Appreciating Stockbroking: Constructing Conceptions to Make Sense of Performance

ABSTRACT The performance of individual stockbrokers differs. This paper aims to make sense of these differences. In a study of 14 stockbrokers, the high performing brokers described their working life in a systematically different way, compared to the low performing brokers. The brokers gave different and conflicting accounts of what, from an outsider's viewpoint, seemed to be very similar work and working conditions. The brokers’ different accounts are interpreted and reconstructed into two opposing conceptions of stockbrokers’ world of working. In an ideal typical sense these two conceptions make sense of, and maybe even explain the stockbrokers’ different levels of performance.