Listing Specialization and Residential Real Estate Licensee Income

Kenneth Johnson, Leonard Zumpano and Randy Anderson

Journal of Real Estate Research, 2007, vol. 29, issue 1, 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.

Date: 2007
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DOI: 10.1080/10835547.2007.12091191

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