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.

中文翻译：

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热情对销售业绩的影响：谈判是否缺少环节？

摘要本研究将激情的构成引入销售管理文献中，并提出了一种激情模型，该模型通过四种不同的谈判策略将两种类型的激情（和谐激情和强迫性激情）与销售业绩联系起来。来自对一个大城市中各个行业的322名销售人员的调查结果表明，和谐的热情对整合和强制性的谈判策略产生积极影响，从而提高了销售业绩。另一方面，发现过分的热情会对避免和主导谈判策略产生积极影响，这也与销售业绩有关。该研究还为转型市场中B2B公司的工作热情和绩效管理提供了未来的研究和实践意义。