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Listing Specialization and Residential Real Estate Licensee

Author

Listed:
  • Leonard V. Zumpano

    (University of Alabama,Culverhouse College of Commerce and Business Administration, Department of Economics, Finance, and Legal Studies, Tuscaloosa, AL 35487)

  • Ken Johnson

    (Florida International University, Jerome Bain Real Estate Institute, College of Business Administration Miami, FL 33199)

  • Randy I. Anderson

    (CNL Financial Group, Orlando, Florida)

Abstract

Earlier research has found that specialization by real estate agents creates economies of scope for real estate firms. So far, however, no research has addressed this issue at the agent level. The question this research seeks to answer is whether specialization in one side of the real estate transaction increases agent income. The most important finding is that specialization has an asymmetric impact on earnings. Specializing in listings positively enhances agent income. In contrast, specialization on the selling side has an adverse affect on agent income. The implications of these findings for the consumer and real estate industry are also examined.

Suggested Citation

  • Leonard V. Zumpano & Ken Johnson & Randy I. Anderson, 2007. "Listing Specialization and Residential Real Estate Licensee," Journal of Real Estate Research, American Real Estate Society, vol. 29(1), pages 75-90.
    • Handle: RePEc:jre:issued:v:29:n:1:2007:p:75-90
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    References listed on IDEAS

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    Cited by:

    1. Marcus T. Allen & Justin D. Benefield & Ronald C. Rutherford, 2023. "Co-Listing Strategies: Better Transaction Outcomes?," The Journal of Real Estate Finance and Economics, Springer, vol. 67(3), pages 517-544, October.
    2. Randy I. Anderson & Hany Guirguis & Geoffrey K. Turnbull, 2018. "Focus or Generalize: Real Estate Agent Effort Allocation and Compensation," International Journal of Business and Economics, School of Management Development, Feng Chia University, Taichung, Taiwan, vol. 17(1), pages 25-42, June.

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    More about this item

    JEL classification:

    • L85 - Industrial Organization - - Industry Studies: Services - - - Real Estate Services

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