The role of gained trust: effects on intrinsic motivation, person-job fit and turnover intentions among real estate brokers

IF 1.1 Q4 MANAGEMENT
Martin Ahlenius, Björn Berggren, Jonas Kågström, Lars-Johan Åge
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引用次数: 0

Abstract

Purpose

The purpose of this paper is to analyze if gained trust is intrinsically motivating and whether it is correlated to subjective person-job fit and occupational turnover intentions among Swedish real estate brokers.

Design/methodology/approach

The empirical data was gathered via a survey targeting all real estate brokers in Sweden and analyzed using structural equation modeling.

Findings

The results indicated that brokers are motivated by gained trust from their sellers and that gained trust is a vital part of person-job fit among brokers. In addition, the results show that higher levels of person-job fit reduce the occupational turnover intentions among brokers.

Research limitations/implications

Being a real estate broker in Sweden might differ from being a broker in many other otherwise comparable countries. Another limitation is the lack of measurements of job satisfaction and/or intrinsic motivation connected to other job characteristics besides customer relations and gained trust. The high mean values of person-job fit, and intrinsic motivation connected to gained trust from customers are contributing to a more nuanced description of brokerage.

Practical implications

This study gives insights about intrinsic motivation and its connection to person-job fit. Awareness of what drives brokes can be used by both workers and managers to reduce occupational turnover.

Originality/value

This study is interesting from a person-job fit theory advancement perspective since the focus is given to the connection between specific situational work characteristics and person-job fit.

获得信任的作用:对房地产经纪人内在动机、人岗匹配和离职意向的影响
本文旨在分析获得的信任是否具有内在激励作用,以及它是否与瑞典房地产经纪人的主观人职匹配度和职业流动意向相关。设计/方法/途径通过针对瑞典所有房地产经纪人的调查收集经验数据,并使用结构方程模型进行分析。此外,研究结果表明,较高的个人-工作契合度会降低经纪人的职业流动意向。研究局限性/意义在瑞典做房地产经纪人可能与在许多其他可比国家做经纪人有所不同。另一个局限是,除了客户关系和获得的信任之外,缺乏与其他工作特征相关的工作满意度和/或内在动力的测量。人职匹配度的高平均值以及与获得客户信任相关的内在动机有助于对经纪人进行更细致的描述。工人和管理者都可以利用对经纪业驱动因素的认识来降低职业流动率。原创性/价值从人-职契合理论发展的角度来看,这项研究很有意义,因为它关注的是特定情境工作特征与人-职契合之间的联系。
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来源期刊
Property Management
Property Management MANAGEMENT-
CiteScore
2.70
自引率
20.00%
发文量
36
期刊介绍: Property Management publishes: ■Refereed papers on important current trends and reserach issues ■Digests of market reports and data ■In-depth analysis of a specific area ■Legal updates on judgments in landlord and tenant law ■Regular book and internet reviews providing an overview of the growing body of property market research
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