Tjänster på internet är inget nytt begrepp. Det finns otaliga leverantörer av olika typer av tjänster, onlinebutiker, och portaler. När man skapar webbtjänster kan det vara svårt att förutse hur de kommer att användas när det lanserats. I tiden mellan idé och färdig produkt finns sällan utrymme att prioritera design av god användbarhet. God användbarhet är viktig då den ger en ökad produktivitet och andra affärsfördelar i form av färre misstag och bättre kvalitet, för att nämna några. Studien behandlar hur man utvärderar webbtjänster utifrån hur användare upplever kvaliteten samt hur den uppfyller deras behov det vill säga nöjdheten. Den behandlar även hur man kan genomföra en utvärdering, dels teoretiskt och dels praktiskt genom en survey. Syftet är att förklara vad kvalitet inom tjänster är samt vilka aspekter som påverkar hur användare upplever det. Studien har en verklig förankring i och med att en utvärderande survey genomförts på en webbtjänst för mäklare skapad av Valueguard AB. Studien utfördes med hjälp av enkäter som besvarades av aktiva användare av tjänsten. Olika aspekter som påverkar kvaliteten undersöktes och resulterade i att man kan se ett tydligt samband mellan upplevda kvaliteten och nöjdheten. Det framgick även att användbarheten har en väldigt stor påverkan på kvaliteten. / Services on the Internet are not a new concept. There are countless suppliers of various types of services, online stores, and portals. When creating Web services it can be hard to predict how it will be used once launched. The time between idea and finished product time is rarely prioritized for design of good usability. Good usability is important because it provides increased productivity and other business benefits in terms of fewer errors and better quality.This study deals with how to evaluate Web services based on how users perceive quality and how it meets their needs of user satisfaction. The study also deals with how to conduct an evaluation, partly theoretical and partly practical through the use of a survey. The purpose is to explain what quality of service is and what aspects affect how users experience it. The study has a real presence in that an evaluative survey is conducted on a Web service created for estate agents by Valueguard AB.The study is conducted using questionnaires answered by active users of the web service. Various aspects that affect the quality was investigated and resulted in a clear correlation between perceived quality and satisfaction. It was also confirmed that usability has a very large impact on perceived quality.

A participação do mercado imobiliário na economia brasileira é bastante relevante, tanto em montante financeiro quanto na complexidade dos processos inerentes às suas transações. O corretor, profissional que faz a intermediação de compra e venda de imóveis, é uma figura-chave desse mercado e portanto, importante de ser pesquisado. O presente estudo almeja examinar a preparação do profissional atuante no mercado imobiliário, o corretor de imóveis, mediante a realização de um estudo de caso com uma empresa líder do setor no mercado de São Paulo, utilizando o instrumento de coleta de dados de questionário por email com os líderes de sua força de vendas e da área de recursos humanos. A empresa-caso está inserida em um contexto de forte aquecimento de negócios conhecido como boom imobiliário, caracterizado por uma combinação de fatores como queda de juros, déficit habitacional e captação de recursos para o setor em bolsa de valores. Este forte crescimento influenciou na definição do escopo do trabalho, já que o corretor de imóveis tem papel fundamental no contexto de aumento do volume de transações e na valorização dos bens imóveis. Para tanto, esta dissertação tem por objetivo compreender como se prepara o corretor de imóveis para atuar no mercado imobiliário brasileiro. A revisão da literatura nas áreas de Gestão de Força de Vendas, Treinamento e Teoria da Agência, orientou a realização de uma pesquisa qualitativa com os objetivos de (i) identificar o tipo de treinamento que o corretor de imóveis recebe por parte das Imobiliárias, no Brasil e (ii) avaliar os temas e conhecimentos relevantes para o treinamento dos corretores de imóveis. Na seqüência, realizou-se uma análise de dados secundários, levantando os assuntos de importância para o ensino específico de mercado imobiliário oferecido nas melhores escolas de negócios dos Estados Unidos. Associada ao referencial teórico essa análise de dados secundários possibilitou a realização de um estudo de caso. Por meio de um questionário, foi possível verificar se o conteúdo encontrado na fundamentação