Professor of Strategy
Structured Foci; Networking Tendencies; Promotions; Range;
The authors studied 459 Ukrainian civil servants to determine how career network-building behavioral tendencies relate to network range and promotion speed.The authors identify two main behavioral tendencies for initiating social relationships: (a) networking within formal structured groups organized around activities created specifically to encourage members to form personal bonds (structured foci) and (b) individually driven networking outside these structured foci. The study shows that individually driven networking is related to broader network range, while structured foci networking has an inverted-U relationship to network range.The optimal networking for range involves a moderate level of structural foci networking and high levels of individually driven networking. Broad network range is related to faster promotion speed to higher organizational levels. Extroverts have a tendency toward individually driven networking, while high Machiavellians have a tendency toward both individually driven and structured foci networking.