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作者 Jessee, David Thomas
書名 The composition of sustained motivation in successful real estate salespeople
說明 83 p
附註 Source: Masters Abstracts International, Volume: 45-03, page: 1682
Adviser: Dennis Jaffe
Thesis (M.A.)--Saybrook Graduate School and Research Center, 2007
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
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
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
School code: 0795
DDC
Host Item Masters Abstracts International 45-03
主題 Business Administration, Marketing
Psychology, Industrial
0338
0624
Alt Author Saybrook Graduate School and Research Center
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