The Prince and the Pauper: Search and Brokerage in the Initiation of Status-Heterophilous Ties

Andrew V. Shipilov (), Stan Xiao Li () and Henrich R. Greve ()
Additional contact information
Andrew V. Shipilov: INSEAD, 77305 Fontainebleau Cedex, France
Stan Xiao Li: Schulich School of Business, York University, Toronto, Ontario M3J 1P3, Canada
Henrich R. Greve: INSEAD, 138676 Singapore

Organization Science, 2011, vol. 22, issue 6, 1418-1434

Abstract: We combine structural hole theory with performance feedback theory to identify determinants of partner selection in networks. Specifically, we examine how a brokerage position coupled with aspiration--performance gaps affects an organization's propensity to initiate ties to partners of different status. We find that organizations in brokerage positions are more likely than nonbrokers to initiate such ties systematically. However, when the performance of an organization in a brokerage position deviates from its aspirations, the organization changes its partner selection strategy and starts initiating ties to partners of similar status. Our results also suggest that organizations in brokerage positions set social and historical aspiration levels differently from nonbrokers, levels that in turn affect decisions about partner selection.

Keywords: economic sociology; longitudinal research design; network analysis; strategic alliances networks; interorganizational relationships; organization and management theory; behavioral theory of firm; brokerage; performance feedback (search for similar items in EconPapers)
Date: 2011
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (34)

Downloads: (external link)
http://dx.doi.org/10.1287/orsc.1100.0594 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:inm:ororsc:v:22:y:2011:i:6:p:1418-1434

Access Statistics for this article

More articles in Organization Science from INFORMS Contact information at EDIRC.
Bibliographic data for series maintained by Chris Asher ().