Social exchange theory

Assumption: individuals are motivated by self-interest

Assumption: individuals are motivated by self-interest

we seek those things and relationships that are beneficial to ourselves; we seek awards and avoid punishments or costs

Assumption: individuals are constrained by their choices

it is within that range of possible choices that we strive to understand one’s motivations; theory is more about choice than exchange; ex. social structure leads us to conclude that family life is rewarding to most individuals, because this is a choice most people make

Assumption: humans are rational beings

we have the analytical ability to calculate the ratio of rewards to costs; based on the info we possess, we consider the alternatives before acting and choose the outcome that is the most profitable choice or carries least cost

Assumption: social relationships are characterized by interdependence and reciprocity

to profit in an exchange, we must provide the other person with rewards as well; all parties must expect some rewards to continue the relationship/interaction; we expect others to meet our needs if we attempt to meet theirs

Principles

1. behavior explained as costs, rewards, and exchanges

2. individuals seek to maximize rewards and minimize costs to achieve greatest profit

3. involves explains interpersonal relationships and the role of interdependence

4. social exchange is also evident in group interactions

Terms and Concepts: rewards

anything perceived beneficial--physical, social, and psychological; any satisfaction, gratification, status, or relationship that one enjoys

Terms and Concepts: costs

what you have to give that seems negative; any status, relationship, or feeling that the individual does not like and would avoid is a cost

three categories: investment costs (time and energy), opportunity costs (rewards that must be given up), and direct costs (resources)

Terms and Concepts: profit

ratio of rewards to costs--rewards minus costs; generally most rewarding outcomes have some costs attached to them, which must be weighed and considered

Terms and Concepts: comparison level

evaluation of profitability of relationship compared to what we feel we deserve--What should be the fair outcome in a relationship?; we compare the rewards and costs we are experiencing in a relationship and judge our feelings about them based on our ideas of what is fair for us

Terms and Concepts: comparison level for alternatives

compare outcome in a particular relationship with alternative relationships; ex. comparing if a new woman is worth going through divorce/expenses and decides it’s not worth it

determines a relationship’s stability

Terms and Concepts: Dependence

extent to which a person needs or is reliant on somebody for a desired relationship outcome; dependence grows when a partner experiences a high level of satisfaction in his or her relationship and when potential alternative relationships are undesirable

Terms and Concepts: Commitment

• long-term orientation toward a relationship--feelings of commitment arise with growing dependence

• enhanced by three variables: high level of satisfaction, alternatives are unavailable/unattractive, and stronger with investments

• 3 Dimensions: personal commitment (desire to stay married), moral commitment (feelings on obligation of marriage), and structural commitment (constraints that encourage one to remain in the relationship (quality, alternatives, costs, and investments))

• process in commitment: dedication (want to) and constraint (have to)

Terms and Concepts: Norm of Reciprocity

expectation that people help those who have helped them--social expectation/rule

Terms and Concepts: fairness and equity

relationship must be generally equal; if one person is receiving most of the rewards and the other pays costs, the second will be angry and try to end exchange

equity theory: equity exists when both individuals are equally dependent on the relationship

Reading: Social exchange theories: Calculating the rewards and costs of personal relationships

• utilize economic (cost and benefit) and behavioral psychology (rewards and punishment)

• concepts of self-interest and interdependence (outcomes influenced by other’s efforts)

• communication in social exchange theory:

  1. used to negotiate

  2. communicate can be the reward or cost

  3. can have symbolic component

• equity theory and fairness → distribute justice