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Effectiveness of Brokering within Account Management Organizations

David Dekker (), F. Stokman and Philip Hans Franses

No ERS-2003-078-MKT, ERIM Report Series Research in Management from 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

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.

Keywords: account management; broker theory; network constraint; simmelian ties; social networks (search for similar items in EconPapers)
JEL-codes: C44 C50 M M31 (search for similar items in EconPapers)
Date: 2003-01-01
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