“We are looking at the motives people have in their head as they approach networking,” Gino says. “Academic literature talks about promotion versus prevention, two motivational systems that serve different basic needs. In prevention mode, you’re thinking about your oughts, duties, and obligations. In promotion mode, you’re thinking about growth, advancement, and accomplishments.
“In work in progress,” she continues, “we find that using a promotion approach helps people avoid the feelings of dirtiness that can come with professional networking. We are interested in exploring others ways in which such feelings can be reduced or eliminated, given the benefits networking has on people’s development, performance, and career.”