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

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Abstract
Two types of expectations are proposed to guide social interaction: those one holds for herself (first-order expectations) and these 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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