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Reward theory of attraction

Mechanics of liking and romantic love

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  • 6 chapters

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Through Behavior, Information and Personality

Reward theory was originally developed in the research on interpersonal attraction of the 1960s, a precursor to modern romantic love research. In this early context, "attraction" was often defined as "a positive attitude towards a particular person". Romantic love science was not explicitly studied yet in this period of history; the subject was even considered "taboo" for research.

Attraction was initially conceived of as a continuum, with liking being a "mild" form of attraction at one end, and romantic love being a "strong" attraction at the other end. This idea of a continuum started to change in 1970, when Zick Rubin published his distinction between "liking" and "loving". A later distinction was made by Elaine Hatfield between "passionate" and "companionate" love. Passionate love is "a state of intense longing for another" which involves incentive salience ("wanting", or what is attention-grabbing). Companionate love is "the affection we feel for those with whom our lives are deeply entwined" (or "strong liking").

A successor to reward theory is the self-expansion model by Arthur & Elaine Aron in 1986, which conceptualizes reward as "whatever creates expansion of the self". Like reward theory, self-expansion encompasses "mini-theories" of falling in love and long-term relationships, and has been used to explain the process behind "strong attractions" like passionate love, and Dorothy Tennov's concept of limerence.

Another variant on reward theory, and early prevailing approach to attraction was social exchange theory.

A separate area of research was impression formation, which studied those impressions based on knowledge (i.e. information), rather than the emotional reactions (i.e. affect) studied by interpersonal attraction.

Predictors

Early interpersonal attraction research identified five major predictors of "attraction" (defined then as a "positive attitude"). In this early paradigm, it was assumed that falling in love occurs with an exceptionally strong instance of one of these.

  • Similarity (as in "birds of a feather flock together") is an idea dating as far back as Aristotle. The most successful research of this type showed a direct relationship between liking and one's attitudinal agreement on a variety of issues (social, political, or artistic). Studies also demonstrated personality similarity among husbands, wives and friends, although it was unclear to what extent such similarity actually caused attraction. It might also be the case that marriage makes a couple more similar over time, or that such similarity is "more perceived than actual". Similarity can be seen as reinforcing in two ways: we would expect to have more positive outcomes from interactions with a similar person, and interacting with a person who has similar attitudes increases the probability of our validation or competence.
  • Propinquity (similarity of location) has been found to result in attraction. People who are seated together or live nearby tend to become friends, and the mere exposure effect (e.g. being able to glimpse a fellow student, regardless of similarity) has been shown to elicit attraction.
  • Being liked by a person tends to cause liking towards that person in return, also known as the reciprocal liking rule. A study on falling in love found that a sudden attraction was most frequently associated with a person's discovery of another's attraction to them. As one participant describes, "I met [her] in a department store in which she worked. I was looking for sandals and she recognized me and came over [...]. From that moment on, I thought a lot about her; fantasizing relationships, etc."
  • Admirable characteristics of another person (especially e.g. physical attractiveness, but also good health, youthfulness, intelligence, mental health, general competence, and so on) can be a source of reward, which is suggested to be derived from the imagined or projected future interactions with the person wherein those characteristics would make the person either reinforcing or punishing. According to the "matching hypothesis", while a person might also prefer a relationship with an extremely attractive person, they would rather not run the risk of rejection either. A more attractive person might try to "do better" with somebody else. Therefore, according to a "marketplace of open competition", one's relationships tend to be limited to those who also have a similar level of attractiveness. This matching of similar traits is also called "homogamy"; dissimilarity is "heterogamy".
  • Social and cultural influences contribute to who people are likely to meet, who they are allowed to associate with, and what characteristics are viewed as attractive and important.

Self-expansion

A limitation of early reward theory was that it could not predict exactly what is rewarding, only determine it by observation (i.e. with studies). To solve this, Arthur & Elaine Aron developed the self-expansion model, which specifies reward as "whatever creates expansion of the self". Self-expansion is the human motivation to expand one's physical influence, cognitive complexity, social or bodily identity, and self-awareness. Relationships are a key area for self-expansion then, via "inclusion of the other in the self", where aspects of a partner (e.g. traits, skills, attitudes, resources, abilities, and worldviews) are incorporated into one's own self concept. Self-expansion can also take the form of having new and exciting experiences with a partner.

