ABSTRACT
The idea that close relationships can be conceptualized in terms of interpersonal exchanges is at once compelling and controversial. It is compelling because of the simplicity of its assumptions that seem to be borne out by the relationship phenomena discussed in the previous chapters. Remember that people often desire others who match their level of attractiveness. From the perspective of exchange theory, what people are doing in this process is trading levels of attractiveness to gain a fair exchange. People who desire others with similar attitudes and beliefs may similarly be trading mutual agreement. The importance of a reciprocity norm during self-disclosure in its early stages further suggests the operation of exchange principles.
