Contributors

Disruption is inevitable in today’s real estate market, but it can also create opportunities for growth and innovation. In this research, we explore how adaptive selling and creativity help sales professionals navigate challenges like economic uncertainty, technological change, and shifting buyer behavior. Surprisingly, our research also reveals that micromanagement, often viewed negatively, can actually support agents during chaotic market conditions when used strategically.

Salesperson turnover is an important issue for real estate. Building on the familiar saying, "People don't quit jobs, they quit bosses," our study proposes a new concept, sales managers' leadership worthiness, and demonstrates that perceived leadership worthiness increases salespersons' trust in and identification with their managers, ultimately reducing turnover intentions.