Hengchen Dai

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

110 Westwood Plaza

Los Angeles, CA 90095-1481

United States

SCHOLARLY PAPERS

25

DOWNLOADS
Rank 5,373

SSRN RANKINGS

Top 5,373

in Total Papers Downloads

10,616

SSRN CITATIONS
Rank 10,147

SSRN RANKINGS

Top 10,147

in Total Papers Citations

84

CROSSREF CITATIONS

41

Scholarly Papers (25)

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 2,063 (9,356)
Citation 10

Abstract:

Loading...

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, 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 1,791 (11,797)
Citation 6

Abstract:

Loading...

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 1,285 (19,698)
Citation 19

Abstract:

Loading...

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 655 (50,879)
Citation 3

Abstract:

Loading...

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 612 (55,639)
Citation 3

Abstract:

Loading...

experiential purchases, material purchases, consumer reviews, objective quality

6.

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 585 (58,847)
Citation 9

Abstract:

Loading...

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

7.

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) - 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) - UCLA Health System and University of California, Los Angeles (UCLA) - UCLA Health System
Downloads 539 (71,169)
Citation 1

Abstract:

Loading...

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

8.

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

Number of pages: 43 Posted: 02 Apr 2020 Last Revised: 12 Jan 2021
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 354 (107,224)
Citation 4

Abstract:

Loading...

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 334 (114,739)

Abstract:

Loading...

Performance Expectations, Persistence, Quitting, Impression Management, Embarrassment

10.

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 302 (127,482)
Citation 6

Abstract:

Loading...

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

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 292 (131,430)
Citation 3

Abstract:

Loading...

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 (830,200)
Citation 5

Abstract:

Loading...

12.

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 284 (135,964)

Abstract:

Loading...

13.

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 247 (156,566)
Citation 1

Abstract:

Loading...

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

14.

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 223 (172,742)

Abstract:

Loading...

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

15.

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 188 (203,090)
Citation 9

Abstract:

Loading...

Goal, Prosocial Motivation, Decision Making, Crowdfunding

16.

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

Number of pages: 49 Posted: 02 Mar 2020 Last Revised: 18 Dec 2020
University of California, Los Angeles (UCLA) - Anderson School of Management, Tsinghua University - Department of Industrial Engineering, Washington University in St. Louis - John M. Olin Business School, University of California, Berkeley - Department of Industrial Engineering & Operations Research (IEOR) and affiliation not provided to SSRN
Downloads 185 (206,037)

Abstract:

Loading...

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

17.

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

Number of pages: 55 Posted: 05 Jun 2020 Last Revised: 20 Oct 2021
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, New York University Shanghai, affiliation not provided to SSRN and University of California, Berkeley - Department of Industrial Engineering & Operations Research (IEOR)
Downloads 139 (261,819)

Abstract:

Loading...

Content Production, Platform Operations, Social Network, Field Experiment, Information-based Interventions

18.

Wage Transparency, Negotiation, and Reference-dependent Utility

Number of pages: 45 Posted: 24 Mar 2021 Last Revised: 30 Apr 2021
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 113 (303,401)

Abstract:

Loading...

Field Experiment, Reference Effects, Service Operations, Social Responsibility, Empirical Operations

19.

Choice Overload with Search Cost and Anticipated Regret: Theoretical Framework and Field Evidence

Number of pages: 43 Posted: 09 Aug 2021
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 112 (309,205)

Abstract:

Loading...

choice overload, search cost, anticipated regret, field experiment, assortment planning, retail operations, revenue management

20.

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 89 (354,957)
Citation 1

Abstract:

Loading...

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

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 affiliation not provided to SSRN
Downloads 75 (392,889)

Abstract:

Loading...

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 64 (427,714)

Abstract:

Loading...

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

23.

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 37 (538,972)
Citation 21

Abstract:

Loading...

Process Compliance, Hand Washing, Electronic Monitoring, Empirical Operations

24.

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 36 (544,118)

Abstract:

Loading...

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

25.

When Appealing to Agency Backfires: Evidence from a Multinational Field Experiment and the Lab

Number of pages: 65 Posted: 25 Oct 2021
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 11 (749,781)

Abstract:

Loading...

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

Other Papers (1)

Total Downloads: 14
1.

The Effects of Peer Comparison Information on Physician Behavior and Well-being

Number of pages: 73 Posted: 12 Oct 2021 Last Revised: 25 Oct 2021
University of California, Los Angeles (UCLA) - David Geffen School of Medicine, University of California, Los Angeles (UCLA) - Anderson School of Management, University of California, Los Angeles (UCLA) - UCLA Health System, 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) - 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 14 (762,737)

Abstract:

Loading...

Nudges, Field Experiment, Well-Being, Social Comparison, Healthcare