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Intra-firm Real Estate Brokerage Compensation Choices and Agent Performance

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  • Ken Johnson
  • Leonard Zumpano
  • Randy Anderson

Abstract

This paper seeks to empirically determine whether more skilled and productive real estate salespeople, identified as full-payout or 100% commission agents, have a discernable, systematic effect on property selling price and its marketing time. Two types of agents, 100%ers and split-commission agents, are identified and controlled for in hedonic pricing and duration models in order to examine the relationship between incentives and agent performance. The results reveal that 100% agents sell their listed properties faster and at premiums. This paper may also help explain the contradictory findings of earlier research.

Suggested Citation

  • Ken Johnson & Leonard Zumpano & Randy Anderson, 2008. "Intra-firm Real Estate Brokerage Compensation Choices and Agent Performance," Journal of Real Estate Research, Taylor & Francis Journals, vol. 30(4), pages 423-440, January.
    • Handle: RePEc:taf:rjerxx:v:30:y:2008:i:4:p:423-440
    DOI: 10.1080/10835547.2008.12091228
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