Template-Type: ReDIF-Paper 1.0
Author-Name: Dekker, D.J.
Author-Name-Last: Dekker
Author-Name-First: David
Author-Name: Stokman, F.
Author-Name-Last: Stokman
Author-Name: Franses, Ph.H.B.F.
Author-Name-Last: Franses
Author-Name-First: Philip Hans
Author-Person: pfr226
Title: Effectiveness of Brokering within Account Management Organizations
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.
Creation-Date: 2003-01-01
File-URL: https://repub.eur.nl/pub/1015/078%20effectiveness%20of%20brokering%20with%20AM%20org.pdf
File-Format: application/pdf
Series: RePEc:ems:eureri
Number: ERS-2003-078-MKT
Classification-JEL: C44, C50, M, M31
Keywords: account management, broker theory, network constraint, simmelian ties, social networks
Handle: RePEc:ems:eureri:1015