SOCIAL EXCHANGE THEORY — PART 1 (II)

15. The Five Propositions of Human Behaviour

• Success Proposition

• Stimulus Proposition

• Value Proposition

• Deprivation-Satiation Proposition

• Aggression-Approval Proposition

Proposition 1 — Success Proposition

If an activity was rewarded in the past, the person is more likely to repeat that activity.

Simple version:

Rewarded behaviour → repeat it

People tend to repeat behaviours that previously produced rewards.

Example:

You answer a question in class.

The lecturer praises you.

You receive a reward:

Praise/approval

Next time, you are more likely to participate again.

Exam keywords:

• Previous reward

• Repeat behaviour

• Reward increases likelihood

Proposition 2 — Stimulus Proposition

If a situation is similar to one where a person was previously rewarded, they are likely to repeat the behaviour that worked before.

Simple version:

Similar situation + previous reward → repeat previous behaviour

Example:

Last semester, you studied with a particular friend and got a good grade.

This semester, you have another difficult subject.

You may decide:

"I'll study with that friend again."

Why?

Because the current situation resembles the previous successful situation.

Key idea:

Past experience influences future behaviour.

18. Proposition 3 — Value Proposition

Principle of Value of Outcome

Definition

The more valuable a reward is to a person, the more likely they are to perform the behaviour that produces that reward.

Simple version:

More valuable reward → stronger motivation to act

Example from the slides:

Watching football

Imagine someone really enjoys watching football.

If doing something allows them to watch a football match, they may be more willing to perform that activity because the outcome is highly valuable to them.

Important:

The value of a reward depends on how much the individual values it.

Something valuable to Person A may not be valuable to Person B.

19. Proposition 4 — Deprivation-Satiation Proposition

Principle of Diminishing Returns

Definition

If someone has gone a long time without receiving a desired reward, they become more willing to behave in ways that will help them obtain that reward.

At the same time, receiving a reward repeatedly can make each additional reward less valuable.

Simple idea:

Long time without reward → reward becomes more desirable

But:

Too much of the same reward → additional reward becomes less valuable

20. Proposition 5 — Aggression-Approval Proposition

Main idea:

If a person:

• expects a reward but does not receive it

• receives an unexpected punishment

→ they may respond with anger or aggression.

Example from the slides:

Student grades

Imagine a student expects a high grade because they worked very hard.

Instead, they receive a much lower grade.

They may feel:

"That's unfair."

This disappointment can lead to anger or negative behaviour.

Easy memory:

Expected reward missing → anger

21. The Group System

There are four main elements:

1. Activity

2. Interaction

3. Sentiment

4. Norms

1. Activity

What members of a group do as members of that group.

Example:

In a study group:

• studying

• discussing questions

• preparing presentations

These are activities.

2. Interaction

The relationship between the activity of one group member and another.

In simple terms:

How members' actions relate to one another.

Example:

Student A explains a topic.

Student B asks a question.

Student A answers.

These activities are connected through interaction.

3. Sentiment

The total/sum of the feelings that group members have toward the group.

Example:

Members of a successful group may feel:

• belonging

• loyalty

• friendship

• satisfaction

These feelings contribute to the group's sentiment.

4. Norms

The code of behaviour adopted by the group.

Norms can be adopted:

• Consciously

• Unconsciously

Example:

A study group may develop an unwritten rule:

"Everyone should arrive on time."

Even if nobody formally announces the rule, members learn that arriving late is not acceptable.

Memory:

A-I-S-N

Activity → Interaction → Sentiment → Norms

22. Power and Authority

Power Definition:

Power is the:

Ability to provide valuable rewards.

Someone has power when they can give others something they value.

Example:

A manager can:

• give employees rewards

• approve opportunities

• recognise good work

Therefore, the manager has power because they can provide valuable rewards.

23. Authority

Homans believed:

A person who influences other members has authority.

How does someone gain authority?

The process is:

Reward others → gain esteem → gain authority

In other words:

Reward others → people respect you → you gain influence

Example:

A group member constantly helps everyone solve problems.

Other members respect them.

Because they have earned respect, other members are more likely to listen to them.

→ They gain authority.

24. Leaders and Costs

When a leader directs other people, the leader may cause members to experience costs.

For example:

• extra work

• extra time

• additional responsibilities

However, if the leader also experiences some of the costs, this can help prevent conflict.