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The Relationship between Social Capital and Sales Agents’ Performance

Author

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  • Ding-Hua Lin
  • Yun Chen Yu
  • Chi-Hsin Wu

Abstract

Much of the previous literature has focused on reviewing social capital to discuss its impact, even the profit or loss, but social capital research still has a gap, that is, the possible different mechanisms of its influence process. In view of this gap, this study differs from previous studies by further discussing the various possibilities that may affect the relationship between the social capital and job performance of sales agents. This study discusses whether the relationship between social capital and job performance is affected by corporate social responsibility (CSR), workplace friendship, and proactive personality. Therefore, the purposive sampling method is adopted, where the research object is the full-time sales agents in Taiwan’s finance and insurance brokerage industry.The results of this study showed a positive relationship exists between four conditions- social capital and job performance, corporate social responsibility strengthening social capital and job performance, workplace friendship strengthening social capital and job performance, and proactive personality strengthening social capital and job performance.

Suggested Citation

  • Ding-Hua Lin & Yun Chen Yu & Chi-Hsin Wu, 2023. "The Relationship between Social Capital and Sales Agents’ Performance," Journal of Business Administration Research, Journal of Business Administration Research, Sciedu Press, vol. 12(1), pages 1-24, April.
    • Handle: RePEc:jfr:jbar11:v:12:y:2023:i:1:p:1-24
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    References listed on IDEAS

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    1. Mao, Hsiao-Yen & Hsieh, An-Tien & Chen, Chien-Yu, 2012. "The relationship between workplace friendship and perceived job significance," Journal of Management & Organization, Cambridge University Press, vol. 18(2), pages 247-262, March.
    2. A. Allan Schmid, 2002. "Using Motive to Distinguish Social Capital from Its Outputs," Journal of Economic Issues, Taylor & Francis Journals, vol. 36(3), pages 747-768, September.
    3. Helena Yli‐Renko & Erkko Autio & Harry J. Sapienza, 2001. "Social capital, knowledge acquisition, and knowledge exploitation in young technology‐based firms," Strategic Management Journal, Wiley Blackwell, vol. 22(6‐7), pages 587-613, June.
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    JEL classification:

    • R00 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - General - - - General
    • Z0 - Other Special Topics - - General

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