Passion meets procrastination: comparative study of negative sales associate behaviours

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.

Citation

Jones, R.P. (2020), "Passion meets procrastination: comparative study of negative sales associate behaviours", International Journal of Retail & Distribution Management, Vol. 48 No. 10, pp. 1077-1098. https://doi.org/10.1108/IJRDM-06-2019-0200