Multilevel learning orientation and performance: the moderating effects of social capital

For the last three decades, learning has been considered to be an important source of competitive advantage; however, the link between learning orientation and performance is still open to debate, requiring further research on the contexts under which learning orientation can enhance performance. This study will extend the literature by looking into the moderating effect of social capital on the link between learning orientation and salesperson’s performance. It will also be the first study to examine the effect of learning orientation on performance at multi levels: salesperson-level and sales team-level. Finally, the conceptual framework will underscore the double-edged effect of social capital as both catalyst and restraint for the relationship between learning orientation and performance at both levels of analysis. From the study, some implications will be drawn for sales managers to help them create better environment to enhance the effect of multilevel learning orientation on sales performance.