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  • 2019
  • Article
  • Academy of Management Annals

Brokerage and Brokering: An Integrative Review and Organizing Framework for Third Party Influence

By: Nir Halevy, Eliran Halali and Julian Zlatev
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Abstract

Brokerage and brokering are pervasive and consequential organizational phenomena. Prevailing models underscore social structure and focus on the consequences that come from brokerage—occupying a bridging position between disconnected others in a network. By contrast, emerging models underscore social interactions and focus on brokering—the behavioral processes through which organizational actors shape others’ relationships. Our review led us to develop a novel framework as a means to integrate and organize a wide range of theoretical insights and empirical findings on brokerage and brokering. The Changing Others’ Relationships (COR) framework captures the following ideas that emerged from our review: (a) Different triadic configurations enable different forms of brokering, which in turn produce distinct effects on others’ relationships; (b) brokering is a multifaceted social influence process that can take the form of intermediation (connecting disconnected others) or modification (changing others’ preexisting relationships); (c) comparing social relations, for instance prebrokering versus postbrokering, reveals a broker’s impact; (d) brokering can influence others’ relationships positively or negatively; and (e) information and incentives are two principal means through which individuals change others’ relationships. Overall, the current review integrates multiple streams of research relevant to brokerage and brokering—including those on structural holes, organizational innovation, boundary spanning, social and political skill, workplace gossip, third-party conflict managers, and labor relations—and links each of the emergent themes identified in the current review to promising directions for future research on brokerage and brokering.

Keywords

Brokerage; Brokering; Social Interactions; Organizations; Relationships; Power and Influence; Framework

Citation

Halevy, Nir, Eliran Halali, and Julian Zlatev. "Brokerage and Brokering: An Integrative Review and Organizing Framework for Third Party Influence." Academy of Management Annals 13, no. 1 (2019): 215–239.
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About The Author

Julian J. Zlatev

Negotiation, Organizations & Markets
→More Publications

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  • A 680,000-Person Megastudy of Nudges to Encourage Vaccination in Pharmacies By: Katherine L. Milkman, Linnea Gandhi, Mitesh S. Patel, Heather N. Graci, Dena M. Gromet, Hung Ho, Joseph S. Kay, Timothy W. Lee, Jake Rothschild, Jonathan E. Bogard, Ilana Brody, Christopher F. Chabris, Edward Chang, Gretchen B. Chapman, Jennifer E. Dannals, Noah J. Goldstein, Amir Goren, Hal Hershfield, Alex Hirsch, Jillian Hmurovic, Samantha Horn, Dean Karlan, Ariella S. Kristal, Cait Lamberton, Michael N. Meyer, Allison H. Oakes, Maurice E. Schweitzer, Maheen Shermohammed, Jaochim H. Talloen, Caleb Warren, Ashley Whillans, Kuldeep N. Yadav, Julian J. Zlatev, Ron Berman, Chalanda N. Evans, Rahul Ladhania, Jens Ludwig, Nina Mazar, Sendhil Mullainathan, Christopher K. Snider, Jann Spiess, Eli Tsukayama, Lyle Ungar, Christophe Van den Bulte, Kevin G. Volpp and Angela L. Duckworth
  • Going Beyond the ‘Self’ in Self-Control: Interpersonal Consequences of Commitment Strategy Use By: Ariella Kristal and Julian Zlatev
  • The Dynamics of Gender and Alternatives in Negotiation By: Jennifer E. Dannals, Julian J. Zlatev, Nir Halevy and Margaret A. Neale
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