Team characteristics, peer competition threats and individual performance within a working team: An analysis of realtor agents

Abstract

This paper uses survey data from a questionnaire for brokers given to Kaohsiung realtors in order to explore the effect of the threat of peer competition on an individual's performance. In the empirical model, the branch "average performance of other agents" is used as the proxy variable for peer competition, and the hierarchical linear modeling (HLM) model is applied for estimation. The empirical results suggest that the average performance by other agents has a significant negative effect on an individual's performance. In branches that have more "agents" or have a "team compensation scheme", the effect of other agents' average performance on an individual's performance is significantly higher than that for the branches with fewer "agents" or without a "team compensation scheme". These findings are consistent with theoretical expectations.

The Impact of Individual Characteristics and Branch Characteristics on Housing Agent Performance: Heckit model and Hierarchical Linear Modeling

“…The contents of the questionnaire include basic personal data on salespeople (e.g., gender, educational level, age, marital status, whether or not the salesperson has children aged six and older, and whether the salesperson is a manager or not), salesperson work-related questions (e.g., years working, performance on the job, work hours, with or without work experience outside the agency industry, and individual performance compensation rates), and data related to agency branch characteristics (e.g., requirements for work hours, team compensation schemes and branch location). (Lee, 2014(Lee, , 2015.…”

“…The sample included 518 surveys with micro-level observations and 47 surveys with branch-level observations. (Lee, 2014(Lee, , 2015.…”