social’exchange’theory’ · social’exchange’theory’ •...
TRANSCRIPT
Social Exchange Theory
“There is no duty more indispensable than that of returning a kindness”
Cicero
This is not a lecture
“Everything you need to know in life you learned in the kindergarden”
• Why do we share?
But… What about
knowledge??
• It’s not tangible!
Playing devil’s advocate…
• If I tell others what I think won’t they steal my ideas??
• Take credit for what I’ve done?? • Take my money??? • Steal my clients? • Consider me not indispensable?
Does this line of thought make sense today?
• What kind of characterisHcs does na entrepreneur need to have in this kind of economy, tecnology development culture… age?
• How do people start businesses?
RelaHonships maLer!
• We could go on and on about how society has changed in the past few years
• We could discuss how Facebook has distracted us from what is important, how students find it so easy to cheat through wikipedia and google, how we don’t talk to people anymore.
• BUT
RelaHonships maLer!
• Service vs Product – What is good service
• Pitch opportuniHes • Fast establishment of relaHonships – Why do you hire people?
Social Exchange Theory
• “Social exchange theory is a social psychological and sociological perspecHve that explains social change and stability as a process of negoHated exchanges between parHes. Social exchange theory posits that all human relaHonships are formed by the use of a subjecHve cost-‐benefit analysis and the comparison of alternaHves. The theory has roots in economics, psychology and sociology.”
• Yes, the Wikipedia.
Social Exchange Theory
• There is no more fundamental obligaHon in a human being than that of returning a favour, aknowledging a good deed, not harming someone that has done us good. (Cicero)
Social Exchange Theory • Blau (1964) disHnguishes social and economic exchange, where the nature of the economic exchange is usually an explicit and formal one, where each party fulfills specific obligaHons; social exchange, in contrast, involves unspecified obligaHons: “favors that create and diffuse future obligaHons, not precisely specified ones, and the nature of the return cannot be bargained about but must be le\ to the discreHon of the one who makes it” (Blau, 1964: 93).
• Thus, one party needs to trust the other to discharge future obligaHons (i.e. reciprocate) in the iniHal stages of the exchange and it is the regular discharge of obligaHons that promote trust in the relaHonship.
The norm of reciprocity
• Gouldner (1960) made this process more explicit through his seminal work on the “norm of reciprocity”, staHng that this norm implies two demands “
(1) people should help those who have helped them and (2) people should not injure those who have helped them”
The norm of reciprocity
• Gouldner (1960) argues that the strength of an obligaHon to repay is conHngent upon the value of the benefit received. Benefits are more valued when
(a) the recipient is in greater need; (b) the donor cannot afford to (but does) give the benefit; (c) the donor provides the benefit in the absence of a moHve of self interest; and (d) the donor was not required to give the benefit. Therefore, highly valued benefits create a stronger obligaHon to reciprocate.
SET: derivaHves
• The norm of reciprocity plays an important role in the development of social exchange relaHonships by perpetuaHng the ongoing fulfillment of obligaHons and strengthening indebtedness – Psychological contract
Why is this idea hard to sell to CFO’s?
So…
• Call it Karma • Call it God’s hand • Call it the Universe needs to be balanced • Call it Social Exchange Theory
• What you do will probably get back to you
That includes knowledge sharing
Sharing knowledge has consequences
• Helps you build relaHonships – “If you want to make a friend ask for help” (Frances Cole Jones)
– Empathy, reaching people • Helps you build an image of competency, of a valid player in the game, gives you added value – “What do you do?”
• Where that came from, there is probably more • Helps you figure out how (and who!) NOT to share your ideas with
• Helps you figure out the market value of your ideas… And the market you can best implement them
Always remember
• You are more than just one idea. • Rarely if ever do people accomplish anything on their own
Share your insights!
Helena MarHns
• You can can contact me and find me on the social networks with my email [email protected]
Life moLo: What you give is yours forever (O que tu dás é teu para sempre)
If you really saw all the slides and kept on going you deserve a prize
So here goes the “secret bonus track”, to give you an extra insight on some of the stuf we
talked about J
hLps://www.youtube.com/watch?v=52e7i-‐2D6HU