Factors Influencing Real Estate Brokerage Sales Staff Performance

Michael A. Abelson (), K. Michele Kacmar and Ellen F. Jackofsky ()
Additional contact information
Michael A. Abelson: Department of Management College of Business Administration Texas A&M University College Station, Texas 77843-4221, http://business.tamu.edu/mgmt/index.html
K. Michele Kacmar: School of Management Rensselaer Polytechnic Institute Troy, New York 12180, http://lallyschool.rpi.edu/
Ellen F. Jackofsky: Cox School of Business Southern Methodist University Dallas, Texas 75275, http://www2.cox.smu.edu/

Journal of Real Estate Research, 1990, vol. 5, issue 2, 265-276

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.

JEL-codes: L85 (search for similar items in EconPapers)
Date: 1990
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Citations: View citations in EconPapers (20)

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