Earticle

초록

영어

Given that the attention has increasingly been paid to the real estate brokerage service in recent years, this study tries to elucidate certain characteristics of broker and brokerage office that influence on the sales productivity, for the purpose of improving sales productivity of real estate brokerage service. Through literature review, this study finds various factors that can influence sales productivity of brokerage office, such as office size, office location, type of brokerage service, franchise affiliation, computer usage. With regard to broker, this study finds broker's personal and behavioral characteristics can influence sales productivity of broker. With empirical research, this study finds out office size, location, type of brokerage service, franchise affiliation, computer usage have an impact on sales productivity of brokerage office. It also becomes manifest that broker' education, age, experience in brokerage service, customer orientation, listening behavior, adaptive selling behavior have an effect on sales productivity of broker. The result of brokerage office sales productivity model shows that real estate brokerage office can enhance sales productivity by choosing right location and right brokerage service type, joining franchise and using information technology. And the result of broker sales productivity model shows that real estate broker can enhance sales productivity by changing their brokerage behavior such as his orientation, listening behavior and adaptive selling behavior.

목차

I. 서론
 II. 연구설계
 III. 실증연구
 IV. 결론
 참고문헌
 Abstract

키워드

저자

• 신종칠 [ Jong Chil Shin | 건국대학교 부동산학과 부교수 ]

참고문헌

발행기관

간행물

표지보기 관심저널 등록

• 간행물명

  생산성연구: 국제융합학술지 [Productivity Research: An International Interdisciplinary Journal]

• 간기

  격월간

• pISSN

  1225-3553

• 수록기간

  1987~2025

• 등재여부

  KCI 등재

• 십진분류

  KDC 325 DDC 330