AN ASSESSMENT ON THE LEVEL OF COMPETENCY OF ESTATE AGENT’S EMOTIONAL INTELLIGENCE IN LAGOS PROPERTY MARKETING

David Oluwatofun Akinwaminde and Victoria Amietsenwu Bello

AfRES from African Real Estate Society (AfRES)

Abstract: In real estate service, emotions underpin all client’s action in decision making. However, the understanding of client’s emotional needs requiresome degree of competencies to achieve customer’s satisfaction inproperty marketing. As a result, emotional intelligence competencies areessential in real estate agency to understand customer’s behaviour inproperty market. This study therefore assess the level of competency ofestate agent’s emotional intelligence in Lagos property marketing.Structured questionnaires were randomly administered on 236 registered estate firms while 205 (86%) questionnaires retrieved were found suitable for analysis. Data collected were analysed using descriptive statistics. Findings indicated that empathy, self-awareness and motivation ranked high among the competencies in emotional intelligence adopted by estate agents in estate agency service. However, it was observed that 54% of respondent within 6 – 10 years of experience in real estate agency possess a moderate level of emotional intelligence. The study recommends that estate agents should improve on their level of competency in emotionalintelligence to understand customer’s behaviour and emotional needs in decision making.

Keywords: Decision Making; Emotion; Emotional Intelligence; Estate Agent; Lagos; Property Market (search for similar items in EconPapers)
JEL-codes: R3 (search for similar items in EconPapers)
Date: 2019-09-01
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