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Article: The preference for potential

TitleThe preference for potential
Authors
Issue Date2012
PublisherAmerican Psychological Association. The Journal's web site is located at http://www.apa.org/journals/psp.html
Citation
Journal Of Personality And Social Psychology, 2012, v. 103 n. 4, p. 567-583 How to Cite?
AbstractWhen people seek to impress others, they often do so by highlighting individual achievements. Despite the intuitive appeal of this strategy, we demonstrate that people often prefer potential rather than achievement when evaluating others. Indeed, compared with references to achievement (e.g., "this person has won an award for his work"), references to potential (e.g., "this person could win an award for his work") appear to stimulate greater interest and processing, which can translate into more favorable reactions. This tendency creates a phenomenon whereby the potential to be good at something can be preferred over actually being good at that very same thing. We document this preference for potential in laboratory and field experiments, using targets ranging from athletes to comedians to graduate school applicants and measures ranging from salary allocations to online ad clicks to admission decisions. © 2012 American Psychological Association.
Persistent Identifierhttp://hdl.handle.net/10722/188476
ISSN
2015 Impact Factor: 4.736
2015 SCImago Journal Rankings: 5.040
ISI Accession Number ID
References

 

DC FieldValueLanguage
dc.contributor.authorTormala, ZLen_US
dc.contributor.authorJia, JSen_US
dc.contributor.authorNorton, MIen_US
dc.date.accessioned2013-09-03T04:08:16Z-
dc.date.available2013-09-03T04:08:16Z-
dc.date.issued2012en_US
dc.identifier.citationJournal Of Personality And Social Psychology, 2012, v. 103 n. 4, p. 567-583en_US
dc.identifier.issn0022-3514en_US
dc.identifier.urihttp://hdl.handle.net/10722/188476-
dc.description.abstractWhen people seek to impress others, they often do so by highlighting individual achievements. Despite the intuitive appeal of this strategy, we demonstrate that people often prefer potential rather than achievement when evaluating others. Indeed, compared with references to achievement (e.g., "this person has won an award for his work"), references to potential (e.g., "this person could win an award for his work") appear to stimulate greater interest and processing, which can translate into more favorable reactions. This tendency creates a phenomenon whereby the potential to be good at something can be preferred over actually being good at that very same thing. We document this preference for potential in laboratory and field experiments, using targets ranging from athletes to comedians to graduate school applicants and measures ranging from salary allocations to online ad clicks to admission decisions. © 2012 American Psychological Association.en_US
dc.languageengen_US
dc.publisherAmerican Psychological Association. The Journal's web site is located at http://www.apa.org/journals/psp.htmlen_US
dc.relation.ispartofJournal of Personality and Social Psychologyen_US
dc.subject.meshAchievementen_US
dc.subject.meshAdulten_US
dc.subject.meshAttitudeen_US
dc.subject.meshHumansen_US
dc.subject.meshInterneten_US
dc.subject.meshInterpersonal Relationsen_US
dc.subject.meshPsychological Testsen_US
dc.subject.meshSocial Perceptionen_US
dc.subject.meshUncertaintyen_US
dc.subject.meshYoung Adulten_US
dc.titleThe preference for potentialen_US
dc.typeArticleen_US
dc.identifier.emailJia, JS: jjia@hku.hken_US
dc.identifier.authorityJia, JS=rp01801en_US
dc.description.naturelink_to_subscribed_fulltexten_US
dc.identifier.doi10.1037/a0029227en_US
dc.identifier.pmid22775472-
dc.identifier.scopuseid_2-s2.0-84874488785en_US
dc.relation.referenceshttp://www.scopus.com/mlt/select.url?eid=2-s2.0-84874488785&selection=ref&src=s&origin=recordpageen_US
dc.identifier.volume103en_US
dc.identifier.issue4en_US
dc.identifier.spage567en_US
dc.identifier.epage583en_US
dc.identifier.isiWOS:000309092200001-
dc.publisher.placeUnited Statesen_US
dc.identifier.scopusauthoridTormala, ZL=6603536991en_US
dc.identifier.scopusauthoridJia, JS=55611330600en_US
dc.identifier.scopusauthoridNorton, MI=35410157200en_US

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