Harvesting Value from Brokerage: Individual Strategic Orientation, Structural Holes, and Performance
By Giuseppe Soda, Marco Tortoriello, Alessandro Iorio. Academy of Management Journal, 2017
133 citations recorded by the source corpus.
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.
Subfields: Accounting, Organizational Behavior and Human Resource Management, Safety Research
View Paper: https://www.semanticscholar.org/paper/1f976fe5582f2b91812dd6935d92a7958a29f32b
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In Accounting
In Organizational Behavior and Human Resource Management
Citations in the corpus
- Eight Simple Guidelines for Improved Understanding of Transformations and Nonlinear Effects (2021, methodology): “Soda et al. (2018) presented a scatterplot of the data in one of their plots, and Hornstein and Zhao (2018) applied a binned scatterplot.”