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 dataset 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.

Harvesting value from brokerage: individual strategic orientation, structural holes, and performance

Soda, Giuseppe;Tortoriello, Marco
;
Iorio, Alessandro
2018

Abstract

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 dataset 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.
2018
2018
Soda, Giuseppe; Tortoriello, Marco; Iorio, Alessandro
File in questo prodotto:
File Dimensione Formato  
Soda, Tortoriello & Iorio_2017 AMJ preprint.pdf

non disponibili

Descrizione: Articolo Accettato
Tipologia: Documento in Pre-print (Pre-print document)
Licenza: NON PUBBLICO - Accesso privato/ristretto
Dimensione 929.21 kB
Formato Adobe PDF
929.21 kB Adobe PDF   Visualizza/Apri
Acceptance Letter.docx

non disponibili

Descrizione: Copia lettera di acceptance finale
Tipologia: Allegato per valutazione Bocconi (Attachment for Bocconi evaluation)
Licenza: NON PUBBLICO - Accesso privato/ristretto
Dimensione 536.87 kB
Formato Microsoft Word XML
536.87 kB Microsoft Word XML   Visualizza/Apri

I documenti in IRIS sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.

Utilizza questo identificativo per citare o creare un link a questo documento: https://hdl.handle.net/11565/4000427
Citazioni
  • ???jsp.display-item.citation.pmc??? ND
  • Scopus 75
  • ???jsp.display-item.citation.isi??? 74
social impact