Often, we are taught to weigh pros and cons, or risks and rewards, in decision-making. This practice typically involves the pursuit of material things, but it can theoretically apply to our interpersonal relationships.
The rationale behind this comes from a sociological concept known as social exchange theory. The concept can be used to explore interpersonal dynamics in a wide range of contexts, from dating and friendships to professional relationships. In social work, social exchange theory can be an effective tool to help social workers better explore the complex relationships that may hinder an individual’s ability to achieve optimal well-being. This understanding also can serve as a means to help a social worker build rapport with a client.
Social exchange theory is not necessarily a one-size-fits-all concept. Individuals equipped with an advanced degree in social work must have an understanding of the complexities behind the theory and how these complexities may appear in different interpersonal, social, and group contexts. Having this understanding can make it easier for them to fully use the concept.
History and Definition of the Theory
The genesis of social exchange theory goes back to 1958 when American sociologist George C. Homans published an article titled “Social Behavior as Exchange.” Homans devised a framework built on a combination of behaviorism and basic economics. In the immediate years that followed, other studies expanded the parameters of Homans’ fundamental concepts.
Social exchange theory is a concept based on the notion that a relationship between two people is created through a process of cost-benefit analysis. In other words, it is a metric designed to determine how much effort someone invests in a one-on-one relationship. The measurement of the pluses and minuses of a relationship may produce data that can determine whether someone is putting too much effort into a relationship.
The theory is unique in the sense that it does not necessarily measure relationships on emotional metrics. Rather, its systematic processes rely on mathematics and logic to determine balance within a relationship. While the theory can be used to measure romantic relationships, it also can be applied to determine the balance within a friendship.
Core Assumptions of Social Exchange Theory
The foundation of social exchange theory rests on several core assumptions regarding human nature and the nature of relationships:
- Humans typically seek out rewards and avoid punishments.
- People initially engage in interactions looking to gain maximum profits and minimal costs.
- Individuals tend to calculate profit and cost before engaging.
- The “payoff” received varies from person to person and also can vary for the same person over time.
The “rewards” at stake in these relationships are typically intangible concepts, such as prestige, respect, or a reciprocal action. The symbiosis stemming from these exchanges can form relationships that are mutually beneficial, as long as the exchanges themselves remain consistent.
How This Theory Works
Social exchange theory’s core assumptions establish a fundamental foundation of malleability: One size does not fit all. A person’s expectations, as set by comparison levels, allow the theory to be viewed on a sliding scale, one that adjusts on an individual basis. If an individual’s personal relationship samples are set on a certain level, they will tend to use this level as a baseline for future relationships.
For example, if a person enters a new relationship after a succession of poor friendships or disastrous romantic relationships, that person’s expectations at the start of a new relationship are going to be lower than those of a person who has a tight group of friends. Conversely, if a person’s ex-girlfriend provided him with a ton of gifts and affection, he may enter into his next relationship expecting similar behaviors.
These levels of expectation can often work in conjunction with another core concept of the theory’s functionality: costs vs. benefits. This is perhaps the theory’s most known commodity, as it establishes a “give and take” metric that can be analyzed to determine how much effort one person may be putting into the relationship.
The “costs” in this theory component are things that a person may see as negatives in a relationship. A friend who constantly borrows money or a partner who consistently does not do expected chores in the house may rack up a lot of costs. “Benefits,” as they pertain to this theory, are traits that an individual may see as positive attributes. A friend who is always willing to lend an ear in times of trouble or constantly extends an invitation for a Sunday afternoon beer may offer plenty of benefits.
According to the theory, a worthwhile relationship will be as far away from the cost category as possible. Even if there are a few costs involved in the relationship — and human behavior dictates there probably will be — if enough positive traits outweigh the negative traits, then the costs hold no value.
If the costs far outweigh the benefits, it may indicate that it is time to move on. In a social setting, this can mean breaking up or parting ways with a friend. When applied to a work environment, this can compel a person to seek another job. However, the theory’s aspect of evaluating alternatives prevents this decision from being automatic. Alternative evaluation involves analyzing possible replacements for an existing relationship, weighing the costs and benefits against a person’s comparison levels. This analysis may drive a person to the conclusion that the relationship they are currently in is still better than anything else out there, a decision that may also cause a person to reassess the cost vs. benefit value of an existing relationship.
Social Exchange Theory in Social Work
Social workers who know how to use social exchange theory in their practice can yield positive results with their clients. These can be large-scale goals that relate to an individual overcoming an issue. They also can help them establish key structural elements, such as allyship in social work or a unique rapport with an individual.
Effective use of the theory involves social workers’ understanding that clients seek rewards within their dynamic. Clients need to receive the reward of feeling that their situation will improve over their interactions. Constantly providing a client with the same positive message without showing them any progress can make the client wonder whether the relationship’s cost outweighs the reward.
Social workers must be adept at tweaking the theory’s use to account for a client’s age range, personality, culture, and other elements that can ultimately shape their perspective. Failure to do so can leave the client feeling that the social worker either does not understand or does not care enough about their situation.
Additionally, social workers must understand that what the theory constitutes, whether positive or negative, is relative. If a client does not have a lot of positive relationships in their life, they may not recognize the signs that separate a positive relationship from a negative one. Social workers can use their interpersonal skills to detect these types of gaps and adjust their strategies to help clients steer toward better, healthier relationships.
Putting the Theory Into Practice
From a sociological standpoint, social exchange theory can be a great tool to analyze relationships and human behavior. The dynamics that go into making this theory work can be useful for sociologists to develop their own theories and concepts regarding how humans behave with each other.
Tulane University’s Online Master of Social Work can help you learn how to use social exchange theory to build social work strategies that consistently yield positive results. Our program is designed to prepare students to efficiently recognize community needs and respond to them through culturally competent approaches that value the uniqueness of human diversity. Learn how we can help you get ready to make a profound difference in the lives of others.