Katherine L. Milkman

University of Pennsylvania - The Wharton School

Professor

Philadelphia, PA 19104

United States

SCHOLARLY PAPERS

33

DOWNLOADS
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Top 592

in Total Papers Downloads

34,617

CITATIONS
Rank 8,655

SSRN RANKINGS

Top 8,655

in Total Papers Citations

52

Scholarly Papers (33)

1.

What Happens Before? A Field Experiment Exploring How Pay and Representation Differentially Shape Bias on the Pathway into Organizations

Milkman, K.L., M. Akinola, and D. Chugh. “What Happens Before? A Field Experiment Exploring How Pay and Representation Differentially Shape Bias on the Pathway into Organizations.” Journal of Applied Psychology, Forthcoming
Number of pages: 73 Posted: 22 May 2012 Last Revised: 04 May 2015
Katherine L. Milkman, Modupe Akinola and Dolly Chugh
University of Pennsylvania - The Wharton School, Columbia University - Columbia Business School and New York University (NYU) - Leonard N. Stern School of Business
Downloads 15,882 (177)

Abstract:

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discrimination, race, gender, academia, field experiment, audit study

2.

What Makes Online Content Viral?

Number of pages: 17 Posted: 27 Dec 2009 Last Revised: 30 Aug 2012
Jonah A. Berger and Katherine L. Milkman
University of Pennsylvania - Marketing Department and University of Pennsylvania - The Wharton School
Downloads 10,611 (376)
Citation 13

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Social Transmission, Word-of-Mouth, Social Epidemics

3.

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 Business School
Downloads 1,735 (8,875)

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goals, motivation, temporal landmarks, mental accounting

4.

A User's Guide to Debiasing

Wiley-Blackwell Handbook of Judgment and Decision Making, Gideon Keren and George Wu (Editors), Forthcoming
Number of pages: 42 Posted: 19 Jun 2014 Last Revised: 20 Jun 2014
Jack B. Soll, Katherine L. Milkman and John W. Payne
Duke University - Management, University of Pennsylvania - The Wharton School and Duke University - Marketing
Downloads 1,546 (10,716)

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judgment, decision making, bias, debiasing, nudges

5.

Should Governments Invest More in Nudging?

Harvard Public Law Working Paper No. 17-42
Number of pages: 33 Posted: 08 Jun 2017
University of California at Los Angeles, Harvard Business School, University of Pennsylvania - The Wharton School, Harvard Law School, University of Chicago - Booth School of Business, Google Inc., ideas42, ideas42 and Government of the United States of America - Department of Defense
Downloads 580 (44,734)

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nudge, nudge unit, choice architecture, behavioral science, behavioral economics, savings, pension plan, education, college enrollment, energy, electricity usage, preventive health, influenza vaccination, flu shot

6.

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 523 (51,071)

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Want/Should Conflict, Self-Regulation, Public Policy

7.

Harnessing Our Inner Angels and Demons: What We Have Learned About Want/Should Conflicts and How that Knowledge Can Help Us Reduce Short-Sighted Decision Making

Harvard NOM Working Paper No. 08-020
Number of pages: 50 Posted: 21 Sep 2007
Katherine L. Milkman, Todd Rogers and Max H. Bazerman
University of Pennsylvania - The Wharton School, Harvard University - Harvard Kennedy School (HKS) and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 447 (62,104)
Citation 9

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8.

Getting the Rich and Powerful to Give

Number of pages: 38 Posted: 29 Jun 2017 Last Revised: 30 Jun 2018
Judd B. Kessler, Katherine L. Milkman and C. Yiwei Zhang
University of Pennsylvania - Business & Public Policy Department, University of Pennsylvania - The Wharton School and University of Chicago - Booth School of Business
Downloads 296 (100,274)

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charitable giving, agency, natural field experiment, wealth

9.

How Do Consumers Respond When Default Options Push the Envelope?

Number of pages: 45 Posted: 11 Oct 2017
John Beshears, Shlomo Benartzi, Richard Mason and Katherine L. Milkman
Harvard Business School, University of California at Los Angeles, City, University of London and University of Pennsylvania - The Wharton School
Downloads 277 (107,294)

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Default, Savings, Defined Contribution Plan, Behavioral Economics, Field Experiments

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
Hengchen Dai, Katherine L. Milkman, David A. Hofmann and Bradley R. Staats
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 265 (111,874)

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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
Hengchen Dai, Katherine L. Milkman, David A. Hofmann and Bradley R. Staats
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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11.

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
Hengchen Dai, Katherine L. Milkman, David A. Hofmann and Bradley R. Staats
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 261 (114,206)

Abstract:

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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 Business School
Downloads 247 (120,885)

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

13.

