买方“跳单”行为下房产中介代理合约选择

王晨, 龚朴

系统工程理论与实践 ›› 2015, Vol. 35 ›› Issue (10) : 2698-2707.

PDF(795 KB)
PDF(795 KB)
系统工程理论与实践 ›› 2015, Vol. 35 ›› Issue (10) : 2698-2707. DOI: 10.12011/1000-6788(2015)10-2698
论文

买方“跳单”行为下房产中介代理合约选择

    王晨1, 龚朴2
作者信息 +

Brokerage contract selection for real estate brokers with jump-dealing buyers

    WANG Chen1, GONG Pu2
Author information +
文章历史 +

摘要

依据合约理论的分析框架, 研究了面对中国普遍存在的买方“跳单”行为, 房产中介应当如何在开放性代理合约和独家代理合约中进行选择. 首先通过模型的建立与求解分析了各合约下中介的最优的努力水平, 并研究了买方“跳单”概率和卖方房屋售价对最优决策的影响. 然后基于最优决策, 对两种合约进行了比较, 结果显示中介在独家代理时应实施更高的努力水平; 若买方“跳单”概率较小, 中介应该选择开放性代理; 若买方“跳单”概率较大, 中介应对售价较高或较低的房屋采用开放性代理, 对售价处在中间水平的房屋采用独家代理. 另外, 数值实验表明, 随着买方“跳单”概率的增加, 中介应对更多的房屋采用独家代理合约. 而随着独家代理费的升高, 在更大的“跳单”概率范围内, 中介一定不应该选择独家代理合约.

Abstract

According to the analysis framework of contract theory, we explore how real estate brokers select between open listing contract and exclusive agency listing contract when jump-dealing buyers exist. Through model construction and derivation, we first analyze the optimal effort level for different contracts and explore the impacts of jump-dealing probability and house price on the optimal effort levels. Then, we compare the two contracts based on the theoretical results. We find that real estate brokers will exert greater effort under exclusive agency listing contract; real estate brokers should select open listing if the jump-dealing probability is low; if the probability is high, real estate brokers should select open listing when the house price is either high or low and select exclusive agency listing contract otherwise. The numerical experiments show that real estate brokers would select exclusive agency listing contract for more houses with the increase of jump-dealing probability. However, when the exclusive agency fee increases, real estate brokers would not select exclusive agency listing for a larger region of jump-dealing probability.

关键词

房产中介 / “跳单”行为 / 开放性代理 / 独家代理 / 合约选择

Key words

real estate brokers / jump-dealing behavior / open listing / exclusive agency listing / contract selection

引用本文

导出引用
王晨 , 龚朴. 买方“跳单”行为下房产中介代理合约选择. 系统工程理论与实践, 2015, 35(10): 2698-2707 https://doi.org/10.12011/1000-6788(2015)10-2698
WANG Chen , GONG Pu. Brokerage contract selection for real estate brokers with jump-dealing buyers. Systems Engineering - Theory & Practice, 2015, 35(10): 2698-2707 https://doi.org/10.12011/1000-6788(2015)10-2698
中图分类号: F713.6    F293.30   

参考文献

[1] 汤文平. 从"跳单"违约到居间报酬—— "指导案例1号"评释[J]. 法学家, 2012, 6: 107-125.
[2] 廖俊平. 独权委托——避免房地产经纪纠纷的最佳委托代理模式[J]. 中国房地产, 2010, 9: 12-13.
[3] Liu P, Edelstein R H, Wu F. The markets for real estate presales: A theoretical approach[J]. Journal of Real Estate Finance and Economics, 2012, 45(1): 30-48.
[4] 伍海军, 马永开. 商品房预售的固定价格合同模型[J]. 系统工程理论与实践, 2010, 30(5): 835-840.Wu Haijun, Ma Yongkai. Fixed price contract model of pre-sale housings[J]. Systems Engineering - Theory & Practice, 2010, 30(5): 835-840.
[5] Chan S H, Wang K, Yang J. Presale contract and its embedded default and abandonment options[J]. The Journal of Real Estate Finance and Economics, 2012, 44(1-2): 116-152.
[6] 伍海军, 马永开. 带违约罚金的商品房预售合同[J]. 系统管理学报, 2012, 21(2): 218-223.Wu Haijun, Ma Yongkai. Pre-sale housing contract with penalty[J]. Journal of Systems & Management, 2012, 21(2): 218-223.
[7] 杨峰, 管百海, 胡本勇. 房地产销售代理承诺合约研究[J]. 管理工程学报, 2013, 27(3): 86-92.Yang Feng, Guan Baihai, Hu Benyong. Agency commitment contract for real estate sales[J]. Journal of Industrial Engineering and Engineering Management, 2013, 27(3): 86-92.
[8] 管百海, 杨峰, 胡本勇. 房地产销售代理的分级分成合约[J]. 系统工程, 2012, 30(2): 85-90.Guan Baihai, Yang Feng, Hu Benyong. Multi-level sharing contract of real estate sales agent[J]. Systems Engineering, 2012, 30(2): 85-90.
[9] Rutherford R C, Springer T M, Yavas A. The impacts of contract type on broker performance[J]. Real Estate Economics, 2001, 29(3): 389-409.
[10] Rutherford R C, Springer T M, Yavas A. The impacts of contract type on broker performance: Submarket effects[J]. Journal of Real Estate Research, 2004, 26(1): 277-298.
[11] Rutherford R C, Springer T M, Yavas A. Conflicts between principals and agents: Evidence from residential brokerage[J]. Journal of Financial Economics, 2005, 76(3): 627-665.
[12] Brastow R T, Springer T M, Waller B D. Efficiency and incentives in residential brokerage[J]. The Journal of Real Estate Finance and Economics, 2012, 45(4): 1041-1061.
[13] Clauretie T M, Daneshvary N. Principal-agent conflict and broker effort near listing contract expiration: The case of residential properties[J]. The Journal of Real Estate Finance and Economics, 2008, 37(2): 147-161.
[14] Ke Q, Jayne M, Isaac D. Sole agency vs multi-agency: An investigation of agency practice across England and Wales[J]. Property Management, 2009, 27(4): 228-241.
[15] Konishi H. Concentration of competing retail stores[J]. Journal of Urban Economics, 2005, 58(3): 488-512.
[16] De la Rosa L E. Overconfidence and moral hazard[J]. Games and Economic Behavior, 2011, 73(2): 429-451.
[17] Soyeh K W, Wiley J A, Johnson K H. Do buyer incentives work for houses during a real estate downturn?[J]. The Journal of Real Estate Finance and Economics, 2014, 48(2): 380-396.

基金

国家自然科学基金 (71231005)
PDF(795 KB)

270

Accesses

0

Citation

Detail

段落导航
相关文章

/