When Does Entrepreneurs’ Impression Management Enhance Their Networking Performance? The Cross-Level Moderating Role of Collective Altruism

Abstract

There is debate in the literature regarding when impression management motivates networking performance for self and others, and how well individuals perform tasks when the driving motivation is to look good. We take a novel approach to this quandary, integrate social exchange with sensemaking theories and research, and examine how networking group characteristics enable entrepreneurs to make sense of, and interpret, their collective environment and subsequently determine how they should behave to look their best. We identify collective altruism as an important group characteristic affecting how impression management tactics influence entrepreneurs’ willingness to help fellow group members. Findings from a sample of entrepreneurs ( n = 189) engaged in Business Network International (BNI) groups ( k = 24), illustrate that the relationship between entrepreneurs’ exemplification and the revenue they generate for others’ ventures and their own was more strongly positive when collective altruism was higher. Similarly, the effects of entrepreneur supplication and intimidation on revenue generated for others’ ventures were positive in groups with higher collective altruism. We discuss implications for theory and practice.