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Intra-firm Real Estate Brokerage Compensation Choices and Agent Performance

Listed author(s):
  • 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)

Registered author(s):

    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.

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    Article provided by American Real Estate Society in its journal journal of Real Estate Research.

    Volume (Year): 30 (2008)
    Issue (Month): 4 ()
    Pages: 423-440

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    Handle: RePEc:jre:issued:v:30:n:4:2008:p:423-440
    Contact details of provider: Postal:
    American Real Estate Society Clemson University School of Business & Behavioral Science Department of Finance 401 Sirrine Hall Clemson, SC 29634-1323

    Web page:

    Order Information: Postal: Diane Quarles American Real Estate Society Manager of Member Services Clemson University Box 341323 Clemson, SC 29634-1323
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