Psychology of Networking

What motivates people to engage in professional networking? How can it be done effectively and authentically?

What We've Learned About Networking (and Why Your Motives Matter)

Over the past year, my colleagues and I have been exploring a question that comes up all the time in workshops and mentoring conversations: Why do some people love networking while others avoid it altogether?

We dug into this by talking with professionals across industries and reviewing psychological research. What we discovered is that people network for different reasons—and those reasons really matter. We call them Professional Networking Motives (PNMs), and they shape not only how people approach networking, but also how effective it is for their career growth.

Some people network to learn. Others do it to feel connected, to support others, or to open doors for themselves. And here’s what’s interesting: your "why" can completely change your "how"—and ultimately your results.

Here are a few practical takeaways from what we’ve learned:

Check in with your motive. Before heading into a networking event or meeting someone new, ask yourself: Why am I doing this? Awareness makes a difference.

Lead with genuine curiosity or generosity. These motives often lead to more meaningful, long-term connections.

Be mindful of coming across as transactional. When networking feels forced or self-serving, it tends to backfire.

There’s no single right way. What works for one person may not work for another—your approach should fit your values and comfort zone.

Our hope is that by understanding the why behind networking, more people will feel empowered to approach it in a way that feels authentic—and ultimately, more effective.

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