Advanced Search

Journal Navigation

Journal Home

Subscriptions

Archive

Contact Us

Table of Contents

CiteULike is a free service for managing and discovering scholarly references - click here to get started.

Sign In to gain access to subscriptions and/or personal tools.
Journal of Travel Research
This Article
Right arrow Full Text (PDF)
Right arrow References
Right arrow Alert me when this article is cited
Right arrow Alert me if a correction is posted
Services
Right arrow Email this article to a friend
Right arrow Similar articles in this journal
Right arrow Alert me to new issues of the journal
Right arrow Add to Saved Citations
Right arrow Download to citation manager
Right arrowRequest Permissions
Right arrow Request Reprints
Right arrow Add to My Marked Citations
Citing Articles
Right arrow Citing Articles via Google Scholar
Right arrow Citing Articles via Scopus
Google Scholar
Right arrow Articles by Bartkus, K. R.
Right arrow Articles by Howell, R. D.
Right arrow Search for Related Content
Social Bookmarking
Add to CiteULike   Add to Complore   Add to Connotea   Add to Del.icio.us   Add to Digg   Add to Reddit   Add to Technorati   Add to Twitter  
What's this?

The Relative Influence of Achievement Motivation and Irritability-Impatience on the Selling Performance of Travel Agents: Implications of the Type A Behavior Pattern

Kenneth R. Bartkus

Department of Business Administration at Utah State University in Logan

Roy D. Howell

College of Business Administration at Texas Tech University in Lubbock

Travel managers are interested in recruiting agents who have both the motivation to work hard and the ability to get along well with others. In this regard, the Type A Behavior Pattern (TABP) may have important implications. Specifically, its achievement motivation component should result in higher levels of selling performance, while its impatience-irritability component should result in lower levels of selling performance. In addition, since prior research has shown that achievement motivation and impatience-irritability are correlated, the TABP can be problematic. This study reviews the theoretical foundation of the TABP as it relates to personal selling and provides an empirical test of the relationships in a travel service selling context. The results show that (1) achievement motivation and impatience-irritability are correlated, (2) achievement motivation has a positive influence on travel selling performance, and (3) impatience-irritability has a negative influence on travel selling performance. Managerial implications are also provided.

Journal of Travel Research, Vol. 38, No. 2, 163-167 (1999)
DOI: 10.1177/004728759903800209
Add to CiteULike CiteULike   Add to Complore Complore   Add to Connotea Connotea   Add to Del.icio.us Del.icio.us   Add to Digg Digg   Add to Reddit Reddit   Add to Technorati Technorati   Add to Twitter Twitter    What's this?