How Do Political Skills Affect Attitude of Clients in Real Estate Industry?

Jing-Yi Chen () and Ming-Hui Wang ()
Additional contact information
Jing-Yi Chen: National Taichung University of Science and Technology
Ming-Hui Wang: National Taipei University of Business

International Real Estate Review, 2022, vol. 25, issue 1, 89-117

Abstract: This study, which is based on the social capital theory, explores how the political skills of salespersons (which include interpersonal influence (II), social astuteness (SA), networking ability (NA), and apparent sincerity (AS)) affect the trust of their clients in order to increase their loyalty. By incorporating the concept of political skills into research on real estate sales behavior, this study addresses the literature gap on the lack of discussion of the social abilities of salespersons in the real estate industry. To validate this theoretical model, this study targets real estate salespersons and buyers in Taiwan, by using questionnaires to collect dyadic data, and linear regression modeling to test the relevant hypotheses. The results indicate that among the political skills, II and SA are positively significant, thus indicating that salespersons with high degrees of II and SA are capable of increasing the trust of their clients, which in turn increases client loyalty. Moreover, the interaction effects on client trust are all negative and significant, which suggest that self-efficacy has a crucial moderating role. Salespersons with low self-efficacy who have NA and AS can enhance client trust. The findings of this study can be considered as constructive advice for the real estate industry in their training of salespersons.

Keywords: Political Skills; Social Capital Theory; Client Trust; Self-efficacy; Client Loyalty; Salespersons (search for similar items in EconPapers)
Date: 2022
References: View references in EconPapers View complete reference list from CitEc
Citations:

Downloads: (external link)
https://www.gssinst.org/irer/wp-content/uploads/20 ... Clients-Attitude.pdf Full text (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:ire:issued:v:25:n:01:2022:p:89-117

Ordering information: This journal article can be ordered from
Global Social Science Institute, 9200 Corporate Blvd., Suite 420 Rockville, MD 20850
https://www.gssinst.org/gssinst/index.html

Access Statistics for this article

International Real Estate Review is currently edited by Professor Sing Tien Foo and Professor Ko Wang

More articles in International Real Estate Review from Global Social Science Institute Global Social Science Institute, 9200 Corporate Blvd., Suite 420 Rockville, MD 20850.
Bibliographic data for series maintained by IRER Graduate Assistant/Webmaster ().