Brokers and competitive advantage

• 成果类型: Article
• 署名作者: Ryall, Michael D.; Sorenson, Olav
• 署名单位: University of Melbourne; University of London; London Business School; University of Toronto
• 刊物名称: MANAGEMENT SCIENCE
• ISSN/ISSBN: 0025-1909
• DOI: 10.1287/mnsc.1060.0675
• 发表日期: 2007
• 页码: 566-583
• 关键词: games-group decisions; bargaining; organizational studies; networks-graphs; social networks; biform games; strategy

摘要

The broker profits by intermediating between two (or more) parties. Using a biform game, we examine whether such a position can confer a competitive advantage, as well as whether any such advantage could persist if actors formed relations strategically. Our analysis reveals that, if one considers exogenous the relations between actors, brokers can enjoy an advantage but only if (1) they do not face substitutes either for the connections they offer or the value they can create, (2) they intermediate more than two parties, and (3) interdependence does not lock them into a particular pattern of exchange. If, on the other hand, one allows actors to form relations on the basis of their expectations of the future value of those relations, then profitable positions of intermediation only arise under strict assumptions of unilateral action. We discuss the implications of our analysis for firm strategy and empirical research.