Article 3: Social Utility

equity theorists

people attempt to maintain proportionality between inputs and outcomes to themselves and comparison to others

social comparison theory

focuses mainly on the question of with whom people choose to compare themselves

six basic motives regarding concern for others’ payoff

self-interest, self-sacrifice, altruism, aggression, cooperation, competition

social utility functions

specify level of satisfaction as a function of outcome to self and other

two factors that influence decision making in interpersonal contexts

• the nature of the relationship (positive/negative)

• the nature of the dispute (personal/business)

advantageous inequality

prefer to receive more than the other party

disadvantageous inequality

averse to situations in which the other party receives more

prospects theory

people evaluate the utility of alternative courses of action relative to a reference point

selfish shift

a move toward greater concern for own payoff as the relationship shifted from positive to negative