The moderating impact of internal social exchange processes on the entrepreneurial orientation-performance relationship

Dirk de Clercq, Dimo Dimov, Narongsak (Tek) Thongpapanl

OAI: oai:purehost.bath.ac.uk:publications/8cf34555-ef68-4879-871e-e1903be9f6fe • DOI: https://doi.org/10.1016/j.jbusvent.2009.01.004

This paper applies a social exchange perspective to understand the internal contingencies of the relationship between entrepreneurial orientation (EO) and performance. It focuses on two aspects of social interactions among functional managers (procedural justice and trust), as well as on their organizational commitment, as potential enhancements to the firm's successful exploitation of entrepreneurial opportunities. A study of 232 Canadian-based firms finds several positive moderating effects: The EO-performance link is stronger for higher levels of procedural justice, trust, and organizational commitment. In addition, consistent with a systems approach to organizational contingencies, the EO-performance relationship is stronger when the organization's social context comes closer to an "ideal" configuration of procedural justice, trust, and organizational commitment that is most conducive to knowledge exchange within the organization. The study's implications and future research directions are discussed.