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| Factors Related to the Selection of a
Real Estate Agency or Agent Authors: Joyce M. Johnson, Hugh O. Nourse, and Ellen Day Start Page: 109 Abstract: Real estate firms
attempting to maintain or increase their market share want to know the characteristics of
the firm or individual agents that are important to market participants. A survey of
homeowners conducted during August 1987 found the following: 1) the individual agent is
more important than the firm itself in the selection of a real estate firm; 2) knowing an
agent of the firm was the primary factor considered in the selection of a real estate
firm; and 3) agent characteristics of selling ability, competence, integrity, knowledge of
the market, and understanding the client's needs and concerns were most important. |
