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Implicit Motives as Determinants of Networking Behaviors
Hans-Georg Wolff1, Julia G Weikamp2, Bernad Batinic3
1Department of Psychology, Faculty of Humanities, University of Cologne, Cologne, Germany.
Frontiers in Psychology
|May 16, 2018
Summary
Networking behaviors are crucial for career success. This study reveals that the need for achievement (nAch) is the primary driver, with need for affiliation (nAff) influencing contact building and need for power (nPow) influencing contact use.
Area of Science:
- Organizational Psychology
- Social Psychology
- Personality Psychology
Background:
- Networking behaviors are vital for career advancement.
- Previous research focused on personality traits, neglecting motivational drivers.
- Implicit motives offer insights into the 'why' behind networking.
Purpose of the Study:
- To investigate the role of implicit motives (need for power, achievement, affiliation) in networking.
- To explore how these motives relate to different facets of networking behaviors.
- To differentiate motivational underpinnings from trait-based perspectives.
Main Methods:
- Utilized McClelland's implicit motives framework.
- Employed a facet theoretical approach to analyze networking behaviors.
- Conducted an online study with 539 employed individuals, using temporally separated measures and multivariate latent regression.
Main Results:
- Need for achievement (nAch) demonstrated a general positive relationship with networking.
- Need for affiliation (nAff) was positively linked to building contacts.
- Need for power (nPow) was positively associated with using internal contacts.
Conclusions:
- Networking is driven by multiple motives, not solely social factors.
- The need for achievement emerges as the most significant predictor of networking behaviors.
- Understanding implicit motives enhances explanations of instrumental networking strategies.
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