The effect of proactive personality and perceived organizational support on Tertius Iungens Orientation and the moderating role of organizational openness

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dc.contributor Aalto University en
dc.contributor Aalto-yliopisto fi
dc.contributor.author Koiste, Ville
dc.date.accessioned 2013-12-02T09:16:11Z
dc.date.available 2013-12-02T09:16:11Z
dc.date.issued 2013
dc.identifier.uri https://aaltodoc.aalto.fi/handle/123456789/11694
dc.description.abstract Abstract: Tertius iungens orientation (TIO) is a strategic, behavioral orientation towards closing structural gaps in one's social network and it relates to creating ties between unfamiliar parties. The purpose of this study is to clarify the effect of both proactive personality (PRO) and perceived organizational support (POS) on TIO. Similarly, the effect of functional area is studied and in this case from the perspective of sales function. In addition, this thesis studies the moderating effect of organizational openness (OPEN) on these three relationships. TIO has been held as an important contributor to and facilitator of the innovativeness of an individual. The data was collected through survey that was part of the Innonets II -project of Aalto University School of Business' Marketing department. The data collected with web-questionnaire consisted of 34 companies from different industries. The survey had two separate questionnaires for different hierarchical levels; one for middle management and one for their subordinates. The data consisted of 191 supervisor responses and 1004 employee responses and constructed hypotheses were analyzed with hierarchical linear modeling (HLM). The results of this study show that PRO and POS have positive relationships with TIO. Additionally, TIO seems to be stronger among people working at sales function. The moderating effect of OPEN was also studied. OPEN did not seem to have a positive moderating effect on the PRO - TIO or POS - TIO relationships. On the other hand, OPEN did strengthen the positive association between sales tasks and TIO. The presented results enable organizations to develop innovativeness through management and supervision issues. This thesis offers new information regarding the facilitating factors that may increase the voluntary and collective networking among employees. This is especially important among knowledge intensive industries. Keywords: Tertius iungens orientation, proactive personality, perceived organizational support, organizational openness, sales, innovation, knowledge network en
dc.format.extent 89
dc.format.mimetype application/pdf en
dc.language.iso en en
dc.title The effect of proactive personality and perceived organizational support on Tertius Iungens Orientation and the moderating role of organizational openness en
dc.type G2 Pro gradu, diplomityö fi
dc.contributor.school Kauppakorkeakoulu fi
dc.contributor.school School of Business en
dc.contributor.department Department of Management and International Business en
dc.contributor.department Johtamisen ja kansainvälisen liiketoiminnan laitos fi
dc.subject.keyword Tertius iungens orientation
dc.subject.keyword proactive personality
dc.subject.keyword perceived organizational support
dc.subject.keyword organizational openness
dc.subject.keyword sales
dc.subject.keyword innovation
dc.subject.keyword knowledge networks
dc.identifier.urn URN:NBN:fi:aalto-201312038009
dc.type.dcmitype text en
dc.programme.major Organization and Management en
dc.programme.major Organisaatiot ja johtaminen fi
dc.type.ontasot Master's thesis en
dc.type.ontasot Pro gradu tutkielma fi
dc.subject.helecon johtaminen
dc.subject.helecon management
dc.subject.helecon organisaatio
dc.subject.helecon organization
dc.subject.helecon psykologia
dc.subject.helecon psychology
dc.subject.helecon verkostot
dc.subject.helecon networks
dc.subject.helecon suhdetoiminta
dc.subject.helecon public relations
dc.subject.helecon kehitys
dc.subject.helecon development
dc.subject.helecon myynti
dc.subject.helecon sales
dc.subject.helecon innovaatiot
dc.subject.helecon innovations
dc.subject.helecon osaaminen
dc.subject.helecon competence
dc.ethesisid 13327
dc.date.dateaccepted 2013-05-31
dc.location P1 I


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