Underestimating the Importance of Expressing Intrinsic Motivation in Job Interviews

When advertising themselves, or their company, intrinsic motivation is more persuasive than people expect. Although people mispredict how much others value expressions of intrinsic motivation, they accurately predict others’ valuation of extrinsic motivation. Consequentially, people sell themselves short; they select suboptimal job pitches that fail to express their intrinsic motivation.


Kaitlin Woolley and Ayelet Fishbach (2017) ,"Underestimating the Importance of Expressing Intrinsic Motivation in Job Interviews", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 356-361.


Kaitlin Woolley , University of Chicago, USA
Ayelet Fishbach, University of Chicago, USA


NA - Advances in Consumer Research Volume 45 | 2017

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