Although adult attachment has been the focus of a great deal of relationship research, few studies have attempted to examine how adult attachment style may be related to relationship initiation. This study investigates how adult attachment is associated with dating processes and patterns in a sample (N = 587) of college students at a private religious university. Results indicate that attachment anxiety and attachment avoidance are related to a pattern of being mostly dateless in a twenty-five week period. Furthermore, attachment avoidance but not anxiety is related to having fewer relationships in the period. Along with attachment avoidance and anxiety, being less attractive was also predictive of being mostly dateless in the measured period, as was being female. Physical attractiveness is the strongest predictor of having dates, as well as having relationships, but is not predictive of relationship length.

Relationship initiation is an integral part of romantic relationship development and a key developmental task of emerging adulthood (Arnett, 2004). In addition, relationship initiation practices (such as dating) have the capacity to impact the fluctuating levels of attachment insecurity (whether anxiety or avoidance) that an individual experiences over the course of emerging adulthood (Mikulincer & Shaver, 2007). In the present study, I utilized latent growth curve modeling to examine whether certain dating variables (first dates, second or more dates, relationship breakups, dateless weeks) compiled over a 32 week dating history, as well as age and gender could predict change in attachment anxiety and avoidance over four time points in a sample of 309 Latter-day Saint (LDS) emerging adults. Results indicate that dateless weeks and second or more dates predicted the rate of change (i.e. slope) of attachment anxiety and that the overarching model accounted for 25% of the variance in the slope of anxiety. Findings also showed that age predicted initial levels (i.e. intercept) of attachment anxiety and that gender predicted initial levels of attachment avoidance. Findings were discussed in terms of theoretical significance and clinical application.

Both physiological and emotional arousal can increase romantic attraction towards a desirable potential partner. Such attraction reflects relationship-initiation motivation, a connection motivation directed at a new partner, because attraction increases the drive to pursue a social interaction or relationship with another person. Therefore, arousal appears to influence the need to belong, the inherent motivation for positive social interactions. A large body of research also reveals that self-esteem influences people’s pursuit of belongingness, especially during relationship initiation. Yet the literature linking arousal and attraction and the research linking self-esteem and attraction have never been connected. The present research shows that self-esteem moderates how arousal influences relationship-initiation motivation. To examine the moderating effect of self-esteem on the relation between arousal and relationship-initiation motivation, I conducted three studies. Study 1 involved manipulating women’s physiological arousal in an anticipated social interaction. Results showed that arousal directly increased relationship-initiation motivation for higher self-esteem individuals (HSEs) but not lower self-esteem individuals (LSEs). Study 2 replicated Study 1 with men, showing that arousal increased relationship-initiation motivation for HSEs but not LSEs, but in this case, the effect wholly depended on men applying a positive emotional label to their arousal. Study 3 involved manipulating both men’s and women’s arousal in an imagined social interaction. For women, arousal directly decreased HSEs’ but increased LSEs’ relationship-initiation motivation, the opposite result to Study 1. For men, arousal directly increased HSEs’ but decreased LSEs’ relationship-initiation motivation, replicating the results of Study 2. My package of studies connects self-esteem and arousal research, unifying two formerly separate subject areas. These findings provide an underlying mechanism (i.e., arousal) that explains how social risk interacts with self-esteem to influence relationship-initiation motivation. Consequently, my research increases the breadth and depth of current self-esteem theories. / Graduate

<p>Online daters use a variety of messages to initiate relationships, some of which contain sexual content. Research has explored some extreme versions of initiation messages that contain sexual content that are used in online dating. However, there has been a lack of examination into the variation in these types of initiation strategies. The current study explored different types of initiation messages that contain sexual content used in online dating and recipients’ impressions of those messages. The first study utilized focus groups to uncover the different types of initiation messages that contain sexual content that online daters have sent and received, as well as their perceptions of those messages. The second study employed findings from Study 1 to develop and validate the impressions of initiation messages that contain sexual content (IIMCSC) scale and conduct an exploratory correlation analysis on how factors from the IIMCSC scale relate to relational outcomes. The development of a typology of initiation messages that contain sexual content along with the IIMCSC scale to measure recipients’ impressions of those messages are useful in understanding how these messages play a role in the initiation of romantic relationships. The developed tools address the need for more comprehensive understanding and investigation of the variety of sexual content exchanged in online romantic relationship initiation. </p>

