Research

Referred Publications

In all sections, † denotes undergraduate or graduate student collaborator, and * denotes authors with equal authorship.

• Saccardo, S.*, Dai, H.*, Han, M.A., Vangala, S., Hoo. J., Fujimoto, J. (2024). Field Testing the Transferability of Behavioural Science Knowledge on Promoting Vaccinations. Nature Human Behavior. https://doi.org/10.1038/s41562-023-01813-4 

  • Data and Stimuli

• Reiff, J.†, Beshears, J., Dai, H., Milkman, K.L., & Benartzi, S. (2023) Save More Today or Tomorrow: The Role of Urgency in Pre-commitment Design. Journal of Marketing Research. 60(6), 1095-1113.

  • Data and Stimuli

• Zeng, Z.†, Dai, H., Zhang, D., Zhang, H., Zhang, R., Xu, Z. & Shen, M. (2023). The Impact of Social Nudges on User-generated Content for Social Network Platforms. Management Science. 69(9), 4973-5693

• Reiff, J.S.†*, Zhang, J.C.†*, Gallus, J., Dai, H., Pedley, N.M., Vangala, S., Leuchter, R.K., Goshgarian G., Fox, C.R., Han, M.A., & Croymans, D.M. When Peer Comparison Information Harms Physician Well-being. Proceedings of the National Academy of Sciences. 119 (29) e2121730119.

• Bai, B.†, Dai, H., Zhang, D., Zhang, F., & Hu, H. The Impacts of Algorithmic Work Assignment on Fairness Perceptions and Productivity: Evidence from Field Experiments. Forthcoming at Manufacturing & Service Operations Management. 

  • The Second Place of the 2021 CSAMSE Best Paper Award Competition

  • Finalist in the 2021 AOM Managerial and Organizational Cognition Division (MOC) Best Student-led Paper

  • The Third Place of the 2021 Wharton People Analytics White Paper Competition

  • One of the best accepted papers in the 2021 Academy of Management Annul Meeting program

  • Finalist in the 2020 POMS College of Behavior OM Junior Scholar Paper Competition

• Patel, M.S., Milkman, K.L., Gandhi, L., Graci, H.N., Gromet, D., Ho, H., Kay, J.S., Lee, T.W., Rothschild, J., Akinola, M., Beshears, J., Bogard, J.E., Buttenheim, A., Chabris, C., Chapman, G.B., Choi, J.J., Dai, H., Fox, C.R., Goren, A., Hilchey, M.D., Hmurovic, J., John, L.K., Karlan, D., Kim, M., Laibson, D., Lamberton, C., Madrian, B.C., Meyer, M.N., Modanu, M., Nam, J., Rogers, T., Rondina, R., Saccardo, S., Shermohammed, M., Soman, D., Sparks, J., Warren, C., Weber, M., Berman, R., Evans, C.N., Lee, S.H., Snider, C.K., Tsukayama, E., Van den Bulte, C., Volpp, K.G., Duckworth, A.L. (2022). A Randomized Trial of Behavioral Nudges Delivered Through Text Messages to Increase Influenza Vaccination Among Patients With an Upcoming Primary Care Visit. American Journal of Health Promotion. 1-9.

• Dai, H.*, Saccardo, H.*, Han, M.A., Roh L., Raja, N., Vangala, S., Modi, H., Pandya, S., Sloyan, M., Croymans, D.M. (2021). Behavioral Nudges Increase COVID-19 Vaccinations. Nature. 597, 404-409.

  • Data and Stimuli

  • Top 10 Clinical Research Publications of 2021 selected by the Clinical Research Forum

• 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. 

  • Data and Stimuli

• Milkman, K.L., Gromet, D., Ho, H., Kay, J., Lee, T., Pandiloski, P., Park, Y., Rai, A., Bazerman, M., Beshears, J., Bonacorsi L., Camerer, C., Chang, E., Chapman, G., Cialdini, R., Dai, H., Eskreis-Winkler, L., Fishbach, A., Gross, J.J., Horn, A., Hubbard, A., Jones, S.J., Karlan, D., Kautz, T., Kirgios, E., Klusowski, J., Kristal, A., Ladhania,  R., Loewenstein, G., Ludwig, J., Mellers, B., Mullainathan, S., Saccardo, S., Spiess, J., Suri, G., Talloen, J.H., Taxer, J., Trope, Y., Ungar, L., Volpp, K.G., Whillans, A., Zinman, J., Duckworth, A.L. (2021). Megastudies Improve the Impact of Applied Behavioral Science. Nature, 600, 478-483.

