Self-Perception Self-Perception TheoryTheoryBemBem

Self Perception Theory is a Self Perception Theory is a behavioral theory.behavioral theory.

Behavioral theories attempt to Behavioral theories attempt to explain phenomena without using explain phenomena without using internal statesinternal states

(such as motivation or drives) to (such as motivation or drives) to explain behavior.explain behavior.

The original purpose of self The original purpose of self perception theory was to explain perception theory was to explain phenomena covered by cognitive phenomena covered by cognitive dissonance theory, without using an dissonance theory, without using an internal drive state (dissonance) in internal drive state (dissonance) in the explanationthe explanation

Self perception theory developed into Self perception theory developed into a general theory to explain how a general theory to explain how people arrive at decisions about the people arrive at decisions about the causes of their own behavior.causes of their own behavior.

Self perception theory argues that Self perception theory argues that people examine two things when people examine two things when making decisions about the cause of making decisions about the cause of their own behavior.their own behavior.

They examine:They examine:

First,First,

The behavior itself The behavior itself

Second,Second,

The environmental forces working on The environmental forces working on the individualthe individual

Observed BehaviorObserved Behavior ++

Environmental ForcesEnvironmental Forces ==

Attributions for the Cause of the Attributions for the Cause of the BehaviorBehavior

ExampleExample

Behavior: I am eating asparagusBehavior: I am eating asparagus ++

Environment: I am alone at homeEnvironment: I am alone at home ==

Cause: I like asparagusCause: I like asparagus

The old attribution question arises:The old attribution question arises:

Is the cause of the behavior personal Is the cause of the behavior personal or situational?or situational?

Since there is no situational Since there is no situational (environmental) explanation for my (environmental) explanation for my behavior, I must conclude that the behavior, I must conclude that the cause is personal: I must like cause is personal: I must like asparagus.asparagus.

ExampleExample

Behavior: I am eating asparagusBehavior: I am eating asparagus + +

Environment: A man has a gun Environment: A man has a gun pointed at mepointed at me

== Cause: I am eating asparagus Cause: I am eating asparagus because I might otherwise be shotbecause I might otherwise be shot

I might also ask, “Why was it I might also ask, “Why was it necessary for someone to point a necessary for someone to point a gun at me to get me to eat gun at me to get me to eat asparagus?” asparagus?”

I might decide that I must not like I might decide that I must not like asparagus. I end up inferring a asparagus. I end up inferring a different disposition in me.different disposition in me.

To Change the Example:To Change the Example:

Behavior: I am eating asparagusBehavior: I am eating asparagus ++

Environment: My parents have said Environment: My parents have said that I will not be allowed up from the that I will not be allowed up from the

table until I have finished the table until I have finished the asparagusasparagus

== Cause: I don’t like asparagusCause: I don’t like asparagus

Here, there is considerable Here, there is considerable environmental cause for the environmental cause for the behavior, so I must conclude that I behavior, so I must conclude that I am eating asparagus for a situational am eating asparagus for a situational reason – the gunreason – the gun

To summarize what self perception To summarize what self perception theory is saying about the cause of theory is saying about the cause of behavior:behavior:

If there is minimal environmental If there is minimal environmental explanation for a behavior, we explanation for a behavior, we conclude that the cause is personal conclude that the cause is personal (dispositional)(dispositional)

If there is strong environmental If there is strong environmental explanation for a behavior, we explanation for a behavior, we conclude that the cause is situational conclude that the cause is situational (something in my environment)(something in my environment)

Self Perception Theory’s Self Perception Theory’s explanation for the results of explanation for the results of the Festinger and Carlsmith the Festinger and Carlsmith

ExperimentExperiment

Behavior: I told the guy that I liked Behavior: I told the guy that I liked the experimentthe experiment

++ Environment: I got $20 for itEnvironment: I got $20 for it

== I hated that experimentI hated that experiment

In the $20 case, the money is a strong In the $20 case, the money is a strong explanation for the behavior. Why explanation for the behavior. Why should I have to be offered so much should I have to be offered so much money to tell the guy that I liked the money to tell the guy that I liked the experiment? Because I must dislike it.experiment? Because I must dislike it.

