What they found was that people who were very loss-averse (very afraid of forfeiting their money) did better when they were threatened with losing greater amounts. They choked, however, when offered a $100 award.
Meanwhile, those who weren't loss-averse (they didn't fear losing what they had) were mostly motivated by gaining more money. When threatened with losing $100, they fumbled.
In other words, human performance responds best to what matters most.
Thursday, 6 November 2014
Human performance may respond best to what matters most
In Don't Choke:What we value affects how we perform under pressure Olga Khazan writes about research which suggests that we have it wrong on why people choke.