1. Self-Perception Theory Bem

2. Self Perception Theory is a behavioral theory. Self Perception Theory is a behavioral theory. Behavioral theories attempt to explain phenomena without using internal states Behavioral theories attempt to explain phenomena without using internal states (such as motivation or drives) to explain behavior. (such as motivation or drives) to explain behavior.

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

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

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

6. First, First, The behavior itself The behavior itself

7. Second, Second, The environmental forces working on the individual The environmental forces working on the individual

8. Observed Behavior Observed Behavior + Environmental Forces Environmental Forces = Attributions for the Cause of the Behavior Attributions for the Cause of the Behavior

9. Example Behavior: I am eating asparagus Behavior: I am eating asparagus + Environment: I am alone at home Environment: I am alone at home = Cause: I like asparagus Cause: I like asparagus

10. The old attribution question arises: The old attribution question arises: Is the cause of the behavior personal or situational? Is the cause of the behavior personal or situational?

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

12. Example Behavior: I am eating asparagus Behavior: I am eating asparagus + Environment: A man has a gun pointed at me Environment: A man has a gun pointed at me = Cause: I am eating asparagus because I might otherwise be shot Cause: I am eating asparagus because I might otherwise be shot

13. I might also ask, “Why was it necessary for someone to point a gun at me to get me to eat asparagus?” I might also ask, “Why was it necessary for someone to point a gun at me to get me to eat asparagus?” I might decide that I must not like asparagus. I end up inferring a different disposition in me. I might decide that I must not like asparagus. I end up inferring a different disposition in me.

14. To Change the Example: Behavior: I am eating asparagus Behavior: I am eating asparagus + Environment: My parents have said that I will not be allowed up from the table until I have finished the asparagus Environment: My parents have said that I will not be allowed up from the table until I have finished the asparagus = Cause: I don’t like asparagus Cause: I don’t like asparagus

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

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

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

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

19. Behavior: I told the guy that I liked the experiment Behavior: I told the guy that I liked the experiment + Environment: I got $20 for it Environment: I got $20 for it = I hated that experiment I hated that experiment

20. In the $20 case, the money is a strong explanation for the behavior. Why should I have to be offered so much money to tell the guy that I liked the experiment? Because I must dislike it. In the $20 case, the money is a strong explanation for the behavior. Why should I have to be offered so much money to tell the guy that I liked the experiment? Because I must dislike it. Strong environmental cause implies lack of personal desire to perform the behavior. Strong environmental cause implies lack of personal desire to perform the behavior.

21. Behavior: I told the guy that I liked the experiment Behavior: I told the guy that I liked the experiment + Enviroment: I got $1 for it Enviroment: I got $1 for it = Cause: The experiment was okay Cause: The experiment was okay

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

23. The important thing to note is that cognitive dissonance was not used in self- perception theory to explain the behavior. All it took was examination of the behavior and its circumstances. The important thing to note is that cognitive dissonance was not used in self- perception theory to explain the behavior. All it took was examination of the behavior and its circumstances. Self perception theory argues that internal drive states are not necessary for explanation of behavior and attributions. Self perception theory argues that internal drive states are not necessary for explanation of behavior and attributions.

24. Which Theory is Correct?

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

26. Overjustification Effect An interesting sidelight to self-perception theory is the overjustification effect: An interesting sidelight to self-perception theory is the overjustification effect: Definition: minimal rewards lead to high interest in a task; external rewards for tasks lead to low interest in it. Definition: minimal rewards lead to high interest in a task; external rewards for tasks lead to low interest in it.

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

28. Overjustification Example Behavior: 9 year old Johnny plays baseball with the neighborhood kids all day. Behavior: 9 year old Johnny plays baseball with the neighborhood kids all day. + Environment: He receives no external reward for doing this Environment: He receives no external reward for doing this = Cause: he plays baseball because it is fun Cause: he plays baseball because it is fun

29. Behavior: 25 year old Johnny is playing baseball in the Major Leagues Behavior: 25 year old Johnny is playing baseball in the Major Leagues + Environment: he receives $5 million a year to play baseball Environment: he receives $5 million a year to play baseball = Cause: he is playing for the money (environmental cause) not for pleasure (personal cause) Cause: he is playing for the money (environmental cause) not for pleasure (personal cause)

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

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

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

33. Overjustification Effect Moral of the story: Moral of the story: If you want someone to perform a behavior because they personally enjoy it, do not provide oversufficient external cause (e.g., money) for it. If you want someone to perform a behavior because they personally enjoy it, do not provide oversufficient external cause (e.g., money) for it.

34. Other Examples: Other Examples: Getting paid for grades – does it cause you to like school more? Getting paid for grades – does it cause you to like school more? Getting paid to babysit – does it cause you to like babysitting more? Getting paid to babysit – does it cause you to like babysitting more? Getting paid to mow the lawn – does it cause you to like mowing the lawn more? Getting paid to mow the lawn – does it cause you to like mowing the lawn more?