Katherine L. Milkman

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DOI: 10.1509/jmr.10.0353 *Jonah Berger is Joseph G. Campbell Assistant Professor of Marketing (e-mail: jberger@wharton.upenn.edu), and Katherine L. Milkman is Assistant Professor of Operations and Information Management (e-mail: kmilkman@ wharton.upenn.edu), the Wharton School, University of Pennsylvania. Michael Buckley, Jason Chen, Michael Durkheimer,(More)
Why are certain pieces of online content more viral than others? This article takes a psychological approach to understanding diffusion. Using a unique dataset of all the New York Times articles published over a three month period, the authors examine how emotion shapes virality. More positive content is more viral than negative content, but the(More)
Little is known about how discrimination manifests before individuals formally apply to organizations or how it varies within and between organizations. We address this knowledge gap through an audit study in academia of over 6,500 professors at top U.S. universities drawn from 89 disciplines and 259 institutions. In our experiment, professors were(More)
Although observers of human behavior have long been aware that people regularly struggle with internal conflict when deciding whether to behave responsibly or indulge in impulsivity, psychologists and economists did not begin to empirically investigate this type of want/should conflict until recently. In this article, we review and synthesize the latest(More)
The competitive survival of many organizations depends on delivering projects on time and on budget. These firms face decisions concerning how to scale the size of work teams. Larger teams can usually complete tasks more quickly, but the advantages associated with adding workers are often accompanied by various disadvantages (such as the increased burden of(More)
To deliver high-quality, reliable, and consistent services safely, organizations develop professional standards. Despite the communication and reinforcement of these standards, they are often not followed consistently. Although previous research suggests that high job demands are associated with declines in compliance over lengthy intervals, we(More)
We evaluate the results of a field experiment designed to measure the effect of prompts to form implementation intentions on realized behavioral outcomes. The outcome of interest is influenza vaccination receipt at free on-site clinics offered by a large firm to its employees. All employees eligible for study participation received reminder mailings that(More)
The optimal moment to address the question of how to improve human decision making has arrived. Thanks to 50 years of research by judgment and decision-making scholars, psychologists have developed a detailed picture of the ways in which human judgment is bounded. This article argues that the time has come to focus attention on the search for strategies(More)
We introduce and evaluate the effectiveness of temptation bundling-a method for simultaneously tackling two types of self-control problems by harnessing consumption complementarities. We describe a field experiment measuring the impact of bundling instantly gratifying but guilt-inducing "want" experiences (enjoying page-turner audiobooks) with valuable(More)