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The impact of passion on sales performance: Is negotiation a missing link?

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  • Tran, Mai Dong
  • Nguyen, Phong Nguyen

Abstract

This study introduces the passion construct to the sales management literature and proposes a model of passion that links two types of passion – harmonious passion and obsessive passion – to sales performance via four different negotiation strategies. Results from a survey of 322 salespeople from various industries in a metropolitan city indicate that harmonious passion positively influences the integrating and obliging negotiation strategies, which enhance sales performance. On the other hand, obsessive passion is found to positively affect avoiding and dominating negotiation strategies, which are also related to sales performance. The study also provides future research and practical implications for job passion and performance management in B2B companies in a transition market.

Suggested Citation

  • Tran, Mai Dong & Nguyen, Phong Nguyen, 2020. "The impact of passion on sales performance: Is negotiation a missing link?," Australasian marketing journal, Elsevier, vol. 28(3), pages 124-133.
    • Handle: RePEc:eee:aumajo:v:28:y:2020:i:3:p:124-133
    DOI: 10.1016/j.ausmj.2020.05.002
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    References listed on IDEAS

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    Cited by:

    1. Chieh-Peng Lin & Yuen-Kwan Cheung, 2023. "Developing learning ambidexterity and job performance: training and educational implications across the cultural divide," Review of Managerial Science, Springer, vol. 17(5), pages 1595-1614, July.
    2. Agag, Gomaa & Durrani, Baseer Ali & Shehawy, Yasser Moustafa & Alharthi, Majed & Alamoudi, Hawazen & El-Halaby, Sherif & Hassanein, Ahmed & Abdelmoety, Ziad H., 2023. "Understanding the link between customer feedback metrics and firm performance," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    3. Tran The Nam & Nguyen Thi Thoa, 2021. "Impacts of passion with job, perceived justice on OCB and creative behaviors," HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE - ECONOMICS AND BUSINESS ADMINISTRATION, HO CHI MINH CITY OPEN UNIVERSITY JOURNAL OF SCIENCE, HO CHI MINH CITY OPEN UNIVERSITY, vol. 11(1), pages 94-108.

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    Keywords

    Passion; Negotiation strategy; Sales performance; B2B sales;
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