| 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. |