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 229 (130,438)

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Performance Expectations, Persistence, Quitting, Impression Management, Embarrassment

14.

Holding the Hunger Games Hostage at the Gym: an Evaluation of Temptation Bundling

The Wharton School Research Paper No. 45
Number of pages: 32 Posted: 02 Dec 2012 Last Revised: 31 Aug 2013
Katherine L. Milkman, Julia A. Minson and Kevin Volpp
University of Pennsylvania - The Wharton School, University of Pennsylvania - The Wharton School and University of Pennsylvania
Downloads 204 (145,675)
Citation 1

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15.

Mental Accounting and Small Windfalls: Evidence from an Online Grocer

Harvard NOM Working Paper No. 08-024
Number of pages: 33 Posted: 01 Oct 2007 Last Revised: 08 May 2012
Katherine L. Milkman and John Beshears
University of Pennsylvania - The Wharton School and Harvard Business School
Downloads 202 (147,011)
Citation 4

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16.

Unsure What the Future Will Bring? You May Overindulge: Uncertainty Increases the Appeal of Wants over Shoulds

Number of pages: 58 Posted: 22 Apr 2009 Last Revised: 08 May 2012
Katherine L. Milkman
University of Pennsylvania - The Wharton School
Downloads 167 (174,614)
Citation 1

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Want/Should Conflict, Self-Control, Uncertainty, Ego Depletion, Disjunction Effect

17.

I'll Have the Ice Cream Soon and the Vegetables Later: A Study of Online Grocery Purchases and Order Lead Time

Harvard NOM Working Paper No. 07-078
Number of pages: 22 Posted: 29 Apr 2007 Last Revised: 28 Oct 2009
Katherine L. Milkman, Todd Rogers and Max H. Bazerman
University of Pennsylvania - The Wharton School, Harvard University - Harvard Kennedy School (HKS) and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 161 (180,071)
Citation 4

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lead time, intertemporal choice, want/should, e-commerce, intrapersonal conflict

18.

Policy Bundling to Overcome Loss Aversion: A Method for Improving Legislative Outcomes

Harvard Business School NOM Unit Working Paper No. 09-147
Number of pages: 20 Posted: 24 Jun 2009 Last Revised: 14 Apr 2013
University of Pennsylvania - The Wharton School, Harvard Business School, Harvard Business School, Harvard Business School, Negotiation, Organizations and Markets Unit and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 155 (185,922)
Citation 3

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19.

Do Sell-Side Stock Analysts Exhibit Escalation of Commitment?

Number of pages: 53 Posted: 20 Jun 2008 Last Revised: 08 May 2012
John Beshears and Katherine L. Milkman
Harvard Business School and University of Pennsylvania - The Wharton School
Downloads 144 (197,620)
Citation 1

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Stock Analysts, Forecasting, Escalation

20.

Highbrow Films Gather Dust: Time-Inconsistent Preferences and Online DVD Rentals

Harvard NOM Working Paper No. 07-099
Number of pages: 36 Posted: 13 Jun 2007 Last Revised: 08 May 2012
Katherine L. Milkman, Todd Rogers and Max H. Bazerman
University of Pennsylvania - The Wharton School, Harvard University - Harvard Kennedy School (HKS) and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 125 (221,044)
Citation 6

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want/should, intrapersonal conflict, time-inconsistent preferences, present bias, learning

21.

Will I Stay or Will I Go? Cooperative and Competitive Effects of Workgroup Sex and Race Composition on Turnover

Harvard Business School NOM Unit Working Paper No. 10-066
Number of pages: 48 Posted: 12 Feb 2010
Kathleen McGinn and Katherine L. Milkman
Harvard Business School - Negotiation, Organizations & Markets Unit and University of Pennsylvania - The Wharton School
Downloads 111 (241,204)

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22.

Modeling Expert Opinions on Food Healthiness: A Nutrition Metric

Harvard Business School NOM Working Paper No. 08-082
Number of pages: 27 Posted: 06 Mar 2008 Last Revised: 20 Jan 2014
Harvard Business School, Harvard Business School, University of Pennsylvania - The Wharton School, Harvard Business School - Negotiations, Organizations and Markets Unit and Dartmouth College - Dartmouth Medical School
Downloads 104 (252,554)

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The Effect of Providing Peer Information on Retirement Savings Decisions

Journal of Finance, Forthcoming
Number of pages: 54 Posted: 30 Aug 2014
Harvard Business School, Yale School of Management, Harvard University - Department of Economics, Brigham Young University Marriott School of Business and University of Pennsylvania - The Wharton School
Downloads 59 (356,644)
Citation 7

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The Effect of Providing Peer Information on Retirement Savings Decisions

NBER Working Paper No. w17345
Number of pages: 56 Posted: 29 Aug 2011
Harvard Business School, Yale School of Management, Harvard University - Department of Economics, Brigham Young University Marriott School of Business and University of Pennsylvania - The Wharton School
Downloads 28 (479,180)
Citation 7

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24.

