When: The Scientific Secrets of Perfect Timing

by Daniel H. Pink

they were conducting a taste test of some new varieties of Kisses that contained local ingredients. People sidled up to the table, and a research assistant, who didn’t know what O’Brien and Ellsworth were measuring, pulled a chocolate out of the bag and asked a participant to taste it and rate it on a 0-to-10 scale. Then the research assistant said, “Here is your next chocolate,” gave the participant another candy, and asked her to rate that one. Then the experimenter and her participant did the same thing again for three more chocolates, bringing the total number of candies to five. (The tasters never knew how many total chocolates they would be sampling.) The crux of the experiment came just before people tasted the fifth chocolate. To half the participants, the research assistant said, “Here is your next chocolate.” But to the other half of the group, she said, “Here is your last chocolate.” The people informed that the fifth chocolate was the last—that the supposed taste test was now ending—reported liking that chocolate much more than the people who knew it was simply next. In fact, people informed that a chocolate was last liked it significantly more than any other chocolate they’d sampled. They chose chocolate number five as their favorite chocolate 64 percent of the time (compared with the “next” group, which chose that chocolate as their favorite 22 percent of the time). “Participants who knew they were eating the final chocolate of a