Playing isolation doesn't pay off! : A network theoretical approach to intermediary performance

The increasing competition and the high connectivity among companies have resulted in a focus on networks, rather than on a single company. Accordingly, literature has emphasized network value as a focal construct. No studies have yet examined the value of network theory on performance outcomes. In this paper, we investigate the importance of applying a network perspective on channel members, namely on the relationship between companies and their intermediaries. We do this by means of a global survey in the financial service industry (n=538). Doing so, we enhance the understanding of the intermediaries performance.