<p>Background: During a house demonstration a real estate agent have the chance to make new contacts which is of big importance to spread the word about the agency and keep up with the competition. If the realtor makes a good impression on the customers, it increases the chance for making the customers return to the same realtor when time comes to sell their own house. The interpretation of this non-verbal communication has been shown to have a fundamental effect on the participant’s perception of the encounter. This makes the study aim regards investigating which non-verbal signals a real estate agent express.</p><p>Purpose: This study has a two-parted purpose whereas the first part intends to point out similarities and differences in a realtor’s non-verbal communication. The other part aim to create an understanding for the consequences a real estate agent’s non-verbal communication can lead to.</p><p>Theory: To fulfil the purpose, theories about non-verbal communication were chosen which brings the expressions kinesics, proxemics, physical appearance and paralanguage into use.</p><p>Research method: As an empirical research method observations were used to study the real estate agents non-verbal communication. Four educated and authorised realtors were chosen to be observed at different house demonstrations. The focus was set on the realtors interactions with the customers.</p><p>Conclusion: Results from the observations point out that there are both similarities and differences in a realtor’s non-verbal communication. Depending on how this communication takes place, which can differ between realtors, different consequences can be pointed out in the interaction with the customers.</p><p>Keywords: Non-verbal communication, Real estate agent, House demonstrations, Kinesics, Proxemics, Paralanguage</p>
| Identifer | oai:union.ndltd.org:UPSALLA/oai:DiVA.org:hh-2829 |
| Date | January 2009 |
| Creators | Erhardsson, Jennie, Gustafsson, Sofia |
| Publisher | Halmstad University, School of Business and Engineering (SET), Halmstad University, School of Business and Engineering (SET), Högskolan i Halmstad/Sektionen för Ekonomi och Teknik (SET) |
| Source Sets | DiVA Archive at Upsalla University |
| Language | Swedish |
| Detected Language | English |
| Type | Student thesis, text |
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