Effectiveness of Brokering within Account Management Organizations
48 Pages Posted: 29 Jan 2004
Date Written: January 2003 1,
Abstract
We present a model that integrates the contradicting Burtian and Krackhardtian broker theories to explain effectiveness of brokering for individuals within account management organizations. Using data on a network of 55 individuals in a financial account management organization, we test how brokerage of different resource relationships and Simmelian trust relationships affect individual effectiveness. We find that although brokering in ‘specification’ processes enhances effectiveness, it harms to broker in ‘delivery’ processes. Furthermore, brokers of Simmelian trust relationships appear to face more diverse role expectations, which causes role ambiguity that reduces effectiveness. These results have implications for account management organization.
Keywords: social networks, broker theory, account management, simmelian ties, network constraint
JEL Classification: M, M31, C44, C50
Suggested Citation: Suggested Citation
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