Milkshakes & Mindsets: The Power of Expectations

Mindset Over Milkshakes

In 2011, Stanford professor and psychologist Alia Crum conducted a groundbreaking study that proves what we all secretly hoped: Our mindset can trick our bodies into believing we’ve had more (or less) ice cream than we actually did.

Participants were given a milkshake on two separate occasions, but with a twist: One time, they were told it was an indulgent, high-calorie shake labeled "Indulgence" (620 calories), and the other time, they were told it was a sensible, low-calorie shake labeled "Sensishake" (140 calories). Unbeknownst to them, both milkshakes were actually identical, each containing 380 calories.

What happened next was remarkable. Researchers measured participants’ levels of ghrelin, a hormone that regulates hunger. When participants believed they were consuming the high-calorie shake, their ghrelin levels dropped significantly, signaling satiety. When they believed they were drinking the low-calorie shake, their ghrelin levels remained relatively unchanged, as if they had barely eaten. The study revealed that their physiological response was shaped not just by what they consumed, but by what they believed they consumed.

Crum’s study illuminated the significance of our beliefs and expectations in determining our physiology and our reality. In essence, our expectations are capable of being a powerful performance-enhancer.

The key is using our expectations as a tool, not a trap. When we use them to raise our standards, it can help us fuel greater levels of performance. When we set the bar low, it’s a recipe for complacency and our performance declines accordingly.

Expectations Shape Our Reality

In sports, similar to life, our expectations often define and create our outcomes. Low expectations can result in feeling stuck and settling for results below what we’re capable of. High expectations can invite us to take bolder actions and commit to goals that others would deem as unreasonable. The research is overwhelming: People who believe they’re capable of doing something are far more likely to do it.

One famous example comes from Tiger Woods, who at the age of fifteen, shared “My expectations are usually higher than everybody else's” (see video below).

Our brains are “prediction machines” that steer us through life and our beliefs are not just an effect of our experiences, but also a cause. When we expect to see something, we subconsciously look for evidence of it, reinforcing the illusion that it’s appearing more often. Ever notice how when you’re thinking about getting a new pair of shoes, you suddenly see that exact style everywhere? It’s not that the universe suddenly stocked up on your new favorite footwear, but rather your mind is more primed to notice them.

In essence, our attention follows our expectations. Attention is a valuable commodity for high performers, but people forget that the quality of your expectations can either enhance or cripple your focus. When you’re in the middle of pursuing your goals and working, setting high expectations serves as fuel to keep striving and fulfill one’s potential. But once the work is complete, the challenge becomes can you release yourself from initial expectations and not allow the results to dictate your happiness.

“Expectations can be helpful as a motivator and unhelpful as a measuring stick.” – James Clear

The Pygmalion Effect

One of the most powerful ways a coach can influence an athlete’s performance is through their own expectations. This concept is known as the Pygmalion Effect. Research shows that when coaches have high expectations for an athlete, they often unknowingly communicate these beliefs through subtle cues like body language, feedback, and opportunities given. In turn, athletes tend to rise (or fall) to meet these expectations, reinforcing the coach’s original belief.

If a coach believes a player is mentally tough and capable of handling adversity, they are more likely to challenge that player, provide constructive feedback, and express confidence in their ability to improve. Conversely, if a coach doubts an athlete’s potential, they may unintentionally provide less attention, encouragement, or opportunities, leading the athlete to underperform and confirm the coach’s initial belief.

Below is a great example and story featuring Hall of Fame men’s basketball coach, Mike Krzyzewski, with former Duke captain and All-American, Shane Battier.

To harness the Pygmalion Effect in a positive way, coaches should audit their own expectations with this reflection question:

“How do my words, actions, and decisions communicate my belief in this athlete’s potential?”

Final Thoughts

Expectations are like the settings on a thermostat, whereby performance can be regulated in either direction. Set expectations too low and you’ll get a lukewarm response. Set expectations high and people are more inclined to rise to the occasion.

Great leaders instill belief in their people even when those they lead might not believe it in themselves.

Inspiration for This Piece:

• Crum, A. J., Corbin, W. R., Brownell, K. D., & Salovey, P. (2011). Mind over milkshakes: Mindsets, not just nutrients, determine ghrelin response. Health Psychology, 30(4), 424.

• Robson, D. (2022). The expectation effect: How your mindset can change your world. First US edition. Henry Holt and Company.