The impact of passion influence performance - Does negotiation a missing link? The case of the Vietnamese B2B sales industry

Abstract

In response to the increasing concern about the concept of passion and its influence on work performance, this study aims to investigate the relationships between a salesperson's passion, negotiation, strategié and salé performance. Targeting the busines - to - busines (B2B) market, this study proposes a theoretical model that links two types of passion - harmonious and obsessive - to sales performance via four different negotiation strategies. Results from a survey of 154 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.