IDEAS home Printed from
   My bibliography  Save this article

Intra-firm Real Estate Brokerage Compensation Choices and Agent Performance


  • 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)


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

    Download full text from publisher

    File URL:
    File Function: Full text
    Download Restriction: no


    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.

    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


    Access and download statistics


    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:jre:issued:v:30:n:4:2008:p:423-440. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (JRER Graduate Assistant/Webmaster). General contact details of provider: .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.