Real Estate Agent Target Marketing: Are Buyers Drawn Towards Particular Real Estate Agents?

Aaron Arndt, David M. Harrison, Mark A. Lane, Michael Seiler () and Vicky L. Seiler

Journal of Housing Research, 2017, vol. 26, issue 1, 39-52

Abstract: We investigate whether customers' overall impression of online property listings can be influenced by the real estate agent, and whether this influence depends on the customer's demographic characteristics. A sample of 1,594 potential homebuyers took an online audio/visual tour of a typically priced home in their area. Subjects were shown one of eight conditions in which we varied agent gender (male/female), agent attractiveness (attractive / less attractive), and pathos (used/not used). The results show that segments of customers are drawn to different real estate agents, but contrary to our expectations, customers were not necessarily drawn to similar agents or more attractive ones.

Date: 2017
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Working Paper: Real Estate Agent Target Marketing: Are Buyers Drawn Towards Particular Real Estate Agents? (2017)
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DOI: 10.1080/10835547.2017.12092127

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