Whose Expectations Matter? The Relative Power of First‐ and Second‐Order Expectations in Determining Social Influence1

Two types of expectations are proposed to guide social interaction: those one holds for herself (first‐order expectations) and those one believes others hold for her (second‐order expectations). Also, interaction is assumed to be guided by three motives: contributing to group performance, preserving status, and facilitating interaction. These points are developed by formally incorporating ideas regarding reflected self‐appraisals, dramaturgical accounts of the interaction order, and expectancy‐value theory into status characteristics theory. When first‐ and second‐order expectations conflict and an actor's motives are equally weighted, it is suggested that second‐order expectations guide interaction. An initial experiment provides empirical support and insight for discussion.

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