Everyone knows why they applied, but for the benefit of employers, we have created a society in which it is not acceptable to say "I'm only here for the money, I literally do not care about your company."
Imagine there are two applicants who are equal in every way, just that one genuinely likes the job and has the same goals as the company, and the other is just there for the money. It's not hard to see why anyone would prefer the first candidate. That's the one who is motivated and will go above and beyond if required.
As a secondary effect, applicants of course notice that they are more likely to be hired if they just pretend like they care. And if everyone pretends, the one person who says they are just there for the money is at a disadvantage to everyone else.
Okay, but even without the second-order effects of signaling games, selecting for enthusiasm is a risky strategy because earnest motivation is not the only or even the most important factor in their contribution. In many cases, a competent professional who gets you the best result might be someone who gives no fucks about the business inherently but does a good job because this strategy betters their reputation (or just their value full stop to their present employer) over time and thus their expected payscale, or just happens to be good at the thing and just wants a stable paycheck.
There two major reasons this matters:
1. In many cases no amount of enthusiasm for your business is more valuable than the hard skills you need. If it were, why can't you, the founder, with enough enthusiasm to start the business in the first place, simply do everything?
2. Genuine enthusiasm is *volatile*. If someone who isn't making business decisions cares deeply about the business' stated goals, they may well take a minor pivot or a strategic choice they disagree with as a slight or even a betrayal, and that enthusiasm quickly disappears or goes negative. In contrast, your indifferent professional has transparent and predictable motivations and you can stay aligned merely by continuing to pay them enough.
Personally, I think people select for enthusiasm about the business for the same reason they might select friends who tell them how cool or attractive or smart they are, and it's a not an amazing strategy for similar reasons.
> As a secondary effect, applicants of course notice that they are more likely to be hired if they just pretend like they care. And if everyone pretends, the one person who says they are just there for the money is at a disadvantage to everyone else.
I've seen people motivate this by saying that not faking it shows you lack social skills. In the end the customer is never wrong, and when you are selling your time the customer is your manager so keep that smile up! (I hate this culture, but I adapted just like everyone else)
> genuinely likes the job and has the same goals as the company
It's impossible, unless he holds a large portion of the shares of the company. One of the goals of the company is to replace the guy with someone cheaper or find a way to no need him at all.
I could agree if you're referring to low skill or some entry level jobs. For later professional jobs, this may be true for some, but a lot of people really do have professional career interests, and all things being equal, it's normal for an employer to prefer people who want to be there for more than a paycheck.
I've had a few glimpses of what it's like to hate your job and just be there because you need or want the money, and personally, I'm motivated by never wanting to be in that position.
As a secondary effect, applicants of course notice that they are more likely to be hired if they just pretend like they care. And if everyone pretends, the one person who says they are just there for the money is at a disadvantage to everyone else.