The gender gap in real estate sales: negotiation skill or agent selection?

Seagraves, P. and Gallimore, P. (2013) The gender gap in real estate sales: negotiation skill or agent selection? Real Estate Economics, 41 (3). pp. 600-631. ISSN 1540-6229 doi: 10.1111/reec.12006

Abstract/Summary

This study examines differences in net selling price for residential real estate across male and female agents. A sample of 2,020 home sales transactions from Fulton County, Georgia are analyzed in a two-stage least squares, geospatial autoregressive corrected, semi-log hedonic model to test for gender and gender selection effects. Although agent gender seems to play a role in naïve models, its role becomes inconclusive as variables controlling for possible price and time on market expectations of the buyers and sellers are introduced to the models. Clear differences in real estate sales prices, time on market, and agent incomes across genders are unlikely due to differences in negotiation performance between genders or the mix of genders in a two-agent negotiation. The evidence suggests an interesting alternative to agent performance: that buyers and sellers with different reservation price and time on market expectations, such as those selling foreclosure homes, tend to select agents along gender lines.

Item Type	Article
URI	https://reading-clone.eprints-hosting.org/id/eprint/29319
Item Type	Article
Refereed	Yes
Divisions	Henley Business School > Real Estate and Planning
Publisher	American Real Estate and Urban Economics Association
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