The Prince and the Pauper: Search and Brokerage in the Initiation of Status-Heterophilous Ties

Organization Science, Forthcoming

37 Pages Posted: 17 May 2010 Last revised: 15 Aug 2010

See all articles by Andrew V. Shipilov

Andrew V. Shipilov

INSEAD

Stan Xiao Li

York University - Schulich School of Business

Henrich R. Greve

INSEAD

Date Written: August 10, 2010

Abstract

We combine structural hole theory with performance-feedback theory to identify determinants of partner selection in networks. Specifically, we examine how a brokerage position coupled with aspiration-performance gaps affect an organization’s propensity to initiate ties to partners of different status. We find that organizations in brokerage positions are more likely to systematically initiate such ties than non-brokers. However, when the performance of an organization in a brokerage position deviates from its aspirations, this organization changes its partner selection strategy and starts initiating ties to partners of similar status. Our results also suggest that organizations in brokerage positions set social and historical aspiration levels differently from non-brokers, which in turn affect their partner selection decisions.

Suggested Citation

Shipilov, Andrew V. and Li, Stan X. and Greve, Henrich R., The Prince and the Pauper: Search and Brokerage in the Initiation of Status-Heterophilous Ties (August 10, 2010). Organization Science, Forthcoming , Available at SSRN: https://ssrn.com/abstract=1609591 or http://dx.doi.org/10.2139/ssrn.1609591

Andrew V. Shipilov (Contact Author)

INSEAD ( email )

Boulevard de Constance
77305 Fontainebleau
France

Stan X. Li

York University - Schulich School of Business ( email )

4700 Keele Street
Toronto, Ontario M3J 1P3
Canada

Henrich R. Greve

INSEAD ( email )

F-77305 Fontainebleau Cedex
France

Here is the Coronavirus
related research on SSRN

Paper statistics

Downloads
156
Abstract Views
919
rank
213,355
PlumX Metrics