The role of emotional intelligence on the performance of real estate agents in Prishtina, Kosovo

Abstract

PurposeThe purpose of this study was to explore the effect of emotional intelligence (EI) on the performance of real estate agents in Prishtina, Kosovo. The study also investigated the relationship of each dimension of emotional intelligence with the real estate agent's performance (REAP) in Prishtina, which is the city with the largest number of real estate agents in Kosovo.Design/methodology/approachThe present study used quantitative research with the questionnaire used as a research instrument. The questionnaire survey was conducted with 78 real estate agents in Prishtina, Kosovo. The sampling method used in this research was random sampling.FindingsThe findings of this study indicated that emotional intelligence has a significant impact on the job performance of real estate agents. The study also found that relationship management (RM) and social awareness (SOA) have a strong effect on real estate agents' performance, whereas self-awareness (SA) does not seem to have any statistically significant explanatory power over REAP.Research limitations/implicationsThis study can be utilized as a landmark for agents of real estate on understanding how the agents can use emotional intelligence in agents' favor by pointing out the prominence of EI in realizing the needs and desires of the potential buyers and the influence EI has on the decision to buy property. Furthermore, through this study, the real estate agencies will be provided with multiple reasons that substantiate the necessity to hire emotionally trained agents, and besides professional preparation, the companies must provide employees with behavioral training.Originality/valueThe present study is the first quantification of the impact of emotional intelligence and dimensions of emotional intelligence on the performance of Prishtina's real estate agents.

Psychometrics of Emotional Intelligence in Hospitality: A Cross-Sectional Study on Human Capital and Quality of Service

“…[31] explored, within an Israeli public hospital framework, the intricate relationship between EI and job outcomes, shedding light on the nuanced ways in which EI contributes to quality of service. Similarly, a study involving 78 real estate agents in Kosovo [32] corroborated the positive impact of EI on job performance, highlighting its significance across diverse occupational landscapes. Ref.…”

“…Also, ref. [32], based on a total of 78 real estate agents in Kosovo, proves how EI affects job performance in a direct way.…”

Decision-making biases in property investments in Prishtina, Kosovo

“…The theoretical implications of the present finding are that surprisingly personality traits of investors in Prishtina, Kosovo do not seem to influence the real estate investment decisions, which is because the individuals in Kosovo as part of a collectivist society are more connected with social norms as described by the theory of planned behavior of Ajzen (1991), which influences the intention to behave in a certain way and have less behavioral control personality attributes that influences their intention (Hoxha, 2021). Furthermore, even real estate agents in Prishtina as professionals are more influenced by social awareness and sociability than other emotional intelligence dimensions, heavily affecting the way how they frame information to real estate buyers (Hoxha and Zeqiraj, 2022). To this end, Zuckerman and Kuhlman (2000) also found that sociability is negatively related to risk-taking in investment decisions.…”

“…As an emerging economy and a collectivist society, Kosovo's real estate market and the nature of doing business in its property market differs from those of the developed countries given the different behavior of both real estate agents and real estate investors (Hoxha and Zeqiraj, 2022).…”