teórica e o ensinado nas melhores escolas dos Estados Unidos estão presentes na preparação que a empresa-caso oferece à sua força de vendas, composta pelos corretores de imóveis. Por último, através do mesmo instrumento de coleta, foram levantadas as dificuldades que os gestores da empresa de comercialização e imóveis do Brasil encontram no treinamento de seus corretores. Algumas considerações finais foram tecidas com base na análise do material de pesquisa e nas respostas fornecidas pelo responsável pela área de vendas e recursos humanos / The participation of the property market in the Brazilian economy is highly relevant, both in financial amount and in complexity of processes involved in your transactions. The real estate broker, professional who intermediates the property buying and selling processes, is a key figure in that market and, therefore, important to be researched. This study aims to examine the preparation of professional working in the real estate market, the realtor, through a case study with a leading company in the market of São Paulo, using the data collection instrument through a questionnaire by email to the managers of its sales force and the area of human resources. The case-company is inserted in a context of strong heating business which became known as real estate boom, characterized by a combination of factors like fall in interest rates, the housing deficit and fund-raising for the sector on the stock exchange market. This strong growth has influenced the definition of the scope of work, since the realtor has a fundamental role in the context of increased volume of transactions and the valuation of property. Thus, the present work aims to understand how to prepare the real estate broker to act efficiently in the Brazilian property market. A review of the literature in the areas of Sales Force Management, Training and Theory of Agency, directed the implementation of a qualitative research with the objectives of (i) identify the type of training that the estate agent receives from the company to which he is associated and (ii) assess the issues and knowledge relevant to the training of the real estate agent. In sequence, a secondary data analysis was held, raising the important subjects to the teaching of specific real estate market offered by the best business schools in the United States. Associated with the theoretical framework, such analysis of data enabled a case study. Through a questionnaire, it was possible to verify that the content found in the theoretical basis and the knowledge taught in the best schools in the United States are present in the preparation that the company offers to its sales force. Finally, using the same data collection instrument, the study raised the difficulties that the managers of case study company face in the training of its brokers. Some final considerations were made on the basis of the material researched and the answers given by the persons in charge of sales and human resources.

<p>Syftet med vår uppsats är att undersöka vilka hinder och möjligheter som existerar för att ett genomslag för mellanhandsreducering i bostadsmäklarbranschen ska kunna ske. Dessutom är syftet att undersöka närmare på hur förmedling av olika bostadsobjekt sker på bostadsmarknaden i Sverige och i det sammanhanget att studera hur nya aktörer har förändrat och förenklat den traditionella affärsmodellen för bostadsförmedling.</p> / <p>The purpose of this essay is to investigate the obstacles and possibilities that exist in the real estate business in order for a breakthrough of middlemen reduction to take place. The purpose is also to closely examine how the broking of real estate is laid out in Sweden and in this context show how new players have changed and simplified the traditional business model for real estate broking.</p>

Syftet med vår uppsats är att undersöka vilka hinder och möjligheter som existerar för att ett genomslag för mellanhandsreducering i bostadsmäklarbranschen ska kunna ske. Dessutom är syftet att undersöka närmare på hur förmedling av olika bostadsobjekt sker på bostadsmarknaden i Sverige och i det sammanhanget att studera hur nya aktörer har förändrat och förenklat den traditionella affärsmodellen för bostadsförmedling. / The purpose of this essay is to investigate the obstacles and possibilities that exist in the real estate business in order for a breakthrough of middlemen reduction to take place. The purpose is also to closely examine how the broking of real estate is laid out in Sweden and in this context show how new players have changed and simplified the traditional business model for real estate broking.

