Name
Title | ||
|---|---|---|
Agency in Action: Entrepreneurs' Networking Style and Initiation of Economic Exchange |
Abstract | ||
|---|---|---|
This multimethod study investigates the effects of entrepreneurs' interpersonal networking style on the initiation of interorganizational exchange ties. I use inductive theorizing to make a distinction between interpersonal networking actions aimed at adding new contacts (network-broadening actions) versus managing existing contacts (network-deepening actions). I reason that because networking actions alter the cost-benefit calculus of using referrals, the extent to which entrepreneurs rely on referrals when searching for new exchange partners should vary with their networking actions. I then propose that entrepreneurs are likely to add fewer new exchange partners when they rely more on referrals to search. The empirical analysis employs a longitudinal design using data coded from the business cards of new contacts formed over a two-month period by a panel of Indian entrepreneurs operating business-to-business ventures. This study makes a theoretical contribution by identifying decision makers' networking style as a distinct mechanism shaping partner selection for their organization. Specifically, the study shows entrepreneurs using more network-deepening actions initiate fewer new economic exchanges, due (in part) to their increased reliance on referral-based search, whereas entrepreneurs using more network-broadening actions initiate more new economic exchanges due (in part) to their decreased reliance on referral-based search. |
Year | DOI | Venue |
|---|---|---|
2012 | 10.1287/orsc.1100.0567 | Organization Science |
Keywords | Field | DocType |
new exchange partner,new economic exchange,fewer new exchange partner,network-deepening action,networking action,economic exchange,referral-based search,new contact,network-broadening action,fewer new economic exchange,networking style,interpersonal networking action,entrepreneurship | Entrepreneurship,Interpersonal communication,Public relations,Business,Referral | Journal |
Volume | Issue | ISSN |
23 | 2 | 1047-7039 |
Citations | PageRank | References |
9 | 0.98 | 3 |
Authors | ||
1 | ||
Name | Order | Citations | PageRank |
|---|---|---|---|
| Balagopal Vissa | 1 | 17 | 1.63 |