The Arons revise the definition of "attraction" to mean a desire to enter a close relationship, usually reflected in attitudes or behaviors. According to their theory, attraction arises when opportunities for self-expansion are perceived, and so a "positive attitude" towards a person (the earlier definition) is only a "frequent symptom". Self-expansion is then used to explain the "strong attraction" of romantic love, including intense varieties of passionate love or limerence, when the rate of expansion is rapid and approaches the maximum total possible from all sources. Additionally, self-expansion explains how unrequited love can be a desired experience.

Besides romantic love, opportunities for self-expansion include learning, career, family, friendship, athletics, travel, artistic expression, politics, gossip, religion, and the experience of nature.

The Arons use a value-expectancy approach to determine attraction as the combination of two factors (desirability and probability):

  1. Perceived degree of potential expansion of self that is possible through a close relationship with that particular other.
  2. Perceived probability of actually obtaining that expansion with other—that is, probability that one could actually form and maintain a close relationship with this particular other.

According to the self-expansion model, attraction would actually seem to result from the opposite of the five predictors (because e.g. similarity would actually seem to minimize self-expansion—resulting in less attraction). Therefore, the Arons propose that these are five preconditions which make a relationship possible, whereas attraction according to self-expansion increases when the opposite conditions are present. For example, a person may be attracted to similarity when it provides the basis for effective communication or predictability, whereas differences provide the basis for self-expansion: new challenges, new experiences, new resources, etc. The Arons interpret study results (some of which did show dissimilarity was attractive) to mean that in their model, similarity is attractive because it increases the probability of a relationship. If a person believes forming a relationship will be easy, then dissimilarity becomes more attractive for self-expansion.

Passion seems to decline when interactions with a love object become frequent, showing that both propinquity and distance can facilitate attraction. Accordingly, in the tradition of medieval romance, the love object was always inaccessible, and modern people still seem to be "obsessed with the unknown, mysterious lover". The violation of social norms could also be an experience for self-expansion "towards greater autonomy, clearer personal values, new social roles, and the like"—as in the "Romeo and Juliet effect", where parental disapproval seems to enhance romantic love.

An fMRI experiment found that neural activity in regions associated with the physical attractiveness of potential alternative romantic partners was diminished when the participants were primed with a recollection of self-expansion in their current relationship. This effect "may be because the current relationship is bolstered by feelings of self-expansion diminishing the relative attractiveness and therefore the incentive salience of alternative partners". Low self-expansion in a relationship increases interest in alternatives, and the risk of infidelity.

Relativity of reward

Additionally, studies have shown that different individuals can be affected differently by the same potential reward, and that the meaning of a reward can vary with the conditions of its receipt or the specific goals of the individual (e.g. whether it satisfies a present need).

  • In an experiment in which subjects were instructed to either cooperate or compete in a word game (in which the partner always won most of a monetary reward), partners were liked better when they followed instructions (either cooperating or competing), rather than when they behaved "inappropriately" and always shared the money. Therefore, it cannot be assumed that altruistic behavior is always viewed positively; it could also be viewed as inappropriate in some situations, even belittling, patronizing or manipulative.
  • A study found that subjects who had racial prejudice liked an individual more when the individual evaluated them positively on personality characteristics, even if they had racial bias against the individual, but not as much as they liked an individual whom they did not have racial bias against.
  • Two studies found a difference in whether subjects liked a person who gave them a positive evaluation, when they were led to believe they had done poorly on a task. In one study, the subjects were telephone operators who might have known each other, and did not like positive evaluators more than negative evaluators in the situation where they did not share the positive opinion. In the other study, the subjects were strangers who did always like the positive evaluators better, interpreted as being more likely to accept the evaluations at face value.
  • A study found that when subjects presented arguments on a contemporary issue, whether they liked an evaluator depended on whether they presented their own position or not. If they presented their own position, liking depended on the evaluator's agreement with the position; if they presented a position opposite to their own, liking primarily depended on whether they agreed on the evaluation of their performance instead.
  • A group of studies have shown that individuals who give a positive evaluation are liked better when their positive evaluation is received after a negative evaluation. For example, attraction to an agreeing person is greater after disagreement by others than after agreement, interpreted as drive reducing, wherein disagreement is arousing and subsequent agreement reduces this drive state.
  • Which personality characteristics are liked has been found to depend on an individual's own personality and culture.

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