A Prevention Focus: Networking Feels Like Dirty Work

Researchers examined how encouraging a promotion or prevention focus might influence people’s responses to networking.
They looked at two different kinds of networking: spontaneous, unintentional networking and intentional, concerted glad-handing.

Results of various related studies showed that promotion focus results in fewer feelings of impurity, but a prevention focus has you reaching for a hand sanitizer.

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MORE IDEAS ON THIS

Making Networking Less Uncomfortable

In an extensive research, it was found that the more promotion-focused respondents were, the less impure they felt about networking; the more prevention-focused they were, the more they experienced that “ick” factor.

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Research Into Practice

Further statistical analysis confirmed that it was the greater feelings of impurity that led people in the prevention group to network less than people in the promotion group. In other words, if you can shake off the dirty feeling, you’re more likely to shake new hands.

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Washing Your Hands of Networking Discomfort

Research offers a simple way to help reluctant networkers overcome their discomfort.
The more you view networking through that promotion-focused lens, the easier it will feel, and the more likely you’ll be to actually do it.
Remind yourself that networking isn’t just selfish....

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