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Cited by 3,457Social Power and Status DynamicsContemporary Sociological Theory and PracticeSocial and Intergroup Psychology

Social Exchange Theory

Emerson, R M·1976·Annual Review of Sociology
DOI 10.1146/annurev.so.02.080176.002003
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Abstract

During the last fifteen years there has emerged in sociology and social psychology a distinct approach called social theory. Four figures were largely responsible: George Homans, John Thibaut, Harold Kelley, and Peter Blau. Homans in behavior as exchange (1958) made a conscious effort to identify and advance this point of view. In 1961, he amplified his argument in Social Behavior: Its Elementary Forms, which has now been revised (1974). Also in the late 1950s Thibaut & Kelley were constructing their compact conceptual scheme in The Social Psychology of Groups (1959). While different in important ways, their work converged with Homans's, strengthening the general approach. When Blau's Exchange and Power (1 964a) appeared, the approach was assured a future in the field. The differences between these three major works were as important in launching the approach as were their similarities. While Blau gave more emphasis to technical economic analysis, Homans dwelled more upon the psychology of instrumental behavior. Yet in doing so, he drew upon a different brand of psychology than that represented by Thibaut & Kelley. In addition, they employed different strategies of theory construction. Thibaut & Kelley start with psychological concepts, build upward to the dyad, and build upward from there to the small group. Homans takes a more reductionist approach, moving in the opposite direction. With considerable knowledge of group-level processes already in mind, he points to the psychological principles of reinforcement which, he claims, help to explain them. However, Peter Blau, contrary to both of these approaches, warns us that preoccupation with psychology can blind us to the important emergent aspects of social exchange. When three strong statements such as these diverge on particulars, yet converge on a central viewpoint-social as a frame of reference-that viewpoint will be given greater impetus. Now, seventeen years later, theory is still growing; it still contains diversity and sparks of controversy.

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  • Emerson's value and rationality propositions suggest that if the outcome and process of an exchange is valuable, people engage in more exchanges.

    “Emerson's (1976, p. 340) value proposition (i.e., the more valuable the exchange is to a person, the more likely he or she is to perform that action) and rationality proposition (i.e., people tend to choose options with higher value and a higher chance of occurring) both suggest that if the outcome and the process of an exchange is valuable, people engage in more exchanges.”

    From Understanding and managing customer relational benefits in services: a meta-analysis (2020) · cites this paper as Emerson 1976

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Authors
Emerson, R. M.
Corresponding author
Emerson, R M
Venue
Annual Review of Sociology
Publisher
Annual Reviews
Published
1976-08
Volume
2
Issue
1
Pages
335-362
ISSN
  • 0360-0572 (ISSN-L)
  • 1545-2115
DOI
10.1146/annurev.so.02.080176.002003
OpenAlex
W2335962051
Cited by
3,457
References
48
Citations by year
2026: 185 · 2025: 247 · 2024: 232 · 2023: 271 · 2022: 264 · 2021: 380 · 2020: 296 · 2019: 266 · 2018: 228 · 2017: 175 · 2016: 163 · 2015: 125 · 2014: 129 · 2013: 90 · 2012: 65
FWCI
9.73
Type
journal article
Language
en
Open access
closed
Locations
Annual Review of Sociology (publishedVersion)
Topics
  • Social Sciences › Sociology and Political Science › Social Power and Status Dynamics
  • Social Sciences › Sociology and Political Science › Contemporary Sociological Theory and Practice
  • Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
Keywords
social exchange theory, George Homans, Peter Blau, instrumental behavior, reinforcement, small group processes, dyads, theory development

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