Earnings of Real Estate Salespersons with Prior Work Experience

Anderson, Randy I.; Byrd, Anthony K.; Hurst, Matthew

doi:10.1080/10835547.2012.12092050

Cited by 2 publications

(1 citation statement)

References 14 publications

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“…The remainder of this paper is organized as follows: Section 2 is the literature review; Section 3 describes the research method, the reasons for using HLM, the variable settings, and the establishment of the empirical model; Section 4 presents the data source and a description of the sample statistics; Section 5 discusses the empirical results analysis; and Section 6 offers conclusions and suggestions. Anderson, Byrd, and Hurst (2012) found that persons entering into real estate directly as a first career and those with experience in sales or retail perform significantly better than others with different backgrounds. Traditionally, human capital models are employed to analyze labor income or work performance.…”

Section: Introductionmentioning

confidence: 94%

Factors Determining Income among Real Estate Salespersons: The Impacts of Individual Conditions, Franchises, and Regular Chains

Lee¹,

Tung²,

Lee³

et al. 2015

IJEF

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<p>This study explores the factors that affect the incomes of real estate salespersons by applying hierarchical linear modeling (HLM) to investigate the incomes of real estate salespersons in Kaohsiung. A total of 510 questionnaires were distributed to large chain housing agencies, of which a total of 319 effective samples were retrieved from 54 branch stores, for an effective return rate of 62.55%. The empirical results showed that individual incomes vary significantly from store to store. About 4.8% of the variation in individual incomes was due to differences among different branch stores. The individual income of a real estate salesperson is also significantly affected by individual-level factors such as age, working hours, and working experience. The marginal impact of education level, age, working hours, and working experience on real estate salesperson income is moderated by the type of store at which the given salesperson works. In addition, a branch store’s location has a direct, significant, and positive impact on a real estate salesperson’s income.</p>

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Section: Introductionmentioning

confidence: 94%

Factors Determining Income among Real Estate Salespersons: The Impacts of Individual Conditions, Franchises, and Regular Chains

Lee¹,

Tung²,

Lee³

et al. 2015

IJEF

View full text Add to dashboard Cite

show abstract

Team characteristics, peer competition threats and individual performance within a working team: An analysis of realtor agents

Lee¹

2014

SAJEMS

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This paper uses survey data from a questionnaire for brokers given to Kaohsiung realtors in order to explore the effect of the threat of peer competition on an individual's performance. In the empirical model, the branch "average performance of other agents" is used as the proxy variable for peer competition, and the hierarchical linear modeling (HLM) model is applied for estimation. The empirical results suggest that the average performance by other agents has a significant negative effect on an individual's performance. In branches that have more "agents" or have a "team compensation scheme", the effect of other agents' average performance on an individual's performance is significantly higher than that for the branches with fewer "agents" or without a "team compensation scheme". These findings are consistent with theoretical expectations.

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Earnings of Real Estate Salespersons with Prior Work Experience

Cited by 2 publications

References 14 publications

Factors Determining Income among Real Estate Salespersons: The Impacts of Individual Conditions, Franchises, and Regular Chains

Factors Determining Income among Real Estate Salespersons: The Impacts of Individual Conditions, Franchises, and Regular Chains

Team characteristics, peer competition threats and individual performance within a working team: An analysis of realtor agents

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