Sociology

Business

Archaeology

Work (physics)

Pure mathematics

Service (business)

Work engagement

Population

Dimension (graph theory)

Mathematics

Social science

History

Machine learning

Demography

Engineering

Marketing

Psychology

Intervening variable

Computer science

Tertiary sector of the economy

Capital (architecture)

Social capital

Structural equation modeling

Social psychology

Mechanical engineering

Total Quality Management & Business Excellence

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.

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