Seller versus Broker: Timing of Promotion

Carl Gwin, Seow-Eng Ong and Carol Gwin

Journal of Real Estate Research, 2002, vol. 24, issue 1, 27-46

Abstract: Sellers and brokers may differ in preferred timing of costly promotion. Sellers with holding costs are anxious to sell. Sellers with showing costs want a slower approach. The findings indicate that a standard listing contract where the broker chooses promotion timing can be efficient if sellers have no significant holding or showing costs. The efficient listing contract provisions are delineated for duration and fee structure for sellers who have holding and/or showing costs.

Date: 2002
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DOI: 10.1080/10835547.2002.12091085

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