HARVESTING VALUE FROM BROKERAGE: INDIVIDUAL STRATEGIC ORIENTATION, STRUCTURAL HOLES, AND PERFORMANCE

• 成果类型: Article
• 署名作者: Soda, Giuseppe; Tortoriello, Marco; Iorio, Alessandro
• 署名单位: Bocconi University; Bocconi University; Carnegie Mellon University
• 刊物名称: ACADEMY OF MANAGEMENT JOURNAL
• ISSN/ISSBN: 0001-4273
• DOI: 10.5465/amj.2016.0123
• 发表日期: 2018
• 页码: 896-918
• 关键词: Social networks; Knowledge transfer; INNOVATION; models; AGENCY; work

摘要

In this paper, we explore the mechanisms underpinning returns to brokerage positions by considering the role of individuals' strategic orientation toward brokering. We conceptualize individuals' strategic orientations in terms of arbitraging versus collaborating behaviors enacted when occupying a brokerage position. Leveraging a novel data set collected in a global consumer product company, we theorize and find evidence for the fact that arbitraging and collaborating orientations have differential effects on the relationship between brokerage and performance, significantly impacting on individuals' ability to extract value from brokerage. We discuss the implications of these findings for the structural analysis of informal networks in organizations.