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| Factors Influencing Real Estate
Brokerage Sales Staff Performance Author: Michael A. Abelson, K. Michele Kacmar, and Ellen F. Jackofsky Start Page: 265 Abstract: This research examined
factors that affect residential real estate sales staff performance from sixteen firms of
various sizes in different residential markets. The human capital model was related to
sales staff commission earnings. A psychological factors model and management systems
model were introduced that explained variance beyond that accounted for by the human
capital model. Multiple regression analysis demonstrated that five of the twenty-seven
variables examined accounted for most of the statistically significant variance. These
variables included gender, hours worked per week, amount of formal education, work
satisfaction, and reputation of the firm. Suggestions on how to utilize the findings
regarding those variables related to earnings, as well as those not related, are briefly
discussed. |
