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Brokerage Firms' Characteristics and the Sale of Residential Property

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Abstract

Brokerage firms are continually searching for opportunities to improve their business and position in the market. Given a resistance to price competition, firms typically compete by offering different services to their customers. These services range from media access to new search technology to reputation. Firms offering new services may enhance the experience of home transition for individuals and attract business when past customers describe their comfort with the firm. This paper empirically examines the firms' impact on a more tangible feature of the home sale process: the sale price. There is a generally accepted trade-off when individuals sell their homes. Speed of sale and price obtained are balanced against each other. Holding days on the marketing constant, as well as property amenities, evidence is presented suggesting that some firms consistently achieve higher sale prices than other firms. Specifically, in the given market, when homes are listed with one of the largest firms, the owner can anticipate a significantly higher sale price. This size effect is very limited as some large firms consistently sell at prices below the small firm comparison group.

Suggested Citation

  • William T. Hughes, Jr., 1995. "Brokerage Firms' Characteristics and the Sale of Residential Property," Journal of Real Estate Research, American Real Estate Society, vol. 10(1), pages 45-56.
  • Handle: RePEc:jre:issued:v:10:n:1:1995:p:45-56
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    File URL: http://pages.jh.edu/jrer/papers/pdf/past/vol10n01/v10p045.pdf
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    References listed on IDEAS

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    1. Michael Glower & Patric H. Hendershott, 1988. "The Determinants of REALTOR Income," Journal of Real Estate Research, American Real Estate Society, vol. 3(2), pages 53-68.
    2. Rosen, Sherwin, 1974. "Hedonic Prices and Implicit Markets: Product Differentiation in Pure Competition," Journal of Political Economy, University of Chicago Press, vol. 82(1), pages 34-55, Jan.-Feb..
    3. Yinger, John, 1981. "A Search Model of Real Estate Broker Behavior," American Economic Review, American Economic Association, vol. 71(4), pages 591-605, September.
    4. Glenn E. Crellin & James R. Frew & G. Donald Jud, 1988. "The Earnings of REALTORS: Some Empirical Evidence," Journal of Real Estate Research, American Real Estate Society, vol. 3(2), pages 69-78.
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    Cited by:

    1. John D. Benjamin & G. Donald Jud & G. Stacy Sirmans, 2000. "Real Estate Brokerage and the Hosting Market: An Annotated Bibliography," Journal of Real Estate Research, American Real Estate Society, vol. 20(1), pages 217-278.
    2. John D. Benjamin & G. Donald Jud & G. Stacy Sirmans, 2000. "What Do We Know About Real Estate Brokerage?," Journal of Real Estate Research, American Real Estate Society, vol. 20(1), pages 5-30.
    3. T.L. Tyler Yang & Joseph W. Trefzger & Lawrence F. Sherman, 1997. "A Microeconomic Study of Commercial Real Estate Brokerage Firms," Journal of Real Estate Research, American Real Estate Society, vol. 13(2), pages 177-194.

    More about this item

    JEL classification:

    • L85 - Industrial Organization - - Industry Studies: Services - - - Real Estate Services

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