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Download File A Cognitive Compass for a Social World: The Effects of Lay Theories on Networking Engagement Claudius Alexander Hildebrand Submitted in partial fulfillment of the requirements for the degree of Doctor of Philosophy under the Executive Committee of the Graduate School of Arts and Sciences COLUMBIA UNIVERSITY 2015 © 2015 Claudius A. Hildebrand All rights reserved ABSTRACT A Cognitive Compass for a Social World: The Effects of Lay Theories on Networking Engagement Claudius Alexander Hildebrand Conventional wisdom and a wealth of research suggest that effective networks are an important key to career success. Yet, why do so many people struggle to build and maintain professional relationships? In this dissertation I argue that, rather than not knowing how to network, most people feel conflicted about the idea of networking. The present research applies a motivational framework to networking. Building on the idea of lay theories in motivational psychology, this dissertation investigates how lay theories of social intelligence influence networking engagement. Hereby, I distinguish between fixed (social intelligence is inborn and static) and growth (social intelligence can be nurtured and developed) theories of social intelligence and develop a new Lay Theories of Social Intelligence (LaySI) scale. Results show that LaySI is a distinct construct and predicts engagement in networking above and beyond the effects of personality traits. Using multiple methodologies, including experiments and field studies, this dissertation shows that people holding fixed theories not only feel less engaged, but also are less likely to create new relationships and seek fewer opportunities to network. Tracing the mechanism for reduced engagement, this dissertation identifies two mediators by which fixed theories inhibit networking engagement: people’s attitudes toward networking as immoral and futile endeavor. Important for professionals, the present research shows that lay theories can be updated by providing new information to promote networking engagement, even among seasoned executives. By examining what people actually believe or feel about professional networking, the present research contributes to a more complete understanding of the motivational psychology of networking. Similarly, this dissertation enriches and extends traditional networks literature by demonstrating how cognitive antecedents influence the formation of relationships. TABLE OF CONTENTS LIST OF TABLES..........................................................................................................................iv LIST OF FIGURES.........................................................................................................................v ACKNOWLEDGEMENTS............................................................................................................vi INTRODUCTION...........................................................................................................................1 CHAPTER 1 In Search of Social Capital ......................................................................................................... 3 Rational Choice Models ...................................................................................................... 3 Network Positions ............................................................................................................... 4 Network Perception ............................................................................................................ 5 Personality........................................................................................................................... 6 Networking Scales .............................................................................................................. 7 Conceptualizing Instrumental Networking ................................................................................ 8 Networking as Agency ........................................................................................................ 9 CHAPTER 2 A Lay Perspective on Networking: Theoretical Model ............................................................ 13 Networking Engagement .................................................................................................. 14 Attitudes toward Networking ............................................................................................ 17 Lay Theories ..................................................................................................................... 20 Consequences of Lay Theories: Hypothesis Development ...................................................... 24 Lay Theories of Social Intelligence .................................................................................. 24 CHAPTER 3 Scale Construction .................................................................................................................... 29 i Participants and Procedure ................................................................................................ 29 Measures ........................................................................................................................... 29 Results ............................................................................................................................... 30 Scale Validation ....................................................................................................................... 31 Participants and Procedure ................................................................................................ 31 Measures ........................................................................................................................... 31 Results ............................................................................................................................... 32 Discussion ......................................................................................................................... 33 CHAPTER 4 Manipulating Lay Theories and Mediation .............................................................................. 34 Participants ........................................................................................................................ 34 Manipulation ..................................................................................................................... 34 Measures ........................................................................................................................... 35 Results ............................................................................................................................... 36 Discussion ......................................................................................................................... 38 CHAPTER 5 Field Experiment ...................................................................................................................... 39 Participants and Procedure ................................................................................................ 39 Results ............................................................................................................................... 41 Discussion ........................................................................................................................ 43 CHAPTER 6 Attending Networking Events .................................................................................................. 44 Participants and Procedure ................................................................................................ 44 Measures ........................................................................................................................... 45 ii Results ............................................................................................................................... 46 Discussion ......................................................................................................................... 48 CHAPTER 7 Behavioral Dynamics at a Networking Event .......................................................................... 49 Methodology ..................................................................................................................... 49 Measures ........................................................................................................................... 52 Stochastic Actor-Based Modeling .................................................................................... 54 Results ............................................................................................................................... 55 Discussion ......................................................................................................................... 58 CHAPTER 8 General Discussion ................................................................................................................... 59 Theoretical Contribution ................................................................................................... 60 Implications for Practice ................................................................................................... 62 Limitations ........................................................................................................................ 63 Future Directions .............................................................................................................. 65 Conclusion ...............................................................................................................................
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