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.

, , , ,
, , ,
ERIM Report Series Research in Management
Erasmus Research Institute of Management

Dekker, D., Stokman, F., & Franses, P. H. (2003). Effectiveness of Brokering within Account Management Organizations (No. ERS-2003-078-MKT). ERIM Report Series Research in Management. Retrieved from http://hdl.handle.net/1765/1015