Purpose Networking behaviour is essential for building instrumental social relationships in the work domain that facilitate organisational and career outcomes. While most research on networking determinants examined stable dispositions, interest in malleable determinants that lend themselves to interventions has recently increased. We use the theory of planned behaviour (TPB) to extend the range of malleable predictors and integrate them into an overarching model. Design/methodology/approach We investigate whether networking attitudes, subjective norms and perceived behavioural control are positively related to networking intentions and, in turn, to networking behaviour. We use a three-wave survey design (N = 155) and employ regression analyses and relative weights analysis. Findings Perceived behavioural control and subjective norms are the most important drivers of networking intentions, whereas attitudes appear less influential when considered alongside other TPB predictors. Networking intentions mediated the relationship between these drivers and networking behaviours. Originality/value The TPB lens integrates research on attitudes and perceived behavioural control into a single model and extends it to account for social norms. Our findings indicate that although changing attitudes may benefit networking, we recommend perceived behavioural control and subjective norms as more promising levers to change networking behaviours.
Weihrauch et al. (Tue,) studied this question.