Before They Were Ties: Predicting the Value of Brand-New Connections

Autor:	Daniel Z. Levin, Jorge Walter
Rok vydání:	2018
Předmět:	Microeconomics Work (electrical) Strategy and Management 0502 economics and business 05 social sciences Economics 050109 social psychology 0501 psychology and cognitive sciences Knowledge transfer Value (mathematics) 050203 business & management Finance Social capital
Zdroj:	Journal of Management. 45:2861-2890
ISSN:	1557-1211 0149-2063
DOI:	10.1177/0149206318769994
Popis:	Complementing and extending prior studies on the value of existing work relationships, this study examines whether we can predict the value of brand-new ties before people ever meet. We examine this question by developing three sets of hypotheses reflecting the three main perspectives in the social networks literature: the resource (actor), dyadic (tie), and structural (network) perspective. To test our hypotheses, we asked executives to reach out for advice from someone they had never met and to complete a survey of their various thoughts about the other person both before and after making a connection. We find support for all three perspectives after a connection has been made; however, before tie formation, we find evidence only for the structural perspective. Our results suggest that the lack of reliable information about strangers obscures which brand-new ties will turn out to be more valuable but that surrounding network structures remain a reliable predictor of value, even for brand-new ties.
Databáze:	OpenAIRE
Externí odkaz:	https://explore.openaire.eu/search/publication?articleId=doi_________::b538087cb5a9323dcea07f232c0add2c https://doi.org/10.1177/0149206318769994 Zobrazit plný text záznamu