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Journal of Travel Research
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The Performance Trade-off B etween Experience and Motivation: Its Impact on Travel Service Selling

Kenneth R. Bartkus

Cindy L. Hartman

C.R. Michael Parent

An empirical investigation of the trade-off between motivation and experience was conducted in a travel services setting. Highly experienced but less motivated travel agents performed no better than highly motivated but less experienced ones. This result suggests that recruiting decisions should be based on long-term considerations and the internal competencies of the agency. Managerial implications are provided.

Journal of Travel Research, Vol. 33, No. 2, 15-20 (1994)
DOI: 10.1177/004728759403300203
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