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Intra-firm Real Estate Brokerage Compensation Choices and Agent Performance

Author

Listed:
  • Ken H. Johnson

    () (Florida International University 11200 SW 8th Street, Miami, FL 33199)

  • Leonard V. Zumpano

    () (University of Alabama Tuscaloosa, AL 35487)

  • Randy I. Anderson

    () (University of Central Florida Orlando, FL 32816)

Abstract

This paper seeks to empirically determine whether more skilled and productive real estate salespeople, identified as full-payout or 100% commission agents, have a discernable, systematic effect on property selling price and its marketing time. Two types of agents, 100%ers and split-commission agents are identified and controlled for in hedonic pricing and duration models in order to examine the relationship between incentives and agent performance. The results reveal that 100% agents sell their listed properties faster and at premiums. This paper may also help explain the contradictory findings of earlier research.

Suggested Citation

  • Ken H. Johnson & Leonard V. Zumpano & Randy I. Anderson, 2008. "Intra-firm Real Estate Brokerage Compensation Choices and Agent Performance," Journal of Real Estate Research, American Real Estate Society, vol. 30(4), pages 423-440.
  • Handle: RePEc:jre:issued:v:30:n:4:2008:p:423-440
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    Citations

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    Cited by:

    1. Han, Lu & Strange, William C., 2015. "The Microstructure of Housing Markets," Handbook of Regional and Urban Economics, Elsevier.
    2. Kenneth Soyeh & Jonathan Wiley & Ken Johnson, 2014. "Do Buyer Incentives Work for Houses during a Real Estate Downturn?," The Journal of Real Estate Finance and Economics, Springer, vol. 48(2), pages 380-396, February.
    3. Kimberly Goodwin & Ken Johnson & Leonard Zumpano, 2012. "Minimum Service Requirements, Limited Brokers and Menuing of Services," The Journal of Real Estate Finance and Economics, Springer, vol. 45(2), pages 471-490, August.
    4. Raymond Brastow & Thomas Springer & Bennie Waller, 2012. "Efficiency and Incentives in Residential Brokerage," The Journal of Real Estate Finance and Economics, Springer, vol. 45(4), pages 1041-1061, November.
    5. Jonathan Wiley & Justin Benefield & Marcus Allen, 2014. "Cyclical Determinants of Brokerage Commission Rates," The Journal of Real Estate Finance and Economics, Springer, vol. 48(1), pages 196-219, January.

    More about this item

    JEL classification:

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

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