Walking the Talk in Multiparty Bargaining: An Experimental Investigation

Harvard Business School NOM Unit Working Paper No. 10-039
Number of pages: 28 Posted: 13 Nov 2009
Kathleen McGinn, Katherine L. Milkman and Markus Noeth
Harvard Business School - Negotiation, Organizations & Markets Unit, University of Pennsylvania - The Wharton School and University of Hamburg
Downloads 77 (305,237)

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communication, fairness, bargaining

Following Through on Good Intentions: The Power of Planning Prompts

HKS Working Paper No. 12-024
Number of pages: 24 Posted: 30 Mar 2012 Last Revised: 19 Jun 2012
University of Pennsylvania - The Wharton School, Harvard Business School, Yale School of Management, Harvard University - Department of Economics and Brigham Young University Marriott School of Business
Downloads 54 (372,751)

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behavioral economics, implementation intentions, health, colonoscopy, planning

Following Through on Good Intentions: The Power of Planning Prompts

NBER Working Paper No. w17995
Number of pages: 23 Posted: 14 Apr 2012
University of Pennsylvania - The Wharton School, Harvard Business School, Yale School of Management, Harvard University - Department of Economics and Brigham Young University Marriott School of Business
Downloads 7 (611,335)

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26.

Testing a Purportedly More Learnable Auction Mechanism

Harvard Business School NOM Working Paper No. 08-064
Number of pages: 37 Posted: 06 Feb 2008
University of Pennsylvania - The Wharton School, Lax Sebenius LLC, affiliation not provided to SSRN, Harvard University - Division of Engineering and Applied Sciences and Oregon State University
Downloads 35 (434,933)

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auctions, mechanism design, learning, experimental economics

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, Humana Inc., Humana Inc., Humana Inc. and University of Pennsylvania - The Wharton School
Downloads 25 (482,012)

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

28.

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
Bradley R. Staats, Hengchen Dai, David A. Hofmann and Katherine L. Milkman
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 22 (498,520)

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Process Compliance, Hand Washing, Electronic Monitoring, Empirical Operations

29.

Using Implementation Intentions Prompts to Enhance Influenza Vaccination Rates

NBER Working Paper No. w17183
Number of pages: 27 Posted: 05 Jul 2011
University of Pennsylvania - The Wharton School, Harvard Business School, Yale School of Management, Harvard University - Department of Economics and Brigham Young University Marriott School of Business
Downloads 21 (504,123)
Citation 3

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30.

Diversity Thresholds: How Social Norms, Visibility, and Scrutiny Relate to Group Composition

Number of pages: 64 Posted: 03 Apr 2019
Edward Chang, Katherine L. Milkman, Dolly Chugh and Modupe Akinola
University of Pennsylvania, The Wharton School, Operations & Information Management Department, Students, University of Pennsylvania - The Wharton School, New York University (NYU) - Leonard N. Stern School of Business and Columbia University - Columbia Business School
Downloads 14 (544,064)

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diversity, gender, race, social norms, board of directors, thresholds

31.

Going It Alone: Competition Increases the Attractiveness of Minority Status

Number of pages: 36 Posted: 05 Mar 2019
Erika Kirgios, Edward Chang and Katherine L. Milkman
University of Pennsylvania - Operations & Information Management Department, University of Pennsylvania, The Wharton School, Operations & Information Management Department, Students and University of Pennsylvania - The Wharton School
Downloads 3 (612,011)

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diversity, gender, race, group selection, competition, homophily

32.

Identity in Charitable Giving

Management Science
Posted: 17 Dec 2016
Katherine L. Milkman and Judd Kessler
University of Pennsylvania - The Wharton School and Business Economics and Public Policy

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economics; behavior and behavioral decision making; microeconomic behavior; utility preference; applications

33.

A Statistical Analysis of Editorial Influence and Author-Character Similarities in 1990s New Yorker Fiction

Literary and Linguistic Computing, Vol. 22, No. 3, 2007
Posted: 24 Sep 2007
Katherine L. Milkman, Rene Carmona and William Gleason
University of Pennsylvania - The Wharton School, Princeton University - Bendheim Center for Finance and English Department

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fiction, content analysis, New Yorker