Brokerage-based value creation: the case of a Danish offshore business network

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Purpose: Resource-dependence asymmetries and risks arising from network collaboration lead to benefits and challenges. The present paper studies this trade-off, highlighting both the need and the power of moderation and brokerage as appropriate tools for network managers to handle such conflicts.
Methodology: The present paper applies a relational perspective to describe and analyse co-operative networks, paying attention to the resource–dependence structure of the setting. A single-case study design is adopted in line with Yin (2002) and Flyberg (2011) with questions of “how” and “why” being at the center of the case analysis.
Findings: Network benefits stemming from asymmetrical resource-dependency constellations such as control and brokerage opportunities may not be sufficiently recognized by firms embedded in business networks. Such benefits may accrue owing to the central, unchallengeable position of powerful ‘socio-centric stars’ that exercise control over the partaking members and also because there is a lack of awareness on the power base of the heterogeneous members.
Value: The role of awareness for network brokers and brokerage opportunities in connection with value co-creation within inter-firm business networks is still an under-explored topic in management practice and research. By stressing the importance of brokerage as a tool to balance trade-offs asymmetrical networks, the case study contributes to this broad discussion.
JournalThe IMP Journal
Issue number3
Pages (from-to)353-375
StatePublished - 1 Oct 2017

    Research areas

  • Value Co-Creation, Brokerage, Inter-firm business networks, Knowledge- and innovation-based collaboration, Moderation