In a series of experiments set in different contexts, we found that high potential can be more appealing than equally high achievement. Our studies uncovered this in situations ranging from basketball player evaluations to hiring decisions, to salary offers, to grad school admissions recommendations. We also saw it in perceptions of artistic talent and in people’s intentions to try a restaurant. In general, potential seems to engender greater interest than achievement.
This is very counter-intuitive on a rational level.
Self-Destructive Behavior of Entrepreneurs
Not all products are treated equal
Feature vs mission
A simple realization with profound insight
What Drives You
The Art of Persuasion