The Gender Gap in Real Estate Sales: Negotiation Skill or Agent Selection?

32 Pages Posted: 14 Sep 2013

See all articles by Philip Seagraves

Philip Seagraves

Middle Tennessee State University

Paul Gallimore

University of Reading - School of Real Estate & Planning

Multiple version iconThere are 2 versions of this paper

Date Written: Fall 2013

Abstract

This study examines differences in net selling price for residential real estate across male and female agents. A sample of 2,020 home sales transactions from Fulton County, Georgia, are analyzed in a two‐stage least squares, geospatial autoregressive corrected, semi‐log hedonic model to test for gender and gender selection effects. Although agent gender seems to play a role in naïve models, its role becomes inconclusive as variables controlling for possible price and time on market expectations of the buyers and sellers are introduced to the models. Clear differences in real estate sales prices, time on market and agent incomes across genders are unlikely due to differences in negotiation performance between genders or the mix of genders in a two‐agent negotiation. The evidence suggests an interesting alternative to agent performance: that buyers and sellers with different reservation price and time on market expectations, such as those selling foreclosure homes, tend to select agents along gender lines.

Suggested Citation

Seagraves, Philip and Gallimore, Paul, The Gender Gap in Real Estate Sales: Negotiation Skill or Agent Selection? (Fall 2013). Real Estate Economics, Vol. 41, Issue 3, pp. 600-631, 2013. Available at SSRN: https://ssrn.com/abstract=2325747 or http://dx.doi.org/10.1111/reec.12006

Philip Seagraves (Contact Author)

Middle Tennessee State University ( email )

Murfreesboro, TN 37132
United States

Paul Gallimore

University of Reading - School of Real Estate & Planning ( email )

Whiteknights
Reading, Berkshire RG6 6AH
United Kingdom

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