Citation 1

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

24.

When peer comparison information harms physician well-being

Reiff, J. S., Zhang, J., Gallus, J., Dai, H., Pedley, N., Vangala, S., Leuchter, R., Goshgarian, G., Fox, C. R., Han, M., & Croymans, D. (2022). When peer comparison information harms physician well-being. Proceedings of the National Academy of Sciences of the United States of America. 119 (29).
Number of pages: 8 Posted: 12 Oct 2021 Last Revised: 19 Jul 2022
University of California, Los Angeles (UCLA) - Anderson School of Management, University of California, Los Angeles (UCLA) - David Geffen School of Medicine, UCLA Anderson, University of California, Los Angeles (UCLA) - Anderson School of Management, University of California, Los Angeles (UCLA) - UCLA Health System, University of California, Los Angeles (UCLA) - Division of General Internal Medicine, University of California, Los Angeles (UCLA) - UCLA Health System, Central Michigan University, University of California, Los Angeles (UCLA) - Anderson School of Management, University of California, Los Angeles (UCLA) - UCLA Health System and University of California, Los Angeles (UCLA) - UCLA Health System
Downloads 81 (412,487)

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peer comparison, well-being, healthcare, field experiment

25.

When Impact Appeals Backfire: Evidence from a Multinational Field Experiment and the Lab

Number of pages: 51 Posted: 25 Oct 2021 Last Revised: 15 Jul 2022
University of California, Los Angeles (UCLA) - Anderson School of Management, University of California, Los Angeles (UCLA) - Anderson School of Management, UCLA Anderson, InMoment, InMoment, affiliation not provided to SSRN and Maritz Holdings Inc.
Downloads 69 (450,696)

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persuasion, customer feedback, impact, trust, inauthenticity, multinational field experiment

26.

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 41 (567,608)
Citation 21

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Process Compliance, Hand Washing, Electronic Monitoring, Empirical Operations

27.

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 - Perelman School of Medicine, Department of Medicine, Humana Inc., Humana Inc., Humana Inc. and University of Pennsylvania - The Wharton School
Downloads 39 (577,891)

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

28.

One Size Does Not Fit All: Behavioral Intervention to Promote Vaccination

Galizzi, M. (2022). Behavioural Economics and Policy for Pandemics. Cambridge University Press.
Number of pages: 29 Posted: 12 Jul 2022
Ilana Brody, Silvia Saccardo and Hengchen Dai
University of California, Los Angeles (UCLA) - Anderson School of Management, Carnegie Mellon University, Department of Social and Decision Sciences and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 25 (664,006)

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vaccination, heterogeneity, behavioral science