| 說明 |
83 p |
| 附註 |
Source: Masters Abstracts International, Volume: 45-03, page: 1682 |
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Adviser: Dennis Jaffe |
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Thesis (M.A.)--Saybrook Graduate School and Research Center, 2007 |
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What driving motivational forces create and sustain success for high-achieving real estate salespeople? This investigation reveals several motivational characteristics common among the study participants |
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The study used a mixed-methods research design that employed qualitative and quantitative forms of data collected from 20 real estate salespeople in metropolitan Indianapolis, Indiana. Data gathering instruments were semistructured, recorded interviews and self-administered Achievement Motivation Scale, Self-determination Scale, and Aspiration Scale |
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The study revealed that, for the majority of study participants, a drive to maintain high self-esteem from the recognition of doing an excellent job sustained career success. The formation of motivation for success to serve the desire for high self-esteem was, in part, influenced by family experiences. Utilizing the findings of this study is recommended to determine whether new-hire screening procedures can decrease early failure rates for new real estate salespeople |
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School code: 0795 |
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DDC |
| Host Item |
Masters Abstracts International 45-03
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| 主題 |
Business Administration, Marketing
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Psychology, Industrial
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0338
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0624
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| Alt Author |
Saybrook Graduate School and Research Center
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