Harvesting Value from Brokerage: Individual Strategic Orientation, Structural Holes, and Performance
研究个体在结构洞位置上的战略取向（套利vs合作）如何影响其从经纪中获取价值的能力，基于一家全球消费品公司的数据发现两种取向对经纪与绩效关系有不同作用。
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.