When Does Entrepreneurs’ Impression Management Enhance Their Networking Performance? The Cross-Level Moderating Role of Collective Altruism

IF 4 2区 管理学 Q2 MANAGEMENT
Patrick J. Flynn, Bradley L. Kirkman, Lynn A. McFarland, Jeffrey M. Pollack
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引用次数: 0

Abstract

There is debate in the literature regarding when impression management motivates networking performance for self and others, and how well individuals perform tasks when the driving motivation is to look good. We take a novel approach to this quandary, integrate social exchange with sensemaking theories and research, and examine how networking group characteristics enable entrepreneurs to make sense of, and interpret, their collective environment and subsequently determine how they should behave to look their best. We identify collective altruism as an important group characteristic affecting how impression management tactics influence entrepreneurs’ willingness to help fellow group members. Findings from a sample of entrepreneurs ( n = 189) engaged in Business Network International (BNI) groups ( k = 24), illustrate that the relationship between entrepreneurs’ exemplification and the revenue they generate for others’ ventures and their own was more strongly positive when collective altruism was higher. Similarly, the effects of entrepreneur supplication and intimidation on revenue generated for others’ ventures were positive in groups with higher collective altruism. We discuss implications for theory and practice.
企业家的 "印象管理 "何时会提高他们的人际网络绩效?集体利他主义的跨层次调节作用
关于印象管理何时会促使自己和他人在网络中表现出色,以及个人在以 "好看 "为动力时的表现如何,文献中存在争议。我们采用了一种新颖的方法来解决这一难题,将社会交换与感官建立理论和研究结合起来,研究网络群体特征如何使创业者能够理解和解释他们所处的集体环境,进而决定他们应该如何表现,以达到最佳效果。我们发现,集体利他主义是影响印象管理策略如何影响企业家帮助其他团体成员意愿的一个重要团体特征。对参与国际商业网络(BNI)小组(k = 24)的企业家(n = 189)的抽样调查结果表明,当集体利他主义较高时,企业家的模范作用与他们为他人和自己的企业创造的收入之间的关系更强。同样,在集体利他主义较高的群体中,企业家的祈求和恐吓对为他人企业创造收入的影响也是积极的。我们讨论了这对理论和实践的影响。
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来源期刊
CiteScore
8.40
自引率
12.50%
发文量
71
期刊介绍: Group & Organization Management (GOM) publishes the work of scholars and professionals who extend management and organization theory and address the implications of this for practitioners. Innovation, conceptual sophistication, methodological rigor, and cutting-edge scholarship are the driving principles. Topics include teams, group processes, leadership, organizational behavior, organizational theory, strategic management, organizational communication, gender and diversity, cross-cultural analysis, and organizational development and change, but all articles dealing with individual, group, organizational and/or environmental dimensions are appropriate.
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