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

Lee, Chun-Chang; Tung, Cheng-Huang; Lee, Yu-Heng; You, Shu-Man

doi:10.5539/ijef.v7n11p94

Cited by 2 publications

(3 citation statements)

References 36 publications

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“…It is hard to find occupations to compare brokerage with (Benjamin et al, 2007;Lee et al, 2015). Still, brokers are undoubtably within sales, and sales force turnover is acknowledged as problematic.…”

Section: Previous Studies 21 Employee and Occupational Turnovermentioning

confidence: 99%

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The occupational life cycle of real estate brokers: a cohort study

Ahlenius

Berggren

Gerdemark

et al. 2022

JERER

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PurposeThe purpose of this article is to describe and analyze the occupational life cycle of Swedish real estate brokers.Design/methodology/approachVoluntary turnover among real estate brokers could lead to occupational turnover and/or employee turnover and has been described as problematic by both practitioners and researchers alike. Most previous studies focusing on this issue have explored connections between real estate brokers' personality, economic and market conditions and turnover. Employee turnover involves shifting jobs within the profession (real estate brokerage), whereas occupational turnover concerns movement to a job not related to the real estate brokerage profession. Both perspectives on turnover are however lacking data about the average time spent as a broker. This study fills this gap by exploring real estate brokers' life cycle through data analysis using a cohort study consisting of a sample of 5,304 real estate brokers registered and/or deregistered over a ten-year period from 2010 to 2019.FindingsThe analysis show that the decline is almost linear, resulting in 50% of the newly registered real estate brokers remain in the occupation eight years after registration. These findings are not in line with previous assumptions as the real estate brokers' life cycle is substantially longer. The results also reveal that there are differences in life cycles due to gender and year of registration.Originality/valueThe analysis of longitudinal, aggregated data on the life cycle of real estate brokers is highly relevant as it serves as a point of reference for future longitudinal studies analyzing the motives for leaving the occupation.

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Section: Previous Studies 21 Employee and Occupational Turnovermentioning

confidence: 99%

“…It is hard to find occupations to compare brokerage with (Benjamin et al. , 2007; Lee et al. , 2015).…”

Section: Previous Studiesmentioning

confidence: 99%

The occupational life cycle of real estate brokers: a cohort study

Ahlenius

Berggren

Gerdemark

et al. 2022

JERER

View full text Add to dashboard Cite

show abstract

“…Longer hours of work indicate a higher investment of effort into work, which means better individual performance. Sirmans and Turnbull (1997), Yu (2001), Lee and Shen (2007), and Lee et al (2015) indicated that longer hours of work led to higher income and better performance. This study predicted that the hours of work coefficient was a positive value.…”

Section: Variable Definition Explanationmentioning

confidence: 99%

Bonus ratio, individual performance, and Self-selection of housing brokerage employees

Lee

Wang

et al. 2017

AJER

Self Cite

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This study explored the Self-selection issues present in the individual bonus ratio and individual performance of housing brokerage employees. The participants in the survey were housing brokerage employees in Kaohsiung City, Taiwan. In this study, individual performance and individual bonus ratio were designated as interacting endogenous variables. Evaluations were conducted using two-phase simultaneous equations. The empirical results showed the following: 1. a higher bonus ratio resulted in better individual performance, while better individual performance resulted in a higher bonus ratio. 2. Male workers performed significantly poorer than female workers. 3. Junior college education, hours of work, and low salary had a significant positive effect on individual performance. 4. Significantly more men than women selected brokerage work with a high individual bonus ratio. 5. Employees with university or higher education, low salary, and working in the direct selling system had significantly lower individual bonus ratios. Contribution/ OriginalityThis study explored the Self-selection issues present in the individual bonus ratio and individual performance of housing brokerage employees. In this study, individual performance and individual bonus ratio were designated as interacting endogenous variables. The empirical results showed that a higher bonus ratio resulted in better individual performance, while better individual performance resulted in a higher bonus ratio.

show abstract

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

Cited by 2 publications

References 36 publications

The occupational life cycle of real estate brokers: a cohort study

The occupational life cycle of real estate brokers: a cohort study

Bonus ratio, individual performance, and Self-selection of housing brokerage employees

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