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Effectiveness of Brokering within Account Management Organizations

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Author Info
Dekker, D.J.
Stokman, F.
Franses, Ph.H.B.F. (Erasmus Research Institute of Management (ERIM), RSM Erasmus University)

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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.

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Publisher Info
Paper provided by Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam. in its series Research Paper with number ERS-2003-078-MKT Revision_Date: 2008-07-02.

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Date of creation: 01 Jan 2003
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Handle: RePEc:dgr:eureri:30001131

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Related research
Keywords: social networks broker theory account management simmelian ties network constraint

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This page was last updated on 2008-9-3.


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