A participação do mercado imobiliário na economia brasileira é bastante relevante, tanto em montante financeiro quanto na complexidade dos processos inerentes às suas transações. O corretor, profissional que faz a intermediação de compra e venda de imóveis, é uma figura-chave desse mercado e portanto, importante de ser pesquisado. O presente estudo almeja examinar a preparação do profissional atuante no mercado imobiliário, o corretor de imóveis, mediante a realização de um estudo de caso com uma empresa líder do setor no mercado de São Paulo, utilizando o instrumento de coleta de dados de questionário por email com os líderes de sua força de vendas e da área de recursos humanos. A empresa-caso está inserida em um contexto de forte aquecimento de negócios conhecido como boom imobiliário, caracterizado por uma combinação de fatores como queda de juros, déficit habitacional e captação de recursos para o setor em bolsa de valores. Este forte crescimento influenciou na definição do escopo do trabalho, já que o corretor de imóveis tem papel fundamental no contexto de aumento do volume de transações e na valorização dos bens imóveis. Para tanto, esta dissertação tem por objetivo compreender como se prepara o corretor de imóveis para atuar no mercado imobiliário brasileiro. A revisão da literatura nas áreas de Gestão de Força de Vendas, Treinamento e Teoria da Agência, orientou a realização de uma pesquisa qualitativa com os objetivos de (i) identificar o tipo de treinamento que o corretor de imóveis recebe por parte das Imobiliárias, no Brasil e (ii) avaliar os temas e conhecimentos relevantes para o treinamento dos corretores de imóveis. Na seqüência, realizou-se uma análise de dados secundários, levantando os assuntos de importância para o ensino específico de mercado imobiliário oferecido nas melhores escolas de negócios dos Estados Unidos. Associada ao referencial teórico essa análise de dados secundários possibilitou a realização de um estudo de caso. Por meio de um questionário, foi possível verificar se o conteúdo encontrado na fundamentação teórica e o ensinado nas melhores escolas dos Estados Unidos estão presentes na preparação que a empresa-caso oferece à sua força de vendas, composta pelos corretores de imóveis. Por último, através do mesmo instrumento de coleta, foram levantadas as dificuldades que os gestores da empresa de comercialização e imóveis do Brasil encontram no treinamento de seus corretores. Algumas considerações finais foram tecidas com base na análise do material de pesquisa e nas respostas fornecidas pelo responsável pela área de vendas e recursos humanos / The participation of the property market in the Brazilian economy is highly relevant, both in financial amount and in complexity of processes involved in your transactions. The real estate broker, professional who intermediates the property buying and selling processes, is a key figure in that market and, therefore, important to be researched. This study aims to examine the preparation of professional working in the real estate market, the realtor, through a case study with a leading company in the market of São Paulo, using the data collection instrument through a questionnaire by email to the managers of its sales force and the area of human resources. The case-company is inserted in a context of strong heating business which became known as real estate boom, characterized by a combination of factors like fall in interest rates, the housing deficit and fund-raising for the sector on the stock exchange market. This strong growth has influenced the definition of the scope of work, since the realtor has a fundamental role in the context of increased volume of transactions and the valuation of property. Thus, the present work aims to understand how to prepare the real estate broker to act efficiently in the Brazilian property market. A review of the literature in the areas of Sales Force Management, Training and Theory of Agency, directed the implementation of a qualitative research with the objectives of (i) identify the type of training that the estate agent receives from the company to which he is associated and (ii) assess the issues and knowledge relevant to the training of the real estate agent. In sequence, a secondary data analysis was held, raising the important subjects to the teaching of specific real estate market offered by the best business schools in the United States. Associated with the theoretical framework, such analysis of data enabled a case study. Through a questionnaire, it was possible to verify that the content found in the theoretical basis and the knowledge taught in the best schools in the United States are present in the preparation that the company offers to its sales force. Finally, using the same data collection instrument, the study raised the difficulties that the managers of case study company face in the training of its brokers. Some final considerations were made on the basis of the material researched and the answers given by the persons in charge of sales and human resources.

The purpose of this research study was to identify, from the perception of realtors, how prepared first-time homebuyers (FTHBs) are when purchasing a home and to discover what kind of issues and problems arose during the home-buying process. This study also identified common factors used by realtors to identify: how FTHBs are prepared, usefulness of FTHB workshops, FTHBs' mortgage knowledge, and recommendations to better prepare FTHBs. The goal was twofold: identify areas in the home-buying process where FTHBs are less prepared and provide information to financial educators and real estate agents to help fill the gap in FTHB preparedness. This study covered three main areas of buying a home: pre-purchase preparedness, mortgage finance, and the closing process. Data for this study were collected using an online survey emailed to realtors in the Cache Rich Association of Realtors (CRAR) in Northern Utah. A total of 66 realtors responded to the survey. Descriptive statistics, matched pair t tests, correlations, and simple regression analyses were used. Overall, realtors find their FTHB clients to be less than somewhat prepared. This is evident when the mean percentage of FTHBs that realtors stated were well-prepared for homeownership was only 44.4%. According to realtors' perceptions, many FTHBs did not have their personal finances in order and poorly understood the cost of obtaining a mortgage and its process. The analysis of the data collected from realtors' responses also identified the most frequent problem or issue that arose during the home-buying process was obtaining a mortgage. When asked if FTHB workshops are useful, 60% of realtors perceived them to be more than somewhat useful. Reasons for their usefulness included being educational, beneficial, and preparing FTHBs for buying a home. Results also indicated that the level of mortgage knowledge and knowledge about housing sustainability directly related to the level of pre-purchase preparedness of FTHBs as perceived by realtors. When pre-purchase preparedness levels were low, mortgage knowledge and knowledge about housing sustainability levels were also perceived to be low. In the end, realtors offered their suggestions on how to better prepare FTHBs for homeownership and their answer to this question was to have FTHBs work with a qualified realtor and network of professionals. The second most frequent response was to educate FTHBs on affordability and housing sustainability.

