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Social Exchange - Social Exchange Theory Individuals are...

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Social Exchange Theory Individuals are free to make choices (and act upon them) Individuals are motivated by self-interest (to maximize their personal rewards; minimize personal costs) Individuals act rationally (calculating costs & benefits of various courses of action) Individuals are ruled by a sense of fair play (reciprocity)
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Social Exchange Theory Concepts: Rewards & Costs Rewards Costs
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Rewards Social approval “Stuff” Instrumental services Respect Power Love Status Information Predictability Security Autonomy Money
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Social Exchange Theory Concepts: Profit &/or Utility Individuals calculate the ratio of benefits : costs of a particular action or course of action. The higher the ratio, the greater the profit (or utility) of a particular action. The greater the profit, the more likely the choice to pursue that course of action.
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Social Exchange Theory Concepts: Profit &/or Utility The benefit of getting the car on Friday night weighed against the cost of cleaning out the
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