The behaviours of relationship building : a networking view

Using a framework of early stage or "pre" relationship development, this paper reports survey findings of how business professionals undertake networking, specifically at networking events. The focus is on the micro level behaviour that they engage in prior, during and after their attendance at an event. Using chi square analysis, the data was analysed so as to identify possible associations between four key demographic variables and a range of networking activities. Both the way networking is approached and actual networking behaviour were considered. Cluster analysis was used to develop behaviourally-based segments, i.e. the micro behaviour attendees engage in during the event phases. A key finding emerging is that the amount of recent attendance at events influences networking behaviour (and possibly vice versa) irrespective of network event experience. Subsequent networking behaviour is likely to be more effective.