Self-Perception Theory

Self-perception theory is a concept in psychology that explains how people develop their attitudes and beliefs by observing their own behavior and the context in which it occurs. First introduced by Daryl Bem in 1967, this theory suggests that individuals do not have clear, fixed attitudes about themselves. Instead, they infer their attitudes from their own behavior and the circumstances surrounding it.

T. Franklin Murphy wrote “the outward appearance of a unified mind is deceptive. Consciousness filters, combines and adjusts many sources of information before our mind creates a unified and cohesive story. This is a complex process that creates order from a confusing world. We achieve a sense of mastery over our experience by envisioning a process of compiling information from external triggers, logical processing, and rational emotional reaction” (Murphy, 2012).

Self-perceptions theory describes part of this process of self discovery through describing and naming internal processes, such as identifying likes and dislikes, through observing overt behaviors. Accordingly, self-perception theory follows behaviorist fundamentals of relying on observable behaviors more than internal cognitions. Bem accredits B. F. Skinner’s “radical behavioral” analysis of private events as the inspiration for self-perception theory (Bem, 1972).

Understanding Self-Perception Theory

The basic hypothesis of this theory is that “individuals come ‘to know’ their own attitudes, emotions, and other internal states partially by inferring them from observations of their own overt behavior and/or the circumstances in which that behavior occurs.” The second, equally important hypothesis, is “to the extent that internal cues are weak, ambiguous, or uninterpretable, the individual is functionally in the same position as an outside observer who must necessarily rely upon those same external cues to infer the individual’s inner state” (Bem, 1972).

According to self-perception theory, when people are uncertain about their attitudes or feelings, they observe their own behavior and the situation in which it occurs to determine how they feel. For example, if someone is unsure about whether they like a certain type of music, they may observe their behavior, such as nodding along to the music or tapping their foot, to infer their attitude.

However, once we identify an attitude through behavior we integrate that self-description into future encounters with similar stimuli. A child learns about the world through pointing and naming. “What’s this?” the child asks. The child slowly accumulates word descriptions to match the variety of objects, behaviors, and attributes that they encounter. A parent also guides a child through the process of naming internal states.

Internal States and Self-Perception Theory

Just as B. F. Skinner’s “radical behaviorism” does not deny internal states, neither does Bem’s self-perception theory. Bem does acknowledge that we integrate personal knowledge about ourselves. In fact, this is stated in the second foundational hypothesis of the theory “to the extent that internal cues are weak, ambiguous, or uninterpretable.” The reliant on observable behaviors occurs when we lack a previous experience or commitment to a certain stimuli, therefore, the exposure does not arouse emotion. In this ambiguous state, we then interpret our own overt behaviors rationally the same way we infer mental states (theories of mind) to explain the behavior of others.

He doesn’t like me (inferred inner state) because he walked away when I joined the group (observable behavior).

Self-Perception Theory and James-Lange Theory of Emotions

According yo William James and Carl Lange “behavior is the foundation of emotion. We unconsciously perform a behavior, motivated by a specific physiological arousal and the following cognitive recognition of the behavior leads to the forming emotion” (Murphy, 2012). Both theories strongly attribute internal cognitive processes to the observing of overt behaviors.

See James-Lange Theory of Emotion for more on this theory

Implications of Self-Perception Theory

This theory has several implications in various aspects of human behavior and relationships. It sheds light on how individuals form attitudes about themselves, how they perceive others, and how they make attributions about their own behavior as well as the behavior of others.

Development of Self

Research has variable results in testing the reliability of this theory. However, this does not suggest that we do not use behavioral cues to develop a theory about our attitudes. It just suggests that other mechanisms are probably also involved. The complexity confuses the purity of research.

For more on the topic of self, see these articles:

• Psychology of Individual Differences
• Self-Monitoring Theory
• Looking Glass Theory
• True Self
• Ideal Self
• Self Organization
• Core Self Evaluations
• Self Aspects

Application in Everyday Life

Self-Perception Theory can also be observed in everyday situations. For instance, individuals may observe their own reactions and behaviors in social settings to determine their likes and dislikes. Moreover, this theory can explain how individuals form opinions about their own abilities and traits based on their behavior and the context in which it occurs.

In addition, self-perception theory has practical implications in areas such as consumer behavior, persuasion, and interpersonal relationships. Marketers and advertisers, for instance, can leverage this theory to understand how consumers form attitudes and make purchasing decisions based on their behavior and the context in which it occurs.

One of the techniques is referred to as the foot-in-the-door rule. marketers know if they can get a consumer to make a small action the behavior is more likely to elicit a larger commitment, such as a purchase or a donation. The internet is loaded with clickbait, to entice a click, take a quick survey, and then they move in for the larger request. The survey is nothing but a greasing of the wheels for the upcoming real request.

Warnings on Subjective Interpretations

No matter where our interpretations come from, whether overt behaviors or internal cognitive processes, they still are subjective and prone to error. We may draw conclusions from observing our overt behaviors but those conclusions our based on previous experiences. If our exposure to possible interpretations of certain behaviors are limited, we will likely have a limited interpretation. Perhaps, as John D. Mayer suggests, we may lack the personal intelligence to correctly interpret some behaviors within certain contexts, and this in turn leaves us “more open to picking and choosing the information” that we “do understand, omitting the more complex parts” (Mayer, 2014).

Conclusion

Self-Perception Theory offers valuable insights into the ways individuals form attitudes and beliefs about themselves and the world around them. By understanding the impact of behavior and context on self-perception, we can gain a deeper understanding of human cognition and behavior in various contexts.

By considering Self-Perception Theory, individuals, educators, marketers, and researchers can gain valuable insights into the complexities of human attitudes and behaviors, leading to a more nuanced understanding of human psychology.

This theory continues to be a subject of interest and research in the field of psychology, contributing to our understanding of the intricate ways in which individuals perceive themselves and the world.

Resources:

Bem, Daryl J. (1972) Self-Perception Theory. Advances in Experimental Social Psychology. Vol. 6. Academic Press, Inc.

Mayer, John D. (2014). Personal Intelligence: The Power of Personality and How It Shapes Our Lives. Scientific American / Farrar, Straus and Giroux.

Murphy, T. Franklin (2012). James-Lange Theory of Emotion. Psychology Fanatic. Published 3-22-2012. Accessed 2-7-2024.

Topic Specific Databases:

PSYCHOLOGY – EMOTIONS – RELATIONSHIPS – WELLNESS – PSYCHOLOGY TOPICS