Real estate agents rely on