Interpersonal Dynamics in Business Disciplines: Formulating a Hierarchy of Relational Motives
Authors
Ronald R. Rojas
School of Advanced Studies, University of Phoenix, Tampa, Florida
Abstract
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.