Consequences of organizational learning in commercial business relationships

  • José López Sánchez
  • María Leticia Santos Vijande
  • Juan Trespalacios Gutiérrez


The purpose of this paper is to explore how Organisational Learning (OL) affects satisfaction and loyalty in commercial business relationships. The unit of analysis considered in the theoretical framework of the study is the dyadic relationship that manufacturing companies keep with their main distributors. For the data analyses of structural equation modelling was employed a sample of Spanish firms. The empirical findings reveal that the manufacturer’s OL may be an antecedent of the results achieved in relational exchanges. In this regard, a high level of OL in the manufacturer may increase the level of satisfaction of its main distributor and may also indirectly affect its level of loyalty. It is also shown that OL directly enhances the manufacturer’s business performance. The study limitations are those typically associated with the use of survey-based research. Finally, results indicate that common method variance was not a problem in this study.

Author Biographies

José López Sánchez
Doctor en Ciencias Económicas y Empresariales (Universidad de Oviedo). Doctor en la Universidad de Extremadura, Facultad de Ciencias Económicas y Empresariales, Departamento de Dirección de Empresas y Sociología
María Leticia Santos Vijande
Doctora en Ciencias Económicas y Empresariales Profesora Titular de Universidad. Subdirectora del IUDE Departamento de Administración de Empresas Facultad de Economía y Empresa
Juan Trespalacios Gutiérrez
Catedrático de Universidad y Director del Instituto Universitario de la Empresa (IUDE) en la Universidad de Oviedo, Facultad de Ciencias Económicas y Empresariales
How to Cite
LÓPEZ SÁNCHEZ, José; SANTOS VIJANDE, María Leticia; TRESPALACIOS GUTIÉRREZ, Juan. Consequences of organizational learning in commercial business relationships. Cuadernos de Administración, [S.l.], v. 27, n. 45, p. 139-152, nov. 2011. ISSN 2256-5078. Available at: <>. Date accessed: 24 june 2018. doi:


organizational learning, satisfaction, loyalty, distribution channels, commercial relationships.