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Abstract

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.

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

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