• Milkman, K.L., Patel, M.S., Gandhi, L., Graci, H.N., Gromet, D., Ho, H., Kay, J.S., Lee, T.W., Akinola, M., Beshears, J., Bogard, J.E., Buttenheim, A., Chabris, C., Chapman, G.B., Choi, J.J., Dai, H., Fox, C.R., Goren, A., Hilchey, M.D., Hmurovic, J., John, L.K., Karlan, D., Kim, M., Laibson, D., Lamberton, C., Madrian, B.C., Meyer, M.N., Modanu, M., Nam, J., Rogers, T., Rondina, R., Saccardo, S., Shermohammed, M., Soman, D., Sparks, J., Warren, C., Weber, M., Berman, R., Evans, C.N., Snider, C.K., Tsukayama, E., Van den Bulte, C., Volpp, K.G., Duckworth, A.L.  (2021). A Megastudy of Text-Based Nudges Encouraging Patients to Get Vaccinated at an Upcoming Doctor’s Appointment. Proceedings of the National Academy of Sciences. 118(20),  e2101165118.        

• Koo, M.*, Dai, H.*, Mai, K.M.*, & Song, C.E.†* (2020). Anticipated Temporal Landmarks Undermine Motivation for Continued Goal Pursuit. Organizational Behavior and Human Decision Processes. 161, 142-157.

  • Finalist in the 2019 Academy of Management Managerial and Organizational Cognition (MOC) Division Best Paper Competition

  • Data and Stimuli

• 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. 

  • Data

• Zhang, D.*, Dai, H.*, & Dong, L. (2020). The Long-term and Spillover Effects of Price Promotions on Retailing Platforms: Evidence from a Large Randomized Experiment on Alibaba. Management Science, 66(6), 2589-2609.       

  • Finalist in 2018 POMS Applied Research Competition

  • Finalist in 2018 POM-CBOM Junior Scholar competition

  • An extended abstract was published in Production and Operations Management as part of the 2018 POMS Applied Research Challenge Competition

• Zhang, D.*, Dai, H.*, & Dong, L. (2019). The Value of Pop-Up Stores in Driving Online Engagement in Platform Retailing: Evidence from a Large-Scale Field Experiment with Alibaba. Management Science, 65(11), 5142-5151. 

• Dai, H.* & Zhang, D.* (2019). Prosocial Goal Pursuit in Crowdfunding: Evidence from Kickstarter.com. Journal of Marketing Research, 56(3). 498-517. 

  • Supplemental Material

• Dai, H. & Li, C.† (2019). How Experiencing and Anticipating Temporal Landmarks Influence Motivation. Current Opinion in Psychology, 16, 44-48.

• Dai, H., Dietvorst, B., Tuckfield, B., Milkman, K.L., & Schweitzer, M.E. (2018). Quitting When the Going Gets Tough: The Downside of High Performance Expectations. Academy of Management Journal, 61(5), 1667-1691.

  • The Robert B. Cialdini Prize from SPSP 

  • Supplemental Material

• Dai, H. (2018). A Double-Edged Sword: How and Why Resetting Performance Metrics Affects Motivation. Organizational Behavior and Human Decision Processes, 148, 12-29.

  • BX Award for Outstanding Research by a Doctoral Student

  • Finalist in the Research Competition at the Wharton People Analytics Conference

  • Data and Stimuli; Supplemental Material

• 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.

• Staats, B.R., Dai, H., Hofmann, D.A., & Milkman, K.L. (2017). Process Compliance and Electronic Monitoring: Empirical Evidence From Hand Hygiene in Healthcare. Management Science, 63(5), 1563-1585.