Syfte: Studiens syfte är att undersöka och bidra med kunskap om ledarskapets påverkan på personalomsättning i fastighetsmäklarföretag samt att besvara forskningsfrågan -Vilka ledarskapsstilar ledare med låg personalomsättning inom fastighetsmäklarbranschen tillämpar. Metod: Studien har en kvalitativ metod med en abduktiv ansats och tillämpar semistrukturerade intervjuer för att samla in data. Urvalsgruppen består av tio ledare med låg personalomsättning i den svenska fastighetsmäklarbranschen. Studiens empiri organiseras och analyseras tematiskt utifrån en teoretisk referensram, Full range leadership model, som innehåller tre olika ledarskapsstilar Laissez-faire ledarskap, transaktionellt ledarskap samt transformativt ledarskap.   Resultat och slutsats: Studiens respondenter har genom sina intervjusvar förmedlat en nyanserad bild av ledarskapets roll i fastighetsmäklarbranschen samt ledarskapets påverkan på personalomsättning. Studien har kommit fram till att ledare med låg personalomsättning i fastighetsmäklarbranschen arbetar aktivt med att skapa motivation hos sina medarbetare. För att lyckas med detta tillämpar ledarna samtliga tre ledarskapsstilar i Full range leadership model på ett individanpassat sätt. Ledaren manövrerar mellan ledarskapsstilarna beroende på vem medarbetaren är samt om denne är nyanställd, under-, normal-, eller överpresterande.  Examensarbetets bidrag: Studien bidrar primärt med teoretisk och praktisk kunskap om hur ledare i fastighetsmäklarbranschen med låg personalomsättning arbetar. Sekundärt bidrar studien med kunskap om samt utvecklingsförslag till full range leadership model.  Förslag till fortsatt forskning: Undersöka trender av personlighetsdrag hos framgångsrika ledare i fastighetsmäklarbranschen. Undersöka medarbetarnas och fastighetsmäklarföretagens huvudkontors perspektiv på ledarskap och personalomsättning i fastighetsmäklarbranschen. Undersöka hur rekrytering och selektering av ledare går till i fastighetsmäklarbranschen.   Nyckelord: Ledarskap, ledarskapsstilar, Full range leadership model, personalomsättning, fastighetsmäklarbranschen. / Aim: This thesis aims to contribute with knowledge about leadership impact on staff turnover in realtor companies. The research question is what type of leadership styles do leaders, who are successful in working with staff turnover, apply within Swedish realtor companies.  Method: This thesis applies a qualitative method with an abductive approach and semi structured interviews as its primary methodology for collecting data. The selection group of the thesis consists of ten leaders from realtor companies who are successful in their staff turnover. The empirical data was thematically organized and analyzed based on the theoretical framework, full range leadership model, which contains the three leadership styles Laissez-faire leadership, transactional leadership and transformational leadership.  Results and conclusions: The selection group has provided a nuanced image of leadership in Swedish realtor companies and leadership impact on staff turnover. This thesis shows that leaders with low staff turnover in the Swedish realatorbussines are working actively with creating motivation for their staff. The way they achieve this is by applying all three of the leadership styles in the full range leadership model in a for the staff individually tailored way. The leaders are maneuvering in between the leadership styles based on who they are leading and if they are recently hired, under-, normal- or overachievers.     Contribution of the thesis: This thesis primarily contributes with theoretical and practical knowledge about how leaders, with low staff turnover, apply leadership in Swedish realtor companies. Secondarily the thesis contributes with knowledge about and suggestions for development of the full range leadership model.  Suggestions for future research: Examine personality traits of successful leaders within realtor companies. Examine staff and or main office perspectives on leadership in realtor companies. Examine how leaders are recruited and selected within realtor companies.    Key words: Leadership, leadership styles, full range leadership model, staff turnover, realtor companies.

