getting deals done the use of social networks in bank decision-making 3088952

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1、GettingDealsDone:TheUseofSocialNetworksinBankDecision-MakingAuthor(s):MarkS.MizruchiandLindaBrewsterStearnsSource:AmericanSociologicalReview,Vol.66,No.5(Oct.,2001),pp.647-671Publishedby:AmericanSociologicalAssociationStableURL:http://www.jstor.org/stable/3088952.Accessed:10/12/201308

2、:18YouruseoftheJSTORarchiveindicatesyouracceptanceoftheTerms&ConditionsofUse,availableat.http://www.jstor.org/page/info/about/policies/terms.jsp.JSTORisanot-for-profitservicethathelpsscholars,researchers,andstudentsdiscover,use,andbuilduponawiderangeofcontentinatrusteddigitalarchive.

3、Weuseinformationtechnologyandtoolstoincreaseproductivityandfacilitatenewformsofscholarship.FormoreinformationaboutJSTOR,pleasecontactsupport@jstor.org..AmericanSociologicalAssociationiscollaboratingwithJSTORtodigitize,preserveandextendaccesstoAmericanSociologicalReview.http://www.jst

4、or.orgThiscontentdownloadedfrom113.108.133.58onTue,10Dec201308:18:25AMAllusesubjecttoJSTORTermsandConditionsGETTINGDEALSDONE:THEUSEOFSOCIALNETWORKSINBANKDECISIONoMAKINGMARKS.MIZRUCHILINDABREWSTERSTEARNSUniversityofMichiganUniversityofCalifornia,RiversideEconomicactorsconfrontvariousf

5、ormsofuncertaintymakingdecisions,andhowtheydealwiththeseobstaclesmayaffecttheirsuccessinaccomplishingtheirgoals.Thisstudyexaminesthemeansbywhichrelationshipmanagersinamajorcommer-cialbankattempttoclosetransactionswiththeircorporatecustomers.Itishypoth-esizedthatunderconditionsofhighu

6、ncertainty,bankerswillrelyoncolleagueswithwhomtheyarestronglytiedforadviceonandsupportoftheirdeals.Drawingonrecentnetworktheory,itisalsohypothesizedthattransactionsinwhichbankersuserelativelysparseapprovalnetworksaremorelikelytosuccessfullyclosethanaretransactionsinvolvingdenseapprov

7、alnetworks.Bothhypothesesaresupported.Bankersarefacedwithastrategicparadox:Theirtendencytorelyonthosetheytrustindealingwithuncertaintycreatesconditionsthatrenderdealslesslikelytobeclosedsuccessfully.Thisparadoxrepresentsanexampleofunanticipatedconse-quencesofpurposivesocialaction.APR

8、IMARYGOALofs