Perceptions of the role of incentive schemes on prospecting behaviour in a South African Real Estate organisation
Date
2014-02-19
Authors
Ferreira, Nelson Ramos
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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.
Description
MBA thesis
Keywords
Real estate, Property