Det huvudsakliga syftet är att förstå hur fastighetsmäklare resonerar vid värderingar av privatbostäder. För att kunna undersöka detta har det varit nödvändigt att förstå hur en fastighetsmäklares värderingsprocess går till samt hur de ser och bedömer värdepåverkande faktorer vid värdering av privatbostäder. Det har även varit väsentligt att identifiera om det föreligger bias hos fastighetsmäklare vid värdering av privatbostäder samt vad det kan bero på. Detta ska sedan sättas i relation till fastighetsmäklares oberoende ställning gentemot köpare och säljare. För att undersöka detta ska frågan om vad som påverkar fastighetsmäklares arbete vid bedömningen av marknadsvärdet besvaras.  Studien har genomförts med en kvalitativ metod och en deduktiv ansats. Sex stycken fastighetsmäklare som är verksamma inom Malmö och Lund Kommun har intervjuats för det empiriska materialet. För att uppnå en variation och bredd på urvalet intervjuades fastighetsmäklare i olika åldrar, kön och arbetserfarenheter.  Resultatet i denna studie visar att i grunden utförs värderingsprocessen på motsvarande vis av samtliga respondenter. I en värderingsprocess där det saknas tillräcklig med statistisk visade studien att fastighetsmäklare med längre erfarenhet har större möjlighet att bestämma marknadsvärdet i jämförelse med nyare fastighetsmäklare. Vidare visar studien att den mest betydande värdepåverkande faktorn enligt respondenterna är hur väl privatbostadens egenskaper möter efterfrågan från olika målgrupper på marknaden. Kundinflytande kan ske både medvetet och omedvetet, något som innebär att bias kan föreligga vid värdering av privatbostäder. Det är fastighetsmäklares mottaglighet för kundinflytande som är avgörande för hur objektiv värderingen slutligen blir. Det finns ett tydligt samband mellan fastighetsmäklarnas arbetserfarenhet och deras prissättningsstrategi av utgångspriset. Erfarna fastighetsmäklare med längre arbetserfarenhet är benägna att sätta högre utgångspris medan fastighetsmäklare med kortare arbetserfarenhet är mer försiktiga i sin prissättningsstrategi. Slutligen kan det konstateras att det existerar en risk för opportunistiskt beteende hos fastighetsmäklare i värderingsprocessen. Vid värdering inför försäljning finns kontrollerade faktorer eftersom bostadens läggs ut till försäljning på marknaden. Däremot är det en annan situation vid värdering inför refinansiering av bolån där risk för kundpåverkan är större. / The main aim of the study is to understand how realtors reason when valuing private dwellings. In order to conduct the research it has been necessary to understand how the valuation process is constructed as well as how realtors view and assess value affecting factors when valuing private dwellings. It has been crucial to identify whether their valuations are subject to bias and to find out what might cause it. This has in turn been examined in context with the realtors objective stance in relation to the buyers and sellers of private dwellings. In order to fulfill the purpose, the issue to be answered concerns factors which affect market valuations performed by realtors.  The study has been conducted using a qualitative research method and a deductive approach. Six realtors active in the municipalities of Malmö and Lund have been interviewed and their answers used as empirical material. The respondents have been chosen to consist of a variation in age, gender and work experience.  The result of this study shows that the valuations are performed mostly the same way by all interviewees. A valuation process which lacks statistical data backing up the valuation, realtors with more experience have a greater ability to determine the market value compared to realtors with lesser experience. Moreover, the study shows that the most influential value affecting factor is how well the value affecting factors correspond to the demands of various target groups in the private dwellings market. Customer influence can affect the realtor both consciously and unconsciously, which implies that bias may be a factor when they value private dwellings. It is the realtors’ receptiveness to customer influence that is detrimental to the degree of objectivity that a valuation is performed with. There is a clear correlation between the realtor's experience and their starting price strategy. Experienced realtors are more inclined to set higher starting prices while realtors with lesser experience are more careful. Lastly it can be concluded that there exists a risk for opportunistic behavior among realtors in a valuation process. When a valuation is performed in advance of an upcoming sale there is a possibility of comparing it to the actual outcome when the final sales price is determined and the dwelling sold on the market. The situation differs when the valuation is done with the aim of refinancing housing loans as the risk for customer influence is greater.

