The Impact of Salary Structure, Performance Requirements, and Type of Business on the Performance of Housing Brokerage Employees

JEL Classification J33, L85, M52. This study investigated the effects of salary structure, performance requirements, and type of business on the performance of housing agents. The participants in the study survey consisted of the employees of real estate firms in Kaohsiung, Taiwan. Restricted and unrestricted regression models were used to compare the goodness-of-fit of the regression models. A total of 1500 questionnaires were distributed to the branches of the real estate firms, and 734 questionnaires were returned. 284 of the returned questionnaires were ineffective or had missing items. An effective sample of 450 questionnaires was thus collected for an effective recovery rate of 30%. The empirical results indicated that the type of business did not have a significant effect on individual performance with respect to base pay, individual bonuses, group bonuses, and performance requirements. In contrast, base pay, high individual bonuses, and group bonuses had a significant positive effect on individual performance. The empirical results in this study indicated that the effects of base pay, individual bonuses, and group bonuses on individual performance cannot be ignored when investigating the effect of the type business on individual performance.