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The role of gained trust: effects on intrinsic motivation, person-job fit and turnover intentions among real estate brokers

Martin Ahlenius (Författare), Björn Berggren (Författare), Jonas Kågström, 1972- (Författare), Lars-Johan Åge, 1966- (Författare)

URI https://urn.kb.se/resolve?urn=urn:nbn:se:hig:diva-45295, URN urn:nbn:se:hig:diva-45295, DOI 10.1108/pm-01-2024-0010

Högskolan i Gävle Akademin för utbildning och ekonomi (Utgivare)

utgivning

Emerald, 2025

är del av

Property Management · ISSN 0263-7472

43:1, 43-57

Bidrag, Onlineresurs

Finns online:

http://urn.kb.se/resolve?urn=urn:nbn:se:hig:diva-45295

Värdpublikation

ämne

Social Sciences, Economics and Business, Samhällsvetenskap, Ekonomi och näringsliv, Intrinsic motivation; Occupational turnover; Person-job fit; Real estate brokerage; Trust

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Sammanfattning

Purpose: The purpose of this paper is to analyze if gained trust is intrinsically motivating and whether it is correlated to subjective person-job fit and occupational turnover intentions among Swedish real estate brokers. Design/methodology/approach: The empirical data was gathered via a survey targeting all real estate brokers in Sweden and analyzed using structural equation modeling. Findings: The results indicated that brokers are motivated by gained trust from their sellers and that gained trust is a vital part of person-job fit among brokers. In addition, the results show that higher levels of person-job fit reduce the occupational turnover intentions among brokers. Research limitations/implications: Being a real estate broker in Sweden might differ from being a broker in many other otherwise comparable countries. Another limitation is the lack of measurements of job satisfaction and/or intrinsic motivation connected to other job characteristics besides customer relations and gained trust. The high mean values of person-job fit, and intrinsic motivation connected to gained trust from customers are contributing to a more nuanced description of brokerage. Practical implications: This study gives insights about intrinsic motivation and its connection to person-job fit. Awareness of what drives brokes can be used by both workers and managers to reduce occupational turnover. Originality/value: This study is interesting from a person-job fit theory advancement perspective since the focus is given to the connection between specific situational work characteristics and person-job fit.