Relationship Initiation Processes Research Articles

How Do Ideal Friend Preferences and Interaction Context Affect Friendship Formation? Evidence for a Domain- General Relationship Initiation Process

This research examined how people’s ideal friend preferences influence the friendship formation process. In an extension of prior research on romantic relationship initiation, we tested whether the match between participants’ ideals and a partner’s traits affected participants’ interest in forming a new friendship in three contexts: evaluating a potential friend’s profile, meeting in-person, and chatting online. Results revealed that participants were more interested in becoming friends with a partner whose traits matched (vs. mismatched) their ideal friend preferences when evaluating his or her profile. After a live interaction, however, the effect of the ideal-perceived trait match manipulation on participants’ friendship interest was substantially reduced in both in-person and online chatting contexts. People’s ideal friend preferences may influence their friendship interest more strongly in descriptive (i.e., indirect) than interactive (i.e., direct) contexts, a finding that mirrors prior results from the romantic domain and documents a role for domain-general relationship initiation processes.

From first email to first date: Strategies for initiating relationships in online dating

The present study explores the relationship initiation process in online dating using participants’ ( N = 105) naturally occurring email messages to a prospective romantic partner. Data were collected online at time one, and participants were recontacted at time two (after meeting their partner offline) to assess the likelihood of continued interaction. A qualitative content analysis uncovered 7 broad categories and 18 subcategories of strategies for initiating relationships in online dating. The analysis indicated that participants’ relationships followed a trajectory that often began with the use of pickup lines to initiate contact and culminated with the transition offline. Along the way, they alternated between strategies for attracting and selecting a partner, constructing an authentic self-presentation, creating a shared context for interaction, revealing and seeking information, and adapting to the online dating environment. Additional quantitative analyses revealed differences in strategy use related to gender and the outcome of the first date. That is, men were generally more direct than women (e.g., by sending the first message), and those who discussed their mate preferences tended to report a higher likelihood of a second date than other participants. The results have implications for the hyperpersonal model, as well as for illuminating the evolution of online dating relationships from the first contact with a partner to meeting offline.

Building B2B relationships via initiation contributors: Three cases from the Norwegian-South Korean international project business

Initiation is still an unclear phase of B2B relationship development. Here, we build on existing theoretical knowledge derived from relationship development, project marketing and international business literature. We use this to analyze three cases of business relationship initiations between Norwegian and South Korean actors in the shipping industry. By piecing together theoretical and empirical insights, we develop a dynamic model of the relationship initiation process that highlights the role of initiation contributors in international project business. The developed model reveals that multiple entities— such as contacts, rituals and standards—serve as initiation contributors. These trigger or facilitate the focal dyadic relationship initiation, while also preparing future initiations in the focal context. Thus, our key contribution is to bring processual and contextual dimensions to business relationship initiation. Our research also suggests practical insights as to which actors and entities suppliers need to mobilize, in order to initiate new business relationships in international project business contexts.

Start-ups initiating business relationships: process and asymmetry

PurposeThe purpose of this paper is to develop an understanding of how start-ups initiate business relationships and to identify the subprocesses that characterise business-relationship initiations in a start-up context.Design/methodology/approachThe paper builds on business-relationship initiation models, develops a theoretical framework of relationship initiation and its subprocesses and, in a multiple-case study, applies this framework to seven relationship initiations by start-ups.FindingsThe key findings of this study describe the process of business-relationship initiation by start-ups, which comprise six subprocesses. The authors’ detailed and structured initiation-process analyses show how the initiation process occurs in a start-up context and how start-ups develop their relationships. The authors’ analyses also reveal typical patterns and critical issues, such as asymmetry, that characterise start-ups’ business-relationship initiations, particularly with bigger players.Research limitations/implicationsThis paper develops a model of the relationship-initiation process, uses it in a start-up context and identifies the critical characteristics, including asymmetry, of start-up initiations; these contributions address both the literature on start-ups and the literature on relationship initiation and development.Originality/valueThis paper is the first to focus on how start-ups initiate business relationships; previous studies of business-relationship initiation have focussed on mature firms. Using the industrial marketing and purchasing approach, the paper contributes to shifting the focus from interactions between resource entities to relationship-initiation processes in the context of start-ups.

Sex Unleashes Your Tongue: Sexual Priming Motivates Self-Disclosure to a New Acquaintance and Interest in Future Interactions.

