Antecedents of satisfaction in the real estate sector

Abstract

This paper examines the trust that clients have, both in the salesman and in the company, and the product’s perceived quality and value as being the antecedents of satisfaction with high value purchases, such as the purchase of a residential property when only the plans exist. A theoretical proposition was developed and tested, using data from the Brazilian real estate market and structural equation modeling. The results indicate that satisfaction with the real estate broker has an infl uence on the trust placed in her/him, but that previous experiences and thecharacteristics of brokers in general have no impact on this variable. It was also detected that the product’s perceived value and trust in the broker and the homebuilder have an infl uence on the satisfaction with the purchase, but not on the perceived value of the product. The implications of the results for research and marketing management, more specifi cally in the fi eld of real estate marketing, are discussed.