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The factors that contribute to the s...

Capella University., School of Business.

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The factors that contribute to the survival of a real estate sales associate's career: A qualitative case study.

Record Type:	Electronic resources : Monograph/item
Title/Author:	The factors that contribute to the survival of a real estate sales associate's career: A qualitative case study./
Author:	Frohriep, William W.
Description:	211 p.
Notes:	Adviser: Gregory Gull.
Contained By:	Dissertation Abstracts International70-03A.
Subject:	Business Administration, Management. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3350409
ISBN:	9781109082944

The factors that contribute to the survival of a real estate sales associate's career: A qualitative case study.
Frohriep, William W.

The factors that contribute to the survival of a real estate sales associate's career: A qualitative case study. - 211 p.

Adviser: Gregory Gull.

Thesis (Ph.D.)--Capella University, 2009.

The purpose of this interpretive case study is to gain a better understanding of how tentatively identified factors contribute to the failure and/or the survival of real estate sales associates who have less than five years experience in the real estate industry. This case study examined the factors that contributed to the survival of real estate sales associate's careers. This study included both real estate licensees that have survived the first three to five years in business and those who have left the business within the same time frame.

ISBN: 9781109082944Subjects--Topical Terms:

626628
Business Administration, Management.

The factors that contribute to the survival of a real estate sales associate's career: A qualitative case study.
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040 $a UMI $c UMI
100 1 $a Frohriep, William W. $3 1032070
245 1 4 $a The factors that contribute to the survival of a real estate sales associate's career: A qualitative case study.
300 $a 211 p.
500 $a Adviser: Gregory Gull.
500 $a Source: Dissertation Abstracts International, Volume: 70-03, Section: A, page: 0935.
502 $a Thesis (Ph.D.)--Capella University, 2009.
520 $a The purpose of this interpretive case study is to gain a better understanding of how tentatively identified factors contribute to the failure and/or the survival of real estate sales associates who have less than five years experience in the real estate industry. This case study examined the factors that contributed to the survival of real estate sales associate's careers. This study included both real estate licensees that have survived the first three to five years in business and those who have left the business within the same time frame.
520 $a The following themes were developed (a) the real estate business is more challenging and complex than most newly licensed sales associates expect, (b) failure is often associated with the stress of an irregular income and some unforeseen, but challenging life event that is not associated with a real estate career, (c) most real estate firms offer some form of introductory sales training and most newly licensed sales associates attend that training, (d) most sales associates feel that their ability to interact with people, or their selling skills, improve during their real estate career, (e) developing effective selling skills requires a different learning approach than learning office procedures and acquiring technical knowledge, (f) the responses to questions regarding personality traits were widely varied and no specific theme was observed or developed from this study, (g) economic market conditions do contribute to the failure or survival of a real estate sales associate's career, (h) leaving the business is not necessarily a permanent decision. Half of the inactive participants in this study have considered restarting their real estate career, (i) strong management and strong family support contribute positively to the survival of a real estate sales associate's career, (j) newly licensed sales associates describe themselves as being highly motivated, committed, and determined to succeed in their real estate career, (k) having a mentor is seen by sales associates as being a positive influence for ongoing training, encouragement, and continued development of a real estate career.
590 $a School code: 1351.
650 4 $a Business Administration, Management. $3 626628
650 4 $a Sociology, Industrial and Labor Relations. $3 1017858
690 $a 0454
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710 2 $a Capella University. $b School of Business. $3 1018437
773 0 $t Dissertation Abstracts International $g 70-03A.
790 $a 1351
790 1 0 $a Benraouane, Sid $e committee member
790 1 0 $a Gull, Gregory, $e advisor
790 1 0 $a Haan, Perry $e committee member
791 $a Ph.D.
792 $a 2009
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3350409