Research has demonstrated the contribution of sexual activity to the quality of ongoing relationships. Nevertheless, less attention has been given to how activation of the sexual system affects relationship-initiation processes. Three studies used complementary methodologies to examine the effect of sexual priming on self-disclosure, a relationship-promoting behavior. In Study 1, participants were subliminally exposed to sexual stimuli (vs. neutral stimuli), and then disclosed over Instant Messenger a personal event to an opposite-sex stranger. Results showed that merely thinking about sex, even without being aware of it, encouraged self-disclosure. Study 2 replicated these findings in relatively naturalistic conditions (live face-to-face interactions following supraliminal video priming). Study 3 extended these findings, indicating that sexual priming facilitated self-disclosure, which, in turn, increased interest in future interactions with the stranger. Together, these findings suggest that activation of the sexual system encourages the use of strategies that allow people to become closer to potential partners.

Factors limiting romantic relationship formation for individuals with early psychosis.

Although many young adults with early psychosis (EP) desire to engage in a romantic relationship, many report having difficulties in engaging in such a relationship. However, almost no research has been conducted on factors potentially explaining impairments in their ability to form romantic relationships. To compare an EP single young adult sample with single students or students in stable romantic relationships on factors that can cause difficulties in romantic relationship initiation processes METHODS: Cross-sectional study comparing these three groups (n = 83) on self-esteem, attachment, social functioning and perceived difficulties in dating. No significant group differences were found on self-esteem, although lack of confidence was the second most frequent reason evoked by EP participants when asked why they were single. EP participants had greater attachment preoccupation than students involved in a relationship. Single EP individuals rated their social interaction abilities higher compared with single students, but did not engage in social interactions more often. Both single EP participants and single students had more negative perceptions of their intimacy abilities and fewer intimacy behaviours compared with participants involved in a relationship. Potential interventions to improve EP young adult's capacity to engage in romantic relationships could target perception of their interaction skills, preoccupation about being loved, negative perception of their intimacy abilities, frequency of intimacy related behaviours and lack of confidence.

A tutorial on analyzing data from speed‐dating studies with heterosexual dyads

AbstractSpeed‐dating studies provide a useful venue for studying attraction and other relationship initiation processes. They provide researchers with a unique opportunity to assess how much a dyadic behavior (e.g., attraction) is due to some relationship‐specific adjustment or the dispositional tendencies of the two people interacting. Researchers can also investigate the impact of individual difference variables on relationship initiation outcomes. This article shows researchers how to address such interesting questions by providing an extended treatment of how to apply the social relations model (D. A. Kenny & L. La Voie, 1984) to data from a typical speed‐dating study with heterosexual dyads. The statistical program SPSS is used given its widespread use and accessibility.

Acceptance is in the eye of the beholder: Self-esteem and motivated perceptions of acceptance from the opposite sex.

Social risk elicits self-esteem differences in signature social motivations and behaviors during the relationship-initiation process. In particular, the present research tested the hypothesis that lower self-esteem individuals' (LSEs) motivation to avoid rejection leads them to self-protectively underestimate acceptance from potential romantic partners, whereas higher self-esteem individuals' (HSEs) motivation to promote new relationships leads them to overestimate acceptance. The results of 5 experiments supported these predictions. Social risk increased activation of avoidance goals for LSEs on a word-recall task but increased activation of approach goals for HSEs, as evidenced by their increased use of likeable behaviors. Consistent with these patterns of goal activation, even though actual acceptance cues were held constant across all participants, social risk decreased the amount of acceptance that LSEs perceived from their interaction partner but increased the amount of acceptance that HSEs perceived from their interaction partner. It is important to note that such self-esteem differences in avoidance goals, approach behaviors, and perceptions of acceptance were completely eliminated when social risk was removed.

Initiation of business relationships in service-dominant settings

Industrial companies today are becoming increasingly service-oriented and therefore need to shift from selling hardware to valuing services and managing customer relationships. A new and particularly significant challenge for these companies is how to initiate relationships which is an issue that has received surprisingly limited scientific attention. The aim of this study is to develop a conceptualization that explores the dynamics in the relationship initiation process in service-dominant settings. Narratives from three sellers of professional services, augmented with narratives from a buyer's view, form the empirical basis of the study. The dynamics in the relationship initiation process are clarified with three new concepts: status, converter, and inhibitor. The paper concludes with implications of the new conceptualization and suggestions for future research.