Effectiveness of Brokering within Account Management Organizations
AbstractWe 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 â€˜specificationâ€™ processes enhances effectiveness, it harms to broker in â€˜deliveryâ€™ 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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Bibliographic InfoPaper 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.
Date of creation: 01 Jan 2003
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Web page: http://www.erim.eur.nl/
social networks; account management; broker theory; network constraint; simmelian ties;
This paper has been announced in the following NEP Reports:
- NEP-ALL-2003-12-07 (All new papers)
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