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Factors Influencing Real Estate Brokerage Sales Staff Performance

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Abstract

This research examined factors that affect residential real estate sales staff performance from sixteen firms of various sizes in different residential markets. The human capital model was related to sales staff commission earnings. A psychological factors model and management systems model were introduced that explained variance beyond that accounted for by the human capital model. Multiple regression analysis demonstrated that five of the twenty-seven variables examined accounted for most of the statistically significant variance. These variables included gender, hours worked per week, amount of formal education, work satisfaction, and reputation of the firm. Suggestions on how to utilize the findings regarding those variables related to earnings, as well as those not related, are briefly discussed.

Suggested Citation

  • Michael A. Abelson & K. Michele Kacmar & Ellen F. Jackofsky, 1990. "Factors Influencing Real Estate Brokerage Sales Staff Performance," Journal of Real Estate Research, American Real Estate Society, vol. 5(2), pages 265-276.
  • Handle: RePEc:jre:issued:v:5:n:2:1990:p:265-276
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    References listed on IDEAS

    as
    1. Peter Chinloy, 1988. "The Real Estate Brokerage: Commissioned Sales and Market Values," Journal of Real Estate Research, American Real Estate Society, vol. 3(2), pages 37-51.
    2. 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.
    3. James R. Follain & Terry Lutes & David A. Meier, 1987. "Why Do Some Real Estate Salespeople Earn More Than Others?," Journal of Real Estate Research, American Real Estate Society, vol. 2(1), pages 73-81.
    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. Daniel T. Winkler & W. Keener Hughen, 2012. "Fringe Benefits Compensation of Real Estate Agents and Brokers," International Real Estate Review, Asian Real Estate Society, vol. 15(3), pages 253-281.
    2. repec:ibn:ijefaa:v:9:y:2017:i:10:p:189-199 is not listed on IDEAS
    3. 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.
    4. James R. Webb, 2000. "An Inquiry into the Professional Self Image of Real Estate Agents," Journal of Real Estate Research, American Real Estate Society, vol. 20(1), pages 153-177.
    5. J. Benjamin & P. Chinloy & G. Jud & D. Winkler, 2007. "Do Some People Work Harder than Others? Evidence from Real Estate Brokerage," The Journal of Real Estate Finance and Economics, Springer, vol. 35(1), pages 95-110, July.
    6. G. Martin Izzo & Barry E. Langford, 2008. "Data analysis with ordinal and interval dependent variables: examples from a study of real estate salespeople," Review of Economic and Business Studies, Alexandru Ioan Cuza University, Faculty of Economics and Business Administration, vol. 1, pages 103-116, December.
    7. repec:rss:jnljms:v6i11p2 is not listed on IDEAS
    8. 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.
    9. 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.
    10. Yang Zhang & Hong Zhang & Michael J. Seiler, 2016. "The Effects of Time Constraints on Broker Behavior in China¡¦s Resale Housing Market: Theory and Evidence," International Real Estate Review, Asian Real Estate Society, vol. 19(3), pages 353-370.
    11. John D. Benjamin & Peter Chinloy & Donald Jud & Daniel T. Winkler, 2005. "Technology and Real Estate Brokerage Firm Financial Performance," Journal of Real Estate Research, American Real Estate Society, vol. 27(4), pages 409-426.
    12. Richard Martin & Henry Munneke, 2010. "Real Estate Brokerage Earnings: The Role of Choice of Compensation Scheme," The Journal of Real Estate Finance and Economics, Springer, vol. 41(4), pages 369-389, November.
    13. Leonard V. Zumpano & Ken Johnson & Randy I. Anderson, 2007. "Listing Specialization and Residential Real Estate Licensee," Journal of Real Estate Research, American Real Estate Society, vol. 29(1), pages 75-90.
    14. Yang Zhang & Hong Zhang & Michael J. Seiler, 2014. "The Effects of Demand Specification and Search Patience on the Buyer Search Process in China¡¦s Resale Housing Market: An Experimental Study," International Real Estate Review, Asian Real Estate Society, vol. 17(3), pages 275-299.

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    JEL classification:

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

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