Strong environmental cause implies Strong environmental cause implies lack of personal desire to perform the lack of personal desire to perform the behavior.behavior.

Behavior: I told the guy that I liked Behavior: I told the guy that I liked the experimentthe experiment

++ Enviroment: I got $1 for itEnviroment: I got $1 for it

== Cause: The experiment was okayCause: The experiment was okay

Here, there is very little Here, there is very little environmental explanation for the environmental explanation for the behavior, so I must conclude that the behavior, so I must conclude that the cause for my telling the guy that the cause for my telling the guy that the experiment was fun was personal – I experiment was fun was personal – I said it was okay because it was okay.said it was okay because it was okay.

The important thing to note is that The important thing to note is that cognitive dissonance was not used in cognitive dissonance was not used in self-perception theory to explain the self-perception theory to explain the behavior. All it took was examination behavior. All it took was examination of the behavior and its circumstances. of the behavior and its circumstances.

Self perception theory argues that Self perception theory argues that internal drive states are not necessary internal drive states are not necessary for explanation of behavior and for explanation of behavior and attributions.attributions.

Which Theory is Correct?Which Theory is Correct?

We can’t say that one theory is better We can’t say that one theory is better than the other.than the other.

We can say that these are two We can say that these are two different ways to explain the cause of different ways to explain the cause of behavior – one requiring inference of behavior – one requiring inference of internal drive states, the other not internal drive states, the other not needing examination of internal drive needing examination of internal drive states.states.

Overjustification EffectOverjustification Effect

An interesting sidelight to self-An interesting sidelight to self-perception theory is the perception theory is the overjustification effect:overjustification effect:

Definition: minimal rewards lead to Definition: minimal rewards lead to high interest in a task; external high interest in a task; external rewards for tasks lead to low interest rewards for tasks lead to low interest in it.in it.

The overjustification effect argues The overjustification effect argues that the more external reward that that the more external reward that you are given for doing something, you are given for doing something, the less becomes your enjoyment of the less becomes your enjoyment of the task. You are performing the the task. You are performing the task for the reward (environmental task for the reward (environmental cause), not for personal enjoyment cause), not for personal enjoyment (personal cause).(personal cause).

Overjustification ExampleOverjustification Example

Behavior: 9 year old Johnny plays Behavior: 9 year old Johnny plays baseball with the neighborhood kids all baseball with the neighborhood kids all

day.day. ++

Environment: He receives no external Environment: He receives no external reward for doing thisreward for doing this

= = Cause: he plays baseball because it is Cause: he plays baseball because it is

funfun

Behavior: 25 year old Johnny is Behavior: 25 year old Johnny is playing baseball in the Major Leaguesplaying baseball in the Major Leagues

++ Environment: he receives $5 million Environment: he receives $5 million

a year to play baseballa year to play baseball ==

Cause: he is playing for the money Cause: he is playing for the money (environmental cause) not for (environmental cause) not for

pleasure (personal cause)pleasure (personal cause)

Question: When Johnny is offered $5 Question: When Johnny is offered $5 million to play next year, what does million to play next year, what does he do?he do?

Answer: He refuses the contract and Answer: He refuses the contract and goes to arbitration for more money.goes to arbitration for more money.

Why: He no longer plays baseball for Why: He no longer plays baseball for love of the game; he plays for the love of the game; he plays for the money.money.

Overjustification EffectOverjustification Effect

Moral of the story:Moral of the story:

If you want someone to perform a If you want someone to perform a behavior because they personally behavior because they personally enjoy it, do not provide oversufficient enjoy it, do not provide oversufficient external cause (e.g., money) for it.external cause (e.g., money) for it.

Other Examples:Other Examples:

Getting paid for grades – does it cause Getting paid for grades – does it cause you to like school more?you to like school more?

Getting paid to babysit – does it cause Getting paid to babysit – does it cause you to like babysitting more?you to like babysitting more?

Getting paid to mow the lawn – does it Getting paid to mow the lawn – does it cause you to like mowing the lawn cause you to like mowing the lawn more?more?