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Establishing Best Practices For Including Emotional Intelligence In Real Estate Professionals

Author

Listed:
  • Andree Swanson
  • Diane Hamilton
  • Paula Zobisch

Abstract

Competency in emotional intelligence, whether learned and/or improved, is an important skill for those in the field of real estate sales. Evidence from studies in the area of real estate and in the general area of sales have indicated that a correlation exists with individuals who have high emotional intelligence and improved sales performance. A thorough literature review and the delivery of an online survey taken by 31 real estate professionals was conducted. From this research, Swanson, Hamilton, and Zobisch created a list of best practices for incorporating emotional intelligence into the field of real estate professionals

Suggested Citation

  • Andree Swanson & Diane Hamilton & Paula Zobisch, 2015. "Establishing Best Practices For Including Emotional Intelligence In Real Estate Professionals," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 9(4), pages 91-97.
    • Handle: RePEc:ibf:gjbres:v:9:y:2015:i:4:p:91-97
    as

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    References listed on IDEAS

    as
    1. Andree Swanson & Paula Zobisch, 2014. "Emotional Intelligence Understanding Among Real Estate Professionals," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 8(5), pages 9-16.
    2. Verbeke, W.J.M.I. & Belschak, F.D. & Bakker, A.B. & Dietz, H.M.S., 2008. "When Intelligence is (Dys)Functional for Achieving Sales Performance," ERIM Report Series Research in Management ERS-2008-034-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    3. Kidwell Blair & Hardesty David M. & Murtha Brian R. & Sheng Shibin, 2012. "A Closer Look at Emotional Intelligence in Marketing Exchange," NIM Marketing Intelligence Review, Sciendo, vol. 4(1), pages 24-31, May.
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    Emotional Intelligence; Personality; Sales; Real Estate Professionals; Realtorâ„¢;
    All these keywords.

    JEL classification:

    • Z00 - Other Special Topics - - General - - - General

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