Relationship Formation and Change in Ego Networks: A Regulatory Focus Framework

Drawing on regulatory focus and brokerage literatures, we develop new theory that explains individuals’ motivation to form and change their relationships in organizational networks. Specifically, we examine how promotion and prevention regulatory foci influence such relational processes as tie formation, maintenance, dissolution, and reconstitution. We further explore the relationship between motivational orientations of regulatory foci and relational orientations to brokerage (i.e., tertius iungens/gaudens) and develop a typology that outlines four major ego-level configurations. Each of the four configurations, labeled dutiful coordinators, aspirational arbitrators, versatile brokers, and indifferent egos, offers distinct predictions on network change and structuring. Overall, our theory contributes to organization theory by elaborating on the important role of ego motivation and strategy in organizational networks, and in so doing, advances research that focuses on individual agency in social networks and complements structuralist approaches to understanding social network dynamics.