Grit and Timeshare Sales Performance: A Quantitative Quasi-Experimental Study

Date
2022
Authors
Diaz, Diane M.
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Abstract
Discrepant performance among sales representatives is a concern for the timeshare industry due to high costs associated with training and high levels of turnover. Grit has been defined as the perseverance and passion to achieve long-term goals by individuals. The problem is the lack of knowledge of a difference in grit for performance level, gender, and age of timeshare sales representatives for medium-sized companies in the United States. There is a gap in the research because of the lack of exploration into grit in sales in the workforce. The purpose of the quantitative quasi-experimental study was to test for statistical differences in grit level between performance level, gender, and age for timeshare sales representatives for a medium-sized timeshare company in the United States. The theoretical framework guiding the study focused on grit theory and servant leadership. The research questions asked whether a statistically significant difference exists in grit level between performance levels, gender, and age for timeshare sales representatives for a medium-sized timeshare sales company in the United States. A quasi-experimental design was utilized in a population of 57 participants consisting of sales representatives from a timeshare resort in Central Florida. The Grit Scale (Grit-S), an 8-item Likert survey, was used to collect data on participant gender, and age along with grit level. A three-way ANOVA was run to ascertain how grit levels are influenced by the three independent factors. No statistically significant differences nor interaction effects were identified in grit level between performance level, gender, and age for timeshare sales representatives. The results showed participants over the age of 50 had increased levels of grit. Key Words: grit, timeshare, quasi-experimental, performance, age, gender, sales
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Grit
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