Passion meets procrastination: comparative study of negative sales associate behaviours

Research output: Contribution to journalArticlepeer-review

Abstract

Purpose: This study explores procrastination, a negative work behaviour, and its unlikely source, job passion. A dualistic conceptualization of job passion is explored in retail sales associate samples from the United States and China. The study tests relationships between harmonious job passion (HJP) and obsessive job passion (OJP) and the contingent effects of job satisfaction and salary level on their relationship to procrastination. Design/methodology/approach: Data came from an online survey issued in the United States and China. The hypotheses were tested using hierarchical linear regression. Findings: The analyses provide mixed findings. HJP is negatively associated with procrastination in both countries, while OJP's positive relationship is mixed. A post-hoc analysis testing the three-way interaction effect of OJP, job satisfaction and salary level on procrastination reveals a positive relationship to OJP in both countries. Research limitations/implications: The study demonstrates that job passion can have both positive (HJP) and negative (OJP) work behaviour outcomes. Practical implications: Brick-and-mortar retailers facing a saturated and highly competitive environment need HJP employees to drive superior customer service. This study demonstrates that employees with OJP may engage in negative behaviours which could further impair retail performance. Expanding empowerment and flexibility may heighten HJP and minimize OJP. Originality/value: This study explores the dualistic conceptualization of job passion in a retail environment using cross-cultural samples.

Original languageEnglish
Pages (from-to)1077-1098
Number of pages22
JournalInternational Journal of Retail and Distribution Management
Volume48
Issue number10
DOIs
StatePublished - Jun 15 2020

Keywords

  • Front-line sales
  • Job passion
  • Job satisfaction
  • Negative employee behaviour
  • Procrastination
  • Retail

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