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Market Share in the Real Estate Brokerage Industry

Listed author(s):
  • Peter F. Colwell
  • David W. Marshall
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    This paper is concerned with the factors that determine the market share of listings and the market share of sales for brokerage firms. Models are developed and tested in a SMSA that conveniently corresponds exactly to a particular Multiple Listing Service area. Indices of firm specialization and market concentration were computed in addition to more conventional characterizations of the market and the data used in the study.The regression results reveal a small degree of consistency in the impacts of the explanatory variables over the two years of the study and over the listing and sales markets. The number of salespeople is the most consistently significant variable. Indeed, market share per salesperson appears to be a non-monotonic function of the number of salespeople. The presence of a franchise and the quantity of display advertising are occasionally significant. Classified advertising, "Yellow Pages" advertising, and open houses all do not significantly affect market share per salesperson. Copyright American Real Estate and Urban Economics Association.

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    Article provided by American Real Estate and Urban Economics Association in its journal Real Estate Economics.

    Volume (Year): 14 (1986)
    Issue (Month): 4 ()
    Pages: 583-599

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    Handle: RePEc:bla:reesec:v:14:y:1986:i:4:p:583-599
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