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Residential Brokerage in Hot and Cold Markets

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  • Ying Li
  • Abdullah Yavas

Abstract

Using a search-theoretical framework, we study how a home seller’s choice of whether or not to use a broker depends on different market conditions. We analyze the role that the broker plays in the house-selling process by examining the expected time-to-transaction, the expected transaction price, and the value of the transaction. We show that a broker brings less value to the seller in hot markets than in cold markets. Copyright Springer Science+Business Media New York 2015

Suggested Citation

  • Ying Li & Abdullah Yavas, 2015. "Residential Brokerage in Hot and Cold Markets," The Journal of Real Estate Finance and Economics, Springer, vol. 51(1), pages 1-21, July.
    • Handle: RePEc:kap:jrefec:v:51:y:2015:i:1:p:1-21
    DOI: 10.1007/s11146-014-9472-1
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    References listed on IDEAS

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    13. Salant, Stephen W, 1991. "For Sale by Owner: When to Use a Broker and How to Price the House," The Journal of Real Estate Finance and Economics, Springer, vol. 4(2), pages 157-173, June.
    14. Lynn Fisher & Abdullah Yavas, 2010. "A Case for Percentage Commission Contracts: The Impact of a “Race” Among Agents," The Journal of Real Estate Finance and Economics, Springer, vol. 40(1), pages 1-13, January.
    15. B. Douglas Bernheim & Jonathan Meer, 2007. "How Much do Real Estate Brokers Add? A Case Study," Discussion Papers 06-041, Stanford Institute for Economic Policy Research.
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    17. Yinger, John, 1981. "A Search Model of Real Estate Broker Behavior," American Economic Review, American Economic Association, vol. 71(4), pages 591-605, September.
    18. Ekaterina Chernobai & Tarique Hossain, 2012. "House Search Duration in Hot and Cold Residential Markets," Real Estate Economics, American Real Estate and Urban Economics Association, vol. 40(4), pages 805-837, December.
    19. Thomas J. Miceli, 1991. "The Multiple Listing Service, Commission Splits, and Broker Effort," Real Estate Economics, American Real Estate and Urban Economics Association, vol. 19(4), pages 548-566, December.
    20. David Geltner & Brian D. Kluger & Norman G. Miller, 1991. "Optimal Price and Selling Effort from the Perspectives of the Broker and Seller," Real Estate Economics, American Real Estate and Urban Economics Association, vol. 19(1), pages 1-24, March.
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    Citations

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    Cited by:

    1. Zhaohui Li & Qiang Li & Hua Sun & Li Sun, 2022. "Diffused effort, asset heterogeneity, and real estate brokerage," Real Estate Economics, American Real Estate and Urban Economics Association, vol. 50(3), pages 707-742, September.
    2. Kelley Cours Anderson & Julia Freybote & Kerry T. Manis, 2024. "The Impact of Virtual Marketing Strategies on the Price-TOM Relation," The Journal of Real Estate Finance and Economics, Springer, vol. 68(2), pages 218-234, February.
    3. Jia Xie, 2022. "Importance of Professional Networks in Trade: Evidence from Real Estate Market," Real Estate Economics, American Real Estate and Urban Economics Association, vol. 50(3), pages 882-900, September.
    4. Jia Xie, 2019. "The Optimal Selling Strategy of Residential Real Estate," The Journal of Real Estate Finance and Economics, Springer, vol. 59(3), pages 461-489, October.
    5. Peng Liu & Jia Xie, 2021. "Optimal Contract Design in Residential Brokerage," Real Estate Economics, American Real Estate and Urban Economics Association, vol. 49(2), pages 493-530, June.
    6. Mikhail Samarin & Madhuri Sharma, 2021. "Rent burden determinants in hot and cold housing markets of Davidson and Shelby counties, Tennessee," Growth and Change, Wiley Blackwell, vol. 52(3), pages 1608-1632, September.
    7. Luis Arturo Lopez, 2021. "Asymmetric information and personal affiliations in brokered housing transactions," Real Estate Economics, American Real Estate and Urban Economics Association, vol. 49(2), pages 459-492, June.
    8. David Scofield & Jia Xie, 2023. "Network Formation and Effects: Observations from U.S. Commercial Real Estate Markets," The Journal of Real Estate Finance and Economics, Springer, vol. 66(2), pages 487-504, February.
    9. Andrew Haxby, 2021. "The ambiguity of price and the labor of land brokers in Kathmandu, Nepal," Economic Anthropology, Wiley Blackwell, vol. 8(2), pages 247-258, June.

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    More about this item

    Keywords

    Residential brokerage; FSBO; Market tightness; D83; L85; R32;
    All these keywords.

    JEL classification:

    • D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness
    • L85 - Industrial Organization - - Industry Studies: Services - - - Real Estate Services
    • R32 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - Real Estate Markets, Spatial Production Analysis, and Firm Location - - - Other Spatial Production and Pricing Analysis

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