Research On Turnover Intention Of Real Estate Saleperson Under Tightening Policy Background

The macro-control policies to prevent overheating of the real estate market havebeen introduced since October2010. The real estate macro control aimto curb demandand limiting loans deepening, the property market has entered a number of adjustmentphase especially the introduction of Limited Purchasing Order. In this special period,the public’s attention has been focused on real estate development companies and homebuyers but less on the real estate sales staff. In fact, this series of tightening controlpolicy brought great changes to the real estate sales staff. It is important to explore theinfluence factors of turnover intention of sales staff in real estate companies undertightening policy.It has a very important significance both for providing targeted adviceand strategies and the healthy development of the real estate business.In view of this, the study takes the city of Hangzhou real estate salespeople forinstance, seeks to explore the turnover intentions factor of the real estate salespersonunder tightening policy. We use literature research, grounded theory and empiricalresearch to explore ways of combining real estate sales staff turnover intention, all threemethods combine to make research results more accurate and reliable.This paper based on the literature research about regulatory policies and turnoverintention, combined with incentive theory, try to explore the mechanism of affectingfactors on the real estate salesperson turnover intentions. Then this study explores theinfluence factors of estate sales staff turnover intention under tightening policygrounded theory and build a theoretical model of sales staff turnover intentions. Themain affecting factors in this model consists of three dimensions (organizational factors,personal factors, external environmental factors) and eight variables (corporate culture,compensation and development, business management, job factors,familyfactors,individual factors,employment opportunities and turnover costs). This studycollect data by questionnaire from real estate sales staff, and then use descriptivestatistical, factor analysis, analysis of variance, regression analysis and other commonmethods process the data for the model validation. Final validation results are asfollows:Firstly, gender, marital status, age, education level of the real estate sales staff haveno significant differences on turnover intentions. Work Experience on havesignificantly differences on turnover intentions, with3-5years of in real estate sales staff have the highest turnover intention.Secondly, gender, marital status, educational level have no significant differenceson turnover intentions., but age and work experience have significant difference on thecognitive of tightening policy, people who have the greater age and the longer workinglife may have higher cognitive of policy tightening.Thirdly, corporate culture, compensation and development, enterprise development,job factors, external environmental factors, family and individual factors allsignificantly affected real estate sales staff turnover intention.Fourth, the cognitive of tightening policies have no significant effect on turnoverintention, but it has a significantly regulating effect on real estate sales personnelturnover intention acting on corporate culture, work factors, external environmentalfactors.Finally, according to the study concludes, we propose five-point managementrecommendations to reduce sales staff turnover for real estate company. First, creategood corporate culture; Second, establish a scientific system of remuneration anddevelopment; Third, strengthen enterprise management in aspect of fair,developmentand management mechanisms;fourth,make rational tasks and creat good workingconditions;fifth,decelp different strategies according to the different characteristics ofthe sales staff.