Please use this identifier to cite or link to this item: https://scholarbank.nus.edu.sg/handle/10635/221732
Title: AN INVESTIGATION ON THE EFFECTS OF GEOGRAPHICAL TARGET AREA (GTA) ON THE INCOME LEVEL OF REAL ESTATE SALESPERSONS
Authors: LIM SHAO QIAN LESTER
Keywords: Real Estate
Ong Seow Eng
2018-2019 RE
RE
GTA
Non-GTA
Strategy
Issue Date: 10-May-2019
Citation: LIM SHAO QIAN LESTER (2019-05-10). AN INVESTIGATION ON THE EFFECTS OF GEOGRAPHICAL TARGET AREA (GTA) ON THE INCOME LEVEL OF REAL ESTATE SALESPERSONS. ScholarBank@NUS Repository.
Abstract: The Study aimed at Geographical Target Area (GTA) of real estate agents, and how GTA affects their income, using Agents of a large real estate company in Singapore as a case study. The variables of the Study include GTA, Income of Agents, Demographic factors (Age, years of Experience and Educational Qualification). The study adopted Geographical Weighted Regression (GWR) as a model for defining agents who are employing GTA and those who are not. The Sample size as drawn from the GWR model was 412. A robust test was conducted to check the consistency of the sample size in light of deals they closed in later years. Descriptive statistics was used to analyze the demographic variables in light of Age, Years of experience and Educational qualification. Difference in Difference test was conducted to check the mean difference of Income of Agents who employed GTA and those who don’t. The probit regression evaluated the impact GTA has on income of Agents, and also analyzed the likelihood of Age, Years of experience and Educational qualification influencing the adoption of GTA as a strategy. Propensity score matching was employed to assign pscores to the variables, and checked is in consonance with the Probit regression. The findings of the study reveal that GTA was employed as a strategy by some agents and it significantly improves their income when compared to Agents who don’t employs it. Also, Educational qualification of an Agent is more likely to positively affect the employment of GTA as a strategy. Age and Years of Experience is less likely to affect such a decision. It is thus recommended that Agents should employ GTA, if they intend to improve their income. [Keywords: Real Estate, GTA, Non-GTA, Strategy]
URI: https://scholarbank.nus.edu.sg/handle/10635/221732
Appears in Collections:Bachelor's Theses

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