This thesis aims to explore what and how Swedish micro firms use digital media towards relationship initiation in a Business-to-Business (B2B) context. Digital media has been increasingly studied in marketing over time, but it has been predominated by Business-to- Customer (B2C) context, while the Business-to-Business context lacks attention, micro B2B firms even less in particular. Moreover, previous studies show that micro B2B firms lack knowledge of how to leverage digital media and thus they have not fully exploited the benefits in relationship marketing. Therefore, this thesis anticipates gaining a better understanding of the phenomenon of digital media use by micro B2B firms towards customer relationships and focuses on the initiation stage due to its importance in the relationship marketing process as well as the limited knowledge in existing literature.  This thesis employs a qualitative and multi-case study approach to explore the focal phenomenon. Four micro companies which have less than 10 employees from the life science industryparticipate in the empirical study. The data comes from semi-structured interviews and observation of their websites and social media accounts. Each firm has conducted two interviews. The data analysis follows the Gioia methodology, including within case and across cases analysis, as well as the theory elaboration study.  This study shows that Swedish micro B2B firms rely on their own websites, email, and social media mainly LinkedIn to communicate with potential customers, hence fostering relationship initiation. These digital media have been used to trigger the interest of potential customers, establish credibility by knowledge sharing, and create value. The findings contribute to the literature by extending the knowledge of what and how digital media is used by micro B2B firms towards relationship initiation. They are in line with extant literature showing that digital media enables companies to attract customers, engage their participation, and meet as well as provide services online. In addition, they confirm that digital media can enhance their trustworthiness due to increased communication and interaction. Furthermore, the findings identify the processive process of the case firms and their potential customers from unfamiliarity to relationship initiation, which illustrates three levels of interactivity in sequence: message-based level, knowledge-based level, and participant-based level. The progress of interactivity indicates the development of the trust of potential customers.  This thesis sheds light on what digital media micro B2B firms use and how to use towards relationship initiation with unfamiliar potential customers. Also, it provides insights into how micro B2B firms could establish and increase their trustworthiness in the market. Additionally, this thesis extends the managerial implications to the society and other stakeholders.

This study addresses the rationale of using partners in relationship initiation with potential buyers and how relationship initiation takes place in triadic settings. As the authors have identified relationship initiation as an under-researched area, further research in this field is needed in order to enhance knowledge regarding the use of partners in the relationship initiation with potential buyers. Based on a case study, the authors investigate a company, their partners and potential buyers during the relationship initiation process. The data was collected through semi-structured interviews, observations and analysis of documents. A model was developed based on existing literature in order to allow the authors to analyse the data. The analysis provides an overview of how and why companies use partners to initiate relationships with buyers and how relationship initiation occurs in triadic settings. A new conceptual model was developed suggesting that any actor within this triadic setting can trigger the relationship initiation and that this process shouldn’t necessarily be regarded as sequential. This study also shows that the degree of brand awareness that a company possess can influence their relationship initiation processes.

With the capacity to connect millions of singles through the virtual world, online matchmaking has altered the traditional, face-to-face romantic relationship initiation process. Users of online matchmaking sites have easy access to thousands of available singles and can communicate with partners before ever meeting face-to-face. Specific mechanisms by which online matchmaking environments operate are likely to distort both users’ appraisals of other users and users’ appraisals of themselves. This phenomenon in dating has left researchers to speculate about the effectiveness of romantic relationship initiation in such a context, and for relationships that are successfully formed online, whether the effects of online matchmaking extend beyond the relationship initiation process to influence the subsequent progression of romantic relationships. Seventy-five single men and women were recruited and agreed to subscribe to the online matchmaking site Match.com for 30 days. Participants completed measures assessing their individual background characteristics, sociosexual orientation, personality and attachment. In the event that participants scheduled a first date with someone they met through Match.com, they completed pre and post-date measures assessing idealistic distortion of, attention to, and ease of finding alternative dating partners. Upon completion of their 30 days in the study, participants completed a follow-up questionnaire assessing the degree to which they idealistically distorted themselves to other users and their overall satisfaction and experience using Match.com. Logistic regression analyses revealed that the more users’ distorted the vitality and attractiveness of dating partners the less likely users were to experience a second date initiated by the dating partner. Future studies need to consider that traditional models of relationship initiation are out-dated and not applicable to the study of relationship initiation and progression in the context of online matchmaking. Relationship researchers need to investigate: gender differences in filtering potential partners, the function of filtering in such a context, the developmental progression of filtering and the subsequent potential heightened importance of physical attraction verses the importance of compatibility in predicting relationship initiation in the online matchmaking environment. Additionally, future research should involve comparisons of various matchmaking services’, should utilize larger sample sizes and should follow participants for a longer period of time. / text

Medan en stor mängd forskning på affärsrelationer mellan företag har fokuserat på relationers utveckling efter ett avtalat samarbete, så har mindre forskning fokuserat på hur företagen först inleder och kommer fram till ett avtalat samarbete. Den forskning som finns på detta område har främst fokuserat på antingen större eller nyetablerade företag, medan mindre, redan etablerade företag inte studerats i lika stor utsträckning. En utmaning i detta är att förstå hur tillit mellan företag bildas i ett inledande skede av affärsrelationen. Detta arbete studerar därför hur tillitsbildande faktorer påverkar bildandet av affärsrelationer i mindre företag. Genom intervjuer med fem verkställande direktörer har studien illustrerat hur tillitsbildande faktorer påverkar relationsbildningen hos mindre företag. Sociala band, referenser och kommunikation anses i studien som de viktigaste faktorerna för lyckade relationsbildningar. Arbetet avslutas med att diskutera praktiska tillämpningar och rekommendationer för framtida forskning. / While a large amount of research regarding business to business relationships has focused on the development of relationships after an agreement to cooperate, less research has focused on the initial stage leading up to this agreement. Further, most of the research on this topic has focused on either large companies or startups, while small, already established ventures has not been studied to a great extent. A central issue in business relationships is how trust is initially built between companies. Using a relationship stage model and interviews with five CEO: s the study examines how trust building factors affect the development of small, already established companies relationships in the initial stage. Social bonds, references and communication are regarded in the study as the most important trust building factors for successful relationship initiation. The study concludes by discussing practical implications and recommendations for future research.

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