Interpersonal Dynamics in Business Disciplines: Formulating a Hierarchy of Relational Motives

Ronald R. Rojas


This article analyzes the topic of relational motives within the business disciplines and represents one attempt in responding to criticisms of a lacking framework capable of providing wider and more coherent understandings of relational typologies. By means of a review of the management and leadership literature and using a utility-by-motives clustering, six relational motives are identified and ordered hierarchically using a paired comparison methodology. The value of this approach for scholars and practitioners is explored and specific areas of further research are suggested.


hierarchy of relationships; interpersonal relationships; management practices; relational motives; relational leadership

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