Dioszegi, Balint, Ter Wal, Anne L.J., Tartari, Valentina, Laureiro-Martinez, Daniella and Brusoni, Stefano (2024) Understanding expertise search strategies at networking events: an exploratory study using sociometric badges. Social Science Research Network (SSRN). ISSN 1556-5068 (Online)

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Abstract

In this study we ask how individuals search for experts at networking events. Building on the intuition that individuals’ propensities to engage in certain search actions, as well as their effectiveness in locating experts, will depend on the quality and salience of the metaknowledge they have about others, we conducted an expert search game as a field experiment in which we randomly assigned participants – researchers in a multinational corporation – to one of three treatment conditions, reflecting varying degrees of search planning. Based on data from sociometric badges, we derive a taxonomy of the micro-decisions individuals make at events. We find that letting others approach yields more referrals than taking the initiative in starting conversations, and that planning increases the tendency to maintain such initiative even when doing so is ineffective – a possible manifestation of the Einstellung effect.

Item Type:	Article
Uncontrolled Keywords:	networking behavior, sociometric badges
Subjects:	H Social Sciences > H Social Sciences (General) L Education > L Education (General)
Faculty / School / Research Centre / Research Group:	Greenwich Business School Greenwich Business School > School of Business, Operations and Strategy
Last Modified:	12 Dec 2024 16:08
URI:	http://gala.gre.ac.uk/id/eprint/48213

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