Intra-firm Real Estate Brokerage Compensation Choices and Agent Performance

    Authors

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

    Comments

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    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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