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Effectiveness of Brokering within Account Management Organizations

Author

Listed:
  • Dekker, D.J.
  • Stokman, F.
  • Franses, Ph.H.B.F.

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.

Suggested Citation

  • Dekker, D.J. & Stokman, F. & Franses, Ph.H.B.F., 2003. "Effectiveness of Brokering within Account Management Organizations," ERIM Report Series Research in Management ERS-2003-078-MKT, 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.
    • Handle: RePEc:ems:eureri:1015
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    More about this item

    Keywords

    account management; broker theory; network constraint; simmelian ties; social networks;
    All these keywords.

    JEL classification:

    • C44 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods: Special Topics - - - Operations Research; Statistical Decision Theory
    • C50 - Mathematical and Quantitative Methods - - Econometric Modeling - - - General
    • M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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