Brokerage and Innovation Revisited: Structure, Tie Strength, and Networking Behaviors

Abstract

Previous research has generated inconclusive findings on how network brokerage shapes innovation. Classic brokerage research assumes that network brokers are likely to generate novel ideas because they gain access to non-redundant information while escaping peers’ mutual scrutiny and retaining freedom of action. We revisit this assumption and argue that Simmelian brokerage (i.e., brokering cliques) is a situation in which the freedom of action is heavily constrained. This social constraint, and its subsequent collaborative overload, are most evident during the development and validation of new ideas (i.e., idea elaboration). Accordingly, we contend that Simmelian brokerage will undermine an innovator’s performance during idea elaboration. Further, we advance research on the interplay between structure, tie strength and networking behavior, showing that strong ties to clique co-members and a high tertius iungens orientation can help clique-brokering innovators overcome this undermining effect. Our empirical results based on three field studies support these ideas. An additional lab experiment explores how tertius iungens orientation can be contextually activated and altered. We discuss the implications of these findings for both theories and management practices.