2nd Edition
Real Estate Marketing Strategy, Personal Selling, Negotiation, Management, and Ethics
Part 1: Strategy in Real Estate Development Firms. 1. Marketing Strategy. 2. Product and Place Strategy. 3. Price and Promotion Strategy. Part 2: Personal Selling—the Real Estate Agent. 4. Personal Selling in Real Estate: The Seller Representative. 5. Personal Selling in Real Estate: The Buyer Representative. Part 3: How Real Estate Agents Negotiate. 6. The Social Psychology of Real Estate Negotiations. 7. Negotiation Strategies and Tactics. Part 4: Sales Management—the Real Estate Broker. 8. Recruitment and Training of Real Estate Salespeople. 9. Motivation and Compensation Issues in Real Estate Marketing. 10. Leadership Issues in Real Estate Firms. Part 5: Law and Ethics in Real Estate Marketing. 11. Real Estate Marketing Laws. 12. Ethics in Real Estate Marketing. 13. A Code of Ethics for Real Estate Marketing Professionals.
Biography
M. Joseph Sirgy is Professor of Marketing and Virginia Tech Real Estate Professor Emeritus of Marketing; Pamplin College of Business, Department of Marketing; Virginia Polytechnic Institute & State University (Virginia Tech), USA; and Extraordinary Professor; WorkWell Research Unit; Faculty of Economic and Management Sciences; North-West University, Potchefstroom Campus, South Africa.
