Abstract
Despite their value, making use of dormant ties is made difficult by our frequent inaptitude in recalling them. A key reason for this inaptitude lies in the pervasiveness of the recency heuristic. Whether the adverse effects of said heuristic may be overcome, and by whom, are the questions we ask in this study. To provide an answer, we implement a novel multistep methodology. We analyze the cognitive network activation patterns of 193 individuals to identify and understand differences in the ability to recall dormant ties. Our focus is on self-monitoring, which is characterized by attentiveness and adaptability to the current social context. We argue that high self-monitors are able to both collect resource- related information about their network, as well as to overcome cognitive heuristics by focusing more strongly on this information. As a result, dormant ties relevant to their agenda are less likely to elude them. Through these insights, we contribute to the recent stream of literature on the micro-foundations of social networks by showing how inter- individual differences affect people’s ability to overcome their ingrained cognitive heuristics.
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