Abstract
Exploring Motivational Factors Among High Performing Real Estate Brokers: The Swedish Case
Highlights
The possible causes of high individual performance in the brokerage industry have been widely studied
Previous studies have linked various personal characteristics, such as education, experience, effort, extraversion, and conscientiousness, to performance (Benjamin et al, 2000; Johnson et al, 1988; Waller & Jubran, 2012; Warr et al, 2005), a relatively high proportion of the variation in broker performance remains unexplained (Davenport, 2018; Larsen, 1991). This study addresses this gap by exploring relational motivation among high-performing solo self-employed entrepreneurs (SSEs) in the real estate brokerage industry
Relational motivation is explored through a self-determination theory (SDT) perspective and emphasizes how interpersonal business relations either support or undermine the fulfillment of basic psychological needs and how motivational orientation derived from such need fulfillment are maintained or transformed as a function of experiences within business relationships (La Guardia & Patrick, 2008)
Summary
The possible causes of high individual performance in the brokerage industry have been widely studied (see Davenport, 2018; Johnson et al, 1988; Larsen, 1991). Previous studies have linked various personal characteristics, such as education, experience, effort, extraversion, and conscientiousness, to performance (Benjamin et al, 2000; Johnson et al, 1988; Waller & Jubran, 2012; Warr et al, 2005), a relatively high proportion of the variation in broker performance remains unexplained (Davenport, 2018; Larsen, 1991). This study addresses this gap by exploring relational motivation among high-performing solo self-employed entrepreneurs (SSEs) in the real estate brokerage industry. Motivation among entrepreneurs is an underresearched area (Carsrud & Br€annback, 2011)
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