{"id":3457,"date":"2022-04-29T12:53:33","date_gmt":"2022-04-29T04:53:33","guid":{"rendered":"http:\/\/www.gssinst.org\/irer\/?p=3457"},"modified":"2025-12-03T02:39:27","modified_gmt":"2025-12-02T18:39:27","slug":"how-do-political-skills-affect-attitude-of-clients-in-real-estate-industry","status":"publish","type":"post","link":"https:\/\/www.gssinst.org\/irer\/2022\/04\/29\/how-do-political-skills-affect-attitude-of-clients-in-real-estate-industry\/","title":{"rendered":"How Do Political Skills Affect Attitude of Clients in Real Estate Industry?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"3457\" class=\"elementor elementor-3457\" data-elementor-settings=\"[]\">\n\t\t\t\t\t\t<div class=\"elementor-inner\">\n\t\t\t\t\t\t\t<div class=\"elementor-section-wrap\">\n\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-6b084dbc elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"6b084dbc\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t\t\t<div class=\"elementor-row\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-47d15be8\" data-id=\"47d15be8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-column-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<div class=\"elementor-widget-wrap\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-73767d13 elementor-widget elementor-widget-text-editor\" data-id=\"73767d13\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-text-editor elementor-clearfix\"><div class=\"article_label\">Article<\/div><p class=\"article_title\">How Do Political Skills Affect Attitude of Clients in Real Estate Industry?<\/p><div><p class=\"title_label_large\">Author<\/p><p class=\"title_label_large\">Start Page \/ End Page<\/p><p class=\"title_label\">Volume<\/p><p class=\"title_label\">Issue Number<\/p><p class=\"title_label\">Year<\/p><p class=\"title_label_large\">Publication<\/p><\/div><div><p><!-- Author \/ StartEndPage \/ Volume \/ IssueNumber \/ Year \/ Publication --><\/p><p class=\"title_text_large\">Jing-Yi Chen, Ming-Hui Wang<\/p><p class=\"title_text_large\">89 \/ 117<\/p><p class=\"title_text\">25<\/p><p class=\"title_text\">1<\/p><p class=\"title_text\">2022<\/p><p class=\"title_text_large\">International Real Estate Review<\/p><\/div><div class=\"empty\">\u00a0<\/div><p class=\"abstract_label\">Abstract<\/p><p><!-- Abstract Content --><br \/>This study, which is based on the social capital theory, explores how the political skills of salespersons (which include interpersonal influence (II), social astuteness (SA), networking ability (NA), and apparent sincerity (AS)) affect the trust of their clients in order to increase their loyalty. By incorporating the concept of political skills into research on real estate sales behavior, this study addresses the literature gap on the lack of discussion of the social abilities of salespersons in the real estate industry. To validate this theoretical model, this study targets real estate salespersons and buyers in Taiwan, by using questionnaires to collect dyadic data, and linear regression modeling to test the relevant hypotheses. The results indicate that among the political skills, II and SA are positively significant, thus indicating that salespersons with high degrees of II and SA are capable of increasing the trust of their clients, which in turn increases client loyalty. Moreover, the interaction effects on client trust are all negative and significant, which suggest that self-efficacy has a crucial moderating role. Salespersons with low self-efficacy who have NA and AS can enhance client trust. The findings of this study can be considered as constructive advice for the real estate industry in their training of salespersons.<\/p><p><!-- PDF DownloadLink --><\/p><p class=\"download\"><a href=\"http:\/\/www.gssinst.org\/irer\/wp-content\/uploads\/2022\/04\/v25-no1-3_Political-Skills-Affect-Clients-Attitude.pdf\"><strong>View PDF -https:\/\/doi.org\/10.53383\/100336<\/strong><\/a><\/p><div class=\"empty\">\u00a0<\/div><div>\u00a0<\/div><p class=\"abstract_label\">Keywords<\/p><p><!-- Keywords --><\/p><div><p class=\"p1\">Political Skills, Social Capital Theory, Client Trust, Self-efficacy, Client Loyalty, Salespersons<\/p><\/div><\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Article How Do Political Skills Affect Attitude of Clients in Real Estate Industry? Author Start Page \/ End Page Volume&hellip;<\/p>\n","protected":false},"author":6,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"article-template.php","format":"standard","meta":[],"categories":[231,230],"tags":[],"_links":{"self":[{"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/posts\/3457"}],"collection":[{"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/users\/6"}],"replies":[{"embeddable":true,"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/comments?post=3457"}],"version-history":[{"count":5,"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/posts\/3457\/revisions"}],"predecessor-version":[{"id":4669,"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/posts\/3457\/revisions\/4669"}],"wp:attachment":[{"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/media?parent=3457"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/categories?post=3457"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.gssinst.org\/irer\/wp-json\/wp\/v2\/tags?post=3457"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}