Business|05-08-2025

Does networking really pay off for your career?

A longitudinal study examined whether targeted networking—that is, building, maintaining, and using contacts—actually leads to higher salaries, faster salary growth, and greater career satisfaction. What did it find?

What exactly does “networking” mean?
In the approach studied, networking comprises six facets derived from two dimensions: (A) internal (contacts within one’s own organization) vs. external (contacts outside one’s own organization), and (I) building (initiating relationships), (II) maintaining (deepening relationships), and (III) using (applying relationships in daily work). In other words, the study measured how frequently people display such behaviors—from “actively establishing contacts” to “seeking feedback or confidential advice.”

How was the study conducted?
The study followed 235 employees in Germany over a three-year period (panel design with three measurement points). Annual salary served as an objective career indicator, and career satisfaction as a subjective one. Analyses were conducted using hierarchical linear modeling to capture both current status and growth trajectories.

What were the results?
In short: networking pays off. Those who network earn more at any given time and experience faster salary growth over time. Networking is also linked to higher career satisfaction—although satisfaction overall remained surprisingly stable during the observation period, so no growth effect on satisfaction was found.

Which networking activities are most effective?

• Detailed analyses reveal a nuanced picture across the six facets:
• For salary growth, maintaining internal contacts stands out (largest and statistically significant growth effect).
• For the current salary level, maintaining external contacts and—according to individual models—building internal contacts are particularly relevant.
• For career satisfaction, internal activities matter more (especially maintaining and building internal contacts).
• By contrast, merely using contacts continuously was less significant and may—even depending on context—be perceived as a signal of lacking one’s own problem-solving competence.

Practical takeaway:
Networking has short-term benefits (higher current salary) and—if you maintain internal relationships—long-term benefits (faster salary growth). To enhance career satisfaction, focus on building and deepening internal contacts. External contacts remain important—especially for current visibility and market value—but should not be one-sided “taking” relationships; they work best when they are mutual.

Source:
Wolff, H.-G., & Moser, K. (2009). Effects of Networking on Career Success: A Longitudinal Study. Journal of Applied Psychology, 94(1), 196–206. https://doi.org/10.1037/a0013350