This Article Full Text (PDF) References Alert me when this article is cited Alert me if a correction is posted Services Email this article to a friend Similar articles in this journal Alert me to new issues of the journal Add to Saved Citations Download to citation manager Request Permissions Request Reprints Add to My Marked Citations Citing Articles Citing Articles via Google Scholar Citing Articles via Scopus Google Scholar Articles by Bartkus, K. R. Articles by Parent, C.R. M. Search for Related Content Social Bookmarking                         What's this?

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

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


CiteULike    Complore    Connotea    Del.icio.us    Digg    Reddit    Technorati    Twitter    What's this?