Perceptions of the role of incentive schemes on prospecting behaviour in a South African Real Estate organisation

Abstract

The purpose of this research is to examine the perceptions of the role of incentives schemes on estate agents’ prospecting behaviour in a South African real estate agency. More specifically the research will investigate the extent that the scheme’s incentives influence estate agents’ prospecting performance, how the incentives work in the scheme and the benefits of the incentives to the strategic goals of the company The research problem is an investigation into what is the relationship between incentives and prospecting performance in a South African real estate organisation? The significance of this study is to research the link between incentives and prospecting performance behaviour The research was qualitative in nature and the method of data collection was semi-structured interviews The emergent research implications from the results suggest that overall there is a strong correlation between the uses of incentives and increase performance of prospecting activities Steady recovering of the South African housing market will see another extensive growth in the number of real estate agencies. As technologies change the way business communicates with their target markets, the possibilities and techniques used to prospect will always be evolving. Sales performance will always be a crucial factor, however what is important is the prospecting behavior that is linked to the sale.