不動產經紀人員人格特質影響業績因素探討-以台南市某不動產為例

A study of the Influence of Personality Traits on the Top performance - A real estate company in Tainan Case

郭鈺浲(Yu-Feng Kuo)

指導教授 ： 劉春初

長榮大學/管理學院/高階管理碩士在職專班(EMBA)/碩士(2016年)

摘要

本研究以不動產經紀人員為研究對象，旨在探討房屋仲介從業人員之人格特質與業績之間的關聯性，對銷售業績與個人人格特質之影響；以及探討研究不動產經紀人員的個人屬性及人格特質與個人業績之影響關係。以問卷調查法進行資料收集，共發放277 份問卷，有效回收件數為262份，有效回收率為95%，在262份有效問卷中，有記名之問卷為222份，佔有效問卷的85%。本研究案不同於過往之研究，是以實際個人業績與不同人格特質及個人屬性進行相關性研究討論；經由實際業績數據與問卷調查結果透過統計軟體(SPSS)分析所得之結果，仲介業普遍所說的「開發為業績之母」之論點是對的，而且發現並非所有人格特質與業績都有相關聯性，甚至有些人格特質與以往研究者對於探討銷售人員或本行業的職業特性(含文獻及個人訪談認知等)之結果應為正相關但實際卻為負相關。
研究結果顯示Top業績業務員所需具備之屬性或特質於性別方面為女性較男性為優，年齡約為30歲以上，婚姻狀況為已婚或其他，學歷為高中或大專，並具外向性之人格特質；而具有外向性(正相關)、情緒穩定性(負相關)、開放性(負相關)等特質者適合擔任開發之業務；具有外向性(正相關)、開放性(負相關) 等特質者適合負責銷售之業務。

關鍵字

不動產經紀人 ； 房屋仲介 ； 人格特質 ； 銷售業績

並列摘要

In this study, the main research subjects are real estate agents. It aims to explore the relevance of realtor’s personality traits on sales performance, and the impact of personal attributes and personality traits on the performance of real estate agents. Data was collected by a questionnaire survey. A total of 277 questionnaires was distributed and 262 effective questionnaires were returned. As a result, the effective response rate was 95%. Among the 262 valid questionnaires, 222 included respondents’ names, 85% of the valid questionnaires.
This research is different from the past. It was based on the correlation of real individual performance, different personality traits and personal attributes. Using SPSS, practical performance data and the results of questionnaires proved the common saying, “Performance is based on customer development.” is right. Furthermore, none of the personality traits are relative to performance. Compared to the past research, some personality traits of the result of discussing sales person or class features would be positive correlation, but actually is negative correlation.
The results of the research indicate that top sales must have some particular personal attributes or personality traits. First, in terms of gender, female is better than male. Next, the agent is about 30 years old and married or others. Last, the education level would be senior high school or college. The person would be outgoing. People that fit for customer development have personality traits such as extroversion (positive correlation), emotional stability (negative correlation), and liberal attitude (negative correlation). With outgoing (positive correlation) and liberal attitude (negative correlation), they are suitable for sales.

並列關鍵字

Real estate Agents ； Realtor ； Personality Traits ； Sales Performance

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