Titel: Normal narcissism och personlighetsegenskapers inflytande i yrket som fastighetsmäklare – En fingervisning av de mest fördelaktiga egenskaperna hos svenska fastighetsmäklare  Nivå: Examensarbete på Grundnivå (kandidatexamen) i ämnet företagsekonomi Författare: Henric Mattsson och Louise PedersenHandledare: Dr. Jonas KågströmDatum: 2021 – Juni  Syfte: Många fastighetsmäklare väljer att sluta inom yrket de första åren, vilket bidrar till en stor kostnad för företagen. Normal narcissism har tidigare studerats som oberoende variabel till ett flertal organisatoriska faktorer, men få studier finns angående dess påverkan på motivation. Vidare används ofta personlighetsegenskaper för att förklara psykologiska faktorer inom organisationer. Syftet med denna C-uppsats är därför att mäta hur normala narcissistiska drag respektive personlighetsegenskaper påverkar motivation, prestation och avsikten att lämna arbetsplatsen hos svenska fastighetsmäklare.  Metod: Ett deduktivt tillvägagångssätt har applicerats på studien, där enkätundersökning är den valda datainsamlingsmetoden. Dataanalysen utfördes i statistikprogrammet “JASP”, där primärt bivariata korrelationsanalyser utförts. Populationen i studien är fastighetsmäklare inom Stockholms kommun.  Resultat och slutsats: Data samlades in från 204 respondenter. Resultatet visar starka relationer mellan normal narcissism och alla typer av motivation. Big Five- egenskaperna å andra sidan kan endast förklara inre motivation. Inga samband återfinns till vare sig prestation eller avsikten att lämna arbetsplatsen. En viktig slutsats i studien är att normal narcissism är fördelaktigt i yrket som fastighetsmäklare.  Examensarbetets bidrag: Teoretiskt bidrar studien till att normal narcissism har en stark inverkan på inre- och yttre motivation hos svenska fastighetsmäklare. Praktiskt bidrar studien till kunskap som är användbar för främst ledare inom branschen, där det är viktigt att låta fastighetsmäklarna vara autonoma och få chans till att utvecklas inom yrket.  Förslag till vidare forskning: Eftersom personlighetsegenskaper har en låg förklaringsgrad till fastighetsmäklares motivation, prestation och avsikten att lämna arbetsplatsen - bör andra oberoende variabler undersökas. Ett förslag är därför att undersöka kulturen på kontoret, och hur denna påverkar motivation.  Nyckelord: The Big Five, personlighetsegenskaper, normal narcissism, inre motivation, yttre motivation, prestation, avsikten att lämna arbetsplatsen, fastighetsmäklare / Titel: The influence of normal narcissism and personality traits in the profession as a realtor - A hint of the most beneficial characteristic of Swedish realtors Level: Student thesis, final assignment for Bachelor Degree in Business Administration Authors: Henric Mattsson and Louise PedersenSupervisor: Dr. Jonas KågströmDate: 2021 - June  Aim: Many realtors choose to quit the profession in the early years, which is a great cost to companies. Normal narcissism has previously been studied as an independent variable to several organizational factors, but few studies exist regarding its impact on motivation. Furthermore, personality traits are often used to explain psychological factors within organizations. The purpose of this thesis is therefore to measure how normal narcissistic traits and personality traits affect motivation, performance and turnover intention on Swedish realtors.  Method: A deductive approach has been applied to the study, where a survey is the chosen data collection method. The data analysis was performed in the statistical program “JASP”, where primarily bivariate correlation analyzes were performed. The population in the study is realtors in Stockholm County.  Result and conclusion: Data were collected from 204 respondents. The results show strong relationships between normal narcissism and all types of motivation. Personality traits, on the other hand, can only explain intrinsic motivation. No correlations were found to either performance or turnover intention. An important conclusion in this study is that normal narcissism is beneficial in the profession as a realtor.  Contribution of the thesis: Theoretically, the study contributes to the fact that normal narcissism has a strong impact on intrinsic- and extrinsic motivation among Swedish realtors. In practice, the study contributes to knowledge that is useful mainly for leaders in the industry, where it is important to let realtors be autonomous and have a chance to evolve in their profession.  Suggestions for future research: Since personality traits appear to be a poor predictor of the dependent variables in this study, other independent variables should be investigated. One suggestion is therefore to examine the culture in the office, and how this affects motivation.  Key words: The Big Five, personality traits, normal narcissism, intrinsic motivation, extrinsic motivation, performance, turnover intention, realtor