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Exploring Motivational Factors Among High Performing Real Estate Brokers: The Swedish Case

Author

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  • Martin Ahlenius
  • Björn Berggren
  • Jonas Kågström

Abstract

The purpose of this exploratory case study is to analyze the role of relational motivation for high-performing real estate brokers in Sweden. The concept of relational motivation, or relatedness, is explored through both affective and calculative commitment. The data in this study come from in-depth interviews with real estate brokers. The results show that the brokers are committed to their clients, in an affective and a calculative way. All of the participants expressed signs of being emotionally involved in their customer relations, often in terms of genuine interest in, and caring for, their clients. The existence of relatedness toward customers in a brokerage context contributes to the discussion on what motivates high-performing real estate brokers. By viewing relatedness as a trigger to engage in more customer relationships, the intrinsic motivation can be seen as a strong antecedent to individual performance.

Suggested Citation

  • Martin Ahlenius & Björn Berggren & Jonas Kågström, 2021. "Exploring Motivational Factors Among High Performing Real Estate Brokers: The Swedish Case," Journal of Real Estate Practice and Education, Taylor & Francis Journals, vol. 23(1), pages 20-37, January.
    • Handle: RePEc:taf:rjrpxx:v:23:y:2021:i:1:p:20-37
    DOI: 10.1080/15214842.2021.2006892
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