Listing Specialization and Residential Real Estate Licensee

Leonard V. Zumpano (), Ken Johnson and Randy I. Anderson
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Leonard V. Zumpano: University of Alabama,Culverhouse College of Commerce and Business Administration, Department of Economics, Finance, and Legal Studies, Tuscaloosa, AL 35487
Ken Johnson: Florida International University, Jerome Bain Real Estate Institute, College of Business Administration Miami, FL 33199
Randy I. Anderson: CNL Financial Group, Orlando, Florida

Journal of Real Estate Research, 2007, vol. 29, issue 1, pages 75-90

Abstract: Earlier research has found that specialization by real estate agents creates economies of scope for real estate firms. So far, however, no research has addressed this issue at the agent level. The question this research seeks to answer is whether specialization in one side of the real estate transaction increases agent income. The most important finding is that specialization has an asymmetric impact on earnings. Specializing in listings positively enhances agent income. In contrast, specialization on the selling side has an adverse affect on agent income. The implications of these findings for the consumer and real estate industry are also examined.

JEL-codes: L85 (search for similar items in EconPapers)
Date: 2007
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