Managerial Level and Subunit Function as Determinants of Networking Behavior in Organizations

This article describes a field study conducted to test a conceptual model on situational determinants of networking behavior. The findings indicated support for a new measure of internal and external networking behavior. Consistent with our model, external networking was affected by managerial function and level, but internal networking was affected only by managerial level. Dependencies partially mediated the effects of managerial function and level on networking behaviors. The amount of dependency on different types of network members also varied by level and function. However, the reasons given by managers for dependency on key network members were similar for internal and external networks. Rate of advancement for managers was predicted weakly by their internal and external networking.