Title

Intra-firm Real Estate Brokerage Compensation Choices and Agent Performance

Authors

Authors

K. H. Johnson; L. V. Zumpano;R. I. Anderson

Comments

Authors: contact us about adding a copy of your work at STARS@ucf.edu

Abbreviated Journal Title

J. Real Estate Res.

Keywords

SELLING PRICE; SAMPLE SELECTION; LISTING PRICE; MARKET; TIME; DURATION; Business, Finance; Economics

Abstract

This paper seeks to empirically determine whether more skilled and productive real estate salespeople, identified as full-payout or 100% commission agents, have a discernable, systematic effect on property selling price and its marketing time. Two types of agents, 100%ers and split-commission agents, are identified and controlled for in hedonic pricing and duration models in order to examine the relationship between incentives and agent performance. The results reveal that 100% agents sell their listed properties faster and at premiums. This paper may also help explain the contradictory findings of earlier research.

Journal Title

Journal of Real Estate Research

Volume

30

Issue/Number

4

Publication Date

1-1-2008

Document Type

Article

Language

English

First Page

423

Last Page

440

WOS Identifier

WOS:000261206800002

ISSN

0896-5803

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