Universität zu Köln

Wolff, Hans-Georg ORCID: 0000-0002-6945-2764, Weikamp, Julia G. and Batinic, Bernad (2018). Implicit Motives as Determinants of Networking Behaviors. Front. Psychol., 9. LAUSANNE: FRONTIERS MEDIA SA. ISSN 1664-1078

Full text not available from this repository.

Abstract

In today's world of work, networking behaviors are an important and viable strategy to enhance success in work and career domains. Concerning personality as an antecedent of networking behaviors, prior studies have exclusively relied on trait perspectives that focus on how people feel, think, and act. Adopting a motivational perspective on personality, we enlarge this focus and argue that beyond traits predominantly tapping social content, motives shed further light on instrumental aspects of networking or why people network. We use McClelland's implicit motives framework of need for power (nPow), need for achievement (nAch), and need for affiliation (nAff) to examine instrumental determinants of networking. Using a facet theoretical approach to networking behaviors, we predict differential relations of these three motives with facets of (1) internal vs. external networking and (2) building, maintaining, and using contacts. We conducted an online study, in which we temporally separate measures (N = 539 employed individuals) to examine our hypotheses. Using multivariate latent regression, we show that nAch is related to networking in general. In line with theoretical differences between networking facets, we find that nAff is positively related to building contacts, whereas nPow is positively related to using internal contacts. In sum, this study shows that networking is not only driven by social factors (i.e., nAff), but instead the achievement motive is the most important driver of networking behaviors.

Item Type:	Journal Article
Creators:	Creators Email ORCID ORCID Put Code Wolff, Hans-Georg UNSPECIFIED orcid.org/0000-0002-6945-2764 UNSPECIFIED Weikamp, Julia G. UNSPECIFIED UNSPECIFIED UNSPECIFIED Batinic, Bernad UNSPECIFIED UNSPECIFIED UNSPECIFIED
URN:	urn:nbn:de:hbz:38-188945
DOI:	10.3389/fpsyg.2018.00411
Journal or Publication Title:	Front. Psychol.
Volume:	9
Date:	2018
Publisher:	FRONTIERS MEDIA SA
Place of Publication:	LAUSANNE
ISSN:	1664-1078
Language:	English
Faculty:	Faculty of Human Sciences
Divisions:	Faculty of Human Sciences > Department Psychologie
Subjects:	Psychology
Uncontrolled Keywords:	Keywords Language POLITICAL SKILL; CAREER SUCCESS; ORGANIZATIONAL EMBEDDEDNESS; ACHIEVEMENT-MOTIVATION; EXTERNAL NETWORKING; JOB SEEKERS; PERSONALITY; WORK; PERFORMANCE; MANAGERIAL Multiple languages Psychology, Multidisciplinary Multiple languages
Refereed:	Yes
URI:	http://kups.ub.uni-koeln.de/id/eprint/18894