  • Supplemental Material

• Dai, H., Mao, D.†, Riis, J., Volpp, K., Relish, M.J., Lawnicki, V.F., & Milkman, K.L. (2017). Effectiveness of Medication Adherence Reminders Tied to "Fresh Start" Dates: A Randomized Clinical Trial. JAMA-Cardiology, 2(4), 453-455.

• 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.

  • Data and Stimuli

• 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.

  • Supplemental Material

• Brooks, A.W., Dai, H., & Schweitzer, M.E. (2014). I'm Sorry About the Rain! Superfluous Apologies Demonstrate Empathic Concern and Increase Trust. Social Psychological and Personality Science, 5(4), 467-474.

  • Supplemental Material

• Dai, H., Milkman, K.L., & Riis, J. (2014). The Fresh Start Effect: Temporal Landmarks Motivate Aspirational Behavior. Management Science, 60(10), 2563-2582.

  • Supplemental Material

Selective Papers Under Revision or Review

• Brody, I.†, Dai, H., Gallus, J., Koutmeridou, K. From Warm Glow to Cold Chill: The Effect of Choice Framing on Donations

  • One of the best accepted papers in the 2024 Academy of Management Annul Meeting program

• Zeng, Z.†, Clyde, N.†, Dai, H., Zhang, D., Xu, Z., & Shen, M. The Value of Customer-Related Information on Service Platforms: Evidence From a Large Field Experiment. 

• Reiff, J.S.†, Dai, H., Gallus, J., McClough, A., Eitniear, S., Slick, M., & Blank, C. When Impact Appeals Backfire: Evidence from a Multinational Field Experiment and the Lab. 

• Dai, H.*, Long, X.*, & Zhang, D*. Is Transparency Enough? The Effect of Historical Pay Information on Negotiation.  

  • Honorable mention for the 2021 Behavioral Operations Management Best Working Paper Award

• Dai, H., Brody, I.†, Zhang, D., & Li, X. The Spillover Effects of Customer No-shows: An Attributional Model.

  • Finalist in the 2019 INFORMS Service Science Best Paper Competition 

• Long, X.*, Sun, J.*, Dai, H., & Zhang, D. The Choice Overload Effect in Online Retailing Platforms. 

•  Saccardo, H.*,  Dai, H.*, Han, M.A., Raja, N., Vangala, S., Croymans, D.M. Assessing Nudge Scalability: Two Lessons from Large-scale RCTs. 

Other Publications

• Brody, I.†, Saccardo, S., & Dai, H. (2024). One Size Does Not Fit All: Behavioral Interventions to Promote Vaccination. Costa-Font, J. & Galizzi, M. (Eds.), Behavioural Economics and Policy for Pandemics: Insights from Responses to COVID-19 (pp. 148-190). Cambridge University Press.

• Wu, S.J., & Dai, H. (2023). Field Experiments. In X. Chen & W. Shen (Eds.) Empirical Methods in Organization and Management Research. Peking University Press.

• Riis, J., Dai, H., & Milkman, K.L. (2022). The Fresh Start Effect: Motivational Boosts Beyond New Year’s Resolutions. In N. Mazar and D. Soman (eds.) Behavioral Science in the Wild.

• Lee, J.† & Dai, H. (2017). The Motivating Effects of Temporal Landmarks: Evidence from the Field and Lab. Missouri Law Review, 82(3), article 8.

• Dai, H. (2017). Understanding the Role of Experience in Shaping the Intention-Behavior Relationship: A Commentary on Sheeran et al. (2017). Journal of the Association for Consumer Research, 2(3), 319 – 321.

  • An invited commentary on Sheeran et al. (2017) in the special issue on the Habit-Driven Consumer

• Bitterly, T.B., Mislavsky, R., Dai, H., & Milkman, K.L. (2015). Dueling with Desire: A Synthesis of Past Research on Want/Should Conflict. In W. Hofmann and L. Nordgren (eds.) The Psychology of Desire.

• Dai, H., Milkman, K.L., Beshears, J., Choi, J.J., Laibson, D., & Madrian, B.C. (2012). Planning Prompts as a Means of Increasing Rates of Immunization and Preventative Screening. Public Policy & Aging Report, 22(4), 16-19.

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