Reminds me of what I called “emotional ramping” when I worked at conference booths. Most people in a booth are either a zombie (exhausted and uninterested) or a clown (putting on a show of excitement). The trick is to start your interactions with people somewhere above zombie and end somewhere below clown. If you start at a 10, you have nowhere to go.
Expectations for him starts at a 3, and might rise to 8. Someone well dressed, might start at a 6 and rise to 8.
The difference is, well, what makes the difference.