Title

Intra-Firm Real Estate Brokerage Compensation Choices And Agent Performance

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.

Publication Date

12-1-2008

Publication Title

Journal of Real Estate Research

Volume

30

Issue

4

Number of Pages

423-440

Document Type

Article

Personal Identifier

scopus

Socpus ID

67650566899 (Scopus)

Source API URL

https://api.elsevier.com/content/abstract/scopus_id/67650566899

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