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The Effects of Locus of Control on Real Estate Agent Job Satisfaction, Turnover, and Sales Performance

Wheatley, David E.
http://rave.ohiolink.edu/etdc/view?acc_num=xavier1511267630463226

Abstract Details

2013, Master of Arts (M.A.), Xavier University, Psychology.
Relationships among locus of control and job satisfaction, turnover intention, and sales performance in real estate were examined. A scale adapted from Levenson's (1974) Internal-External scale was used to measure LOC in 86 real estate agents at a large Midwestern real estate company. Previous research has shown that internal LOC is positively related to job satisfaction (Majumder, MacDonald, & Greever, 1977) and performance (Tseng & Kessel, 1971; Tseng, 1970) in other industries while having a negative correlation with turnover intentions. Results showed a significant relationship between internal LOC and job satisfaction as well as a negative correlation between internal LOC and turnover intentions in real estate agents. Also supported was the negative relationship between external LOC and job satisfaction. Additionally, external LOC real estate agents displayed higher intentions to quit. There were no significant gender differences or differences in age or level of education. Results from this study suggest the importance of LOC as a selection measure for real estate agents. Taken together, it appears that internal LOC individuals are more compatible for the demands of a career in real estate. Future research should investigate full-time real estate agents exclusively and use alternative methods for measuring sales performance.
Mark Nagy, Ph.D. (Committee Chair)
59 p.
Psychology
locus of control; real estate agent; job satisfaction turnover performance

Recommended Citations

Citations

  • Wheatley, D. E. (2013). The Effects of Locus of Control on Real Estate Agent Job Satisfaction, Turnover, and Sales Performance [Master's thesis, Xavier University]. OhioLINK Electronic Theses and Dissertations Center. http://rave.ohiolink.edu/etdc/view?acc_num=xavier1511267630463226

    APA Style (7th edition)

  • Wheatley, David. The Effects of Locus of Control on Real Estate Agent Job Satisfaction, Turnover, and Sales Performance . 2013. Xavier University, Master's thesis. OhioLINK Electronic Theses and Dissertations Center, http://rave.ohiolink.edu/etdc/view?acc_num=xavier1511267630463226.

    MLA Style (8th edition)

  • Wheatley, David. "The Effects of Locus of Control on Real Estate Agent Job Satisfaction, Turnover, and Sales Performance ." Master's thesis, Xavier University, 2013. http://rave.ohiolink.edu/etdc/view?acc_num=xavier1511267630463226

    Chicago Manual of Style (17th edition)

xavier1511267630463226
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© 2013, all rights reserved.
This open access ETD is published by Xavier University Psychology and OhioLINK.