Reconnection Choices: Selecting the Most Valuable (vs. Most Preferred) Dormant Ties

• 成果类型: Article
• 署名作者: Walter, Jorge; Levin, Daniel Z.; Murnighan, J. Keith
• 署名单位: George Washington University; Rutgers University System; Rutgers University Newark; Rutgers University New Brunswick; Northwestern University
• 刊物名称: ORGANIZATION SCIENCE
• ISSN/ISSBN: 1047-7039
• DOI: 10.1287/orsc.2015.0996
• 发表日期: 2015
• 页码: 1447-1465
• 关键词: dormant ties; social networks; Knowledge transfer; advice seeking; interpersonal ties; ANXIETY; TIE STRENGTH

摘要

Recent research has shown that reconnecting long-lost, dormant ties can yield tremendous value, often more than active ties. Yet two key research questions remain unanswered: which of a person's many dormant ties provide the most value, and which are advice seekers most inclined to choose as reconnection targets? In the current study, we asked executives to seek advice on an important work project from two dormant ties (their first, most preferred choice plus one selected randomly from their next nine most preferred choices) and to respond to surveys before and after their reconnections. This two-stage design allowed us to make causal inferences about the executives' advice-seeking preferences and the value of reconnecting certain types of dormant ties. Our results show that the most valuable reconnections are to people who provide novelty (by not having spent much time together in the past and having higher status) as well as engagement (by being trustworthy and willing to help). Our executive participants, however, preferred neither novelty nor engagement. Rather, the prospect of reconnecting can make people feel anxious. To avoid this discomfort, executives preferred contacts with whom they had spent a lot of time together in the past, thereby actually reducing novelty. Thus, our findings identify critical biases in executives' reconnection preferences as well as insights into how to make more effective reconnections. Our discussion presents broader implications of these findings for advice seeking and social networks.