The links between psychological capital, social capital, and work-related performance – A study of service sales representatives

This paper explores the linkages between psychological capital (PsyCap), social capital (SosCap), and work-related performance. Specifically, our aim is twofold. First, the study examines whether and how PsyCap relates to three types of work-related performance: innovative behaviour (IB), job engagement (JE), and sales performance (SP). Second, it examines the relationship between PsyCap and the structural dimension of SosCap, which is represented in this study by the concept of authentic leadership (AL), the relational dimension of SosCap, represented by the supportive organisational climate (SOC) variable, and work-related performance, reflected in the variables IB, JE, and SP. A conceptual model was developed and tested using a survey of frontline service sales representatives of car dealerships. The findings reveal that PsyCap is directly linked to IB, JE, and SP. AL, the structural dimension of SosCap, and SOC, the relational dimension of SosCap, were both directly linked to PsyCap. The findings also reveal that the relationships between AL, SOC, IB, JE, and SP are all mediated by PsyCap. AL is directly related to SOC. The relationship between AL and PsyCap is mediated by SOC. This study indicates that PsyCap and SosCap are symbiotic resources. Specifically, it contributes fresh knowledge regarding how organisations can capitalise on the resources of PsyCap and SosCap to improve work-related performance.