Before They Were Ties: Predicting the Value of Brand-New Connections
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DEBORAH E. RUPP JOURNAL OF MANAGEMENTSummary: 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.
| Item type | Current library | Call number | Vol info | Status | Notes | Date due | Barcode | Item holds | |
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Main Library | Vol 45, Issue 7/ 55511131JA9 (Browse shelf(Opens below)) | Available | 55511131JA9 | |||||
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Main Library On Display | Vol 45, Issue 7/55511131 (Browse shelf(Opens below)) | Vol 45, Issue 7 (01/09/2019) | Not For Loan | Journal of management - September 2019 | 55511131 |
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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.
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