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Underestimating the importance of expressing intrinsic motivation in job interviews

Author

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  • Woolley, Kaitlin
  • Fishbach, Ayelet

Abstract

Across five studies (N = 1428), we documented an important prediction problem in recruitment: Job candidates mispredicted how much recruiters valued expressions of intrinsic motivation (e.g., learning that a candidate desired meaningful work). In contrast, candidates more accurately predicted how much recruiters valued expressions of extrinsic motivation (e.g., learning that a candidate desired opportunities for career advancement). Social distance produced this discrepancy: People failed to realize others cared about intrinsic motivation as much as they did; therefore, they underestimated how much expressing that they valued intrinsic motivation mattered to others. Indeed, recruiters giving recruitment pitches also mispredicted how much admitted candidates valued learning that a company emphasized intrinsic motivation. As a consequence of the misprediction, candidates chose suboptimal pitches that failed to express their intrinsic motivation during job interviews, unless explicitly encouraged to take the recruiters’ perspective.

Suggested Citation

  • Woolley, Kaitlin & Fishbach, Ayelet, 2018. "Underestimating the importance of expressing intrinsic motivation in job interviews," Organizational Behavior and Human Decision Processes, Elsevier, vol. 148(C), pages 1-11.
    • Handle: RePEc:eee:jobhdp:v:148:y:2018:i:c:p:1-11
    DOI: 10.1016/j.obhdp.2018.06.004
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    References listed on IDEAS

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    Cited by:

    1. Nault, Kelly A. & Sezer, Ovul & Klein, Nadav, 2023. "It’s the journey, not just the destination: Conveying interpersonal warmth in written introductions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 177(C).
    2. Lu, Dizhen & Meng, Liang, 2025. "Walk in my shoes: Does perspective-taking enable better work design?," Journal of Business Research, Elsevier, vol. 199(C).
    3. Yan, Liuxin & Emil Chai, Valentino & Chi Yam, Kai, 2024. "Demeaning extrinsic motivation leads to increased perceptions of hypocrisy," Organizational Behavior and Human Decision Processes, Elsevier, vol. 180(C).
    4. Lopez, Jessica M. & Woolley, Kaitlin & McGill, Ann L., 2021. "A preference for preference: Lack of subjective preference evokes dehumanization," Organizational Behavior and Human Decision Processes, Elsevier, vol. 164(C), pages 52-67.
    5. Hu, Jihao & Huang, GuoQiong Ivanka & Wong, IpKin Anthony & Wan, Lisa C., 2024. "AI trust divide: How recruiter-candidate roles shape tourism personnel decision-making," Annals of Tourism Research, Elsevier, vol. 109(C).

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