THE EFFECT OF INDIVIDUAL SALES PERFORMANCE ON JOB SATISFACTION: A RESEARCH ON REAL ESTATE CONSULTANTS

Yıl 2021, Cilt: 2 Sayı: 1, 64 - 85, 15.03.2021

Mustafa Koçak Özgür Çengel

Öz

Considering the increasing population, urbanization, and industrialization rates, real estate trade has gained momentum and the importance of real estate consultancy which requires highly complex and technical knowledge has increased. In light of the literature, it has been predicted that individual sale performance of real estate consultants would affect job satisfaction positively. The validity and reliability of the scales were examined with a pilot study for the designed study as a survey method and it was carried out on 406 real estate consultants operating in Istanbul in 2019. Reliability, validity, correlation, and regression analysis were performed using the SPSS 22.0 package program for statistical analysis of the obtained data. As a result of the analysis, it was determined that individual sales performance affects job performance positively

Anahtar Kelimeler

Sale Performance, Job Satisfaction, Real Estate Consultant

Bireysel Satış Performansının İş Tatmini Üzerindeki Etkisinin İncelenmesi: Emlak Danışmanları Üzerine Bir Araştırma

Öz

Artan nüfus, şehirleşme ve sanayileşme oranları göz önüne alındığında gayrimenkul ticareti hız kazanmış ve oldukça karmaşık ve teknik bilgi gerektiren emlak danışmanlığının önemi artmıştır. Literatür bilgisi ışığında emlak danışmanlarının bireysel satış performanslarının iş tatminini olumlu yönde etkileyeceği öngörülmüştür. Anket yöntemi olarak tasarlanan çalışma için pilot çalışma ile ölçeklerin geçerliliği ve güvenilirliği incelenerek İstanbul’da faaliyet gösteren 406 emlak danışmanı üzerinde 2019 yılında yürütülmüştür. Elde edilen verilerin istatistiksel analizi için SPSS 22.0 paket programı kullanılarak güvenilirlik, geçerlilik, korelasyon ve regresyon analizleri yapılmıştır. Analizler sonucunda, bireysel satış performansının iş performansını olumlu yönde etkilediği saptanmıştır.

Anahtar Kelimeler

Satış Performansı, İş Tatmini, Emlak Danışmanı

Kaynakça

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