Beyond Real Estate Licensing: Case Study Analysis of Behavioral Assessment Relationship Applied to Human Performance: Predictive Sales Performance Based on Hogan Assessments Systems

Dr. Conrad R. Richards

ISBN 10: 1426917252 / ISBN 13: 9781426917257

Published by Trafford Publishing 2010-01-20, 2010

About this Item

Seller Inventory # 6666-IUK-9781426917257

Bibliographic Details

• Title: Beyond Real Estate Licensing: Case Study Analysis of Behavioral Assessment Relationship Applied to Human Performance: Predictive Sales Performance Based on Hogan Assessments Systems
• Publisher: Trafford Publishing 2010-01-20
• Publication Date: 2010
• Language: English
• ISBN 10: 1426917252
• ISBN 13: 9781426917257
• Binding: Paperback
• Condition: New

About this title

Synopsis

Conrad's new book, "Beyond Real Estate Licensing: Case Study Analysis of Behavioral Assessment Relationship Applied to Human Performance" is an outgrowth of his doctoral studies. The specific problem this research addresses pertains to whether behavioral readiness has an impact upon real estate brokerage sales performance. Although real estate students may score high on the real estate licensing examinations, it may not prove the student's ability to perform in a real estate brokerage performance sales environment. The most important performance criteria in real estate sales could be conceived as a developed personality capacity and alignment of motivational values. It is also noted that learning sales facilitators can not guarantee the knowledge transfer to performance unless, behavioral readiness is presented. Therefore behavioral assessment analysis can be considered as an integral aide to performance improvement. The purpose of this study was to establish the organizational responsibility towards behavioral assessment analysis during the pre-employment phase. The results of this study indicate that behavioral assessments may improve the overall recruitment and selection capability and to identify the necessary behavioral readiness that is necessary for knowledge transfer into sales performance.