Katherine L. Milkman

University of Pennsylvania - The Wharton School

Assistant Professor

Philadelphia, PA 19104

United States

SCHOLARLY PAPERS

31

DOWNLOADS
Rank 577

SSRN RANKINGS

Top 577

in Total Papers Downloads

30,068

CITATIONS
Rank 8,921

SSRN RANKINGS

Top 8,921

in Total Papers Citations

50

Scholarly Papers (31)

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 11,473 (159)

Abstract:

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 5,628 (429)
Citation 13

Abstract:

Social Transmission, Word-of-Mouth, Social Epidemics

3.

The Fresh Start Effect: Temporal Landmarks Motivate Aspirational Behavior

The Wharton School Research Paper No. 51
Number of pages: 36 Posted: 21 Jan 2013 Last Revised: 07 May 2017
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 1,508 (9,193)

Abstract:

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 644 (13,219)

Abstract:

judgment, decision making, bias, debiasing, nudges

5.

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 412 (55,550)
Citation 8

Abstract:

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 Pennsylvania - The Wharton School, University of Pennsylvania - The Wharton School, University of California, Los Angeles (UCLA) - Anderson School of Management and University of Pennsylvania - The Wharton School
Downloads 250 (56,029)

Abstract:

Want/Should Conflict, Self-Regulation, Public Policy

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, UNC Kenan-Flagler Research Paper No. 2320114
Number of pages: 52 Posted: 08 Sep 2013 Last Revised: 07 May 2017
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 242 (106,394)

Abstract:

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

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: 08 May 2017
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 213 (105,051)

Abstract:

9.

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 174 (131,368)
Citation 4

Abstract:

10.

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 163 (136,612)
Citation 1

Abstract:

11.

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 156 (152,056)
Citation 1

Abstract:

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

12.

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 143 (165,969)
Citation 4

Abstract:

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

13.

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

Number of pages: 26 Posted: 06 Apr 2014 Last Revised: 16 Jan 2016
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 135 (113,995)

Abstract:

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

14.

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 130 (176,586)
Citation 1

Abstract:

Stock Analysts, Forecasting, Escalation

15.

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 126 (167,811)
Citation 3

Abstract:

16.

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 116 (197,025)
Citation 6

Abstract:

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

17.

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 99 (211,427)

Abstract:

18.

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 96 (221,594)

Abstract:

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, Harvard University - Harvard Kennedy School (HKS) and University of Pennsylvania - The Wharton School
Downloads 53 (329,471)
Citation 7

Abstract:

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, Harvard University - Harvard Kennedy School (HKS) and University of Pennsylvania - The Wharton School
Downloads 27 (427,901)
Citation 7

Abstract:

20.

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 67 (273,145)

Abstract:

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 Harvard University - Harvard Kennedy School (HKS)
Downloads 52 (332,492)

Abstract:

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 Harvard University - Harvard Kennedy School (HKS)
Downloads 6 (546,955)

Abstract:

22.

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 30 (386,803)

Abstract:

auctions, mechanism design, learning, experimental economics

23.

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 Harvard University - Harvard Kennedy School (HKS)
Downloads 10 (472,750)
Citation 2

Abstract:

24.

How Do Consumers Respond When Default Options Push the Envelope?

Number of pages: 45 Posted: 11 Oct 2017
John Beshears, Shlomo Benartzi, Richard T 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 0 (264,796)

Abstract:

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

25.

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

Number of pages: 9 Posted: 24 Aug 2017
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 0 (483,245)

Abstract:

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

26.

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 0 (398,741)

Abstract:

Performance Expectations, Persistence, Quitting, Impression Management, Embarrassment

27.

Getting the Rich and Powerful to Give

Number of pages: 28 Posted: 29 Jun 2017
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 0 (112,977)

Abstract:

charitable giving, agency, natural field experiment, wealth

28.

Should Governments Invest More in Nudging?

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 0 (86,377)

Abstract:

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

29.

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
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 0 (503,762)

Abstract:

Process Compliance, Hand Washing, Electronic Monitoring, Empirical Operations

30.

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

Abstract:

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

31.

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

Abstract:

fiction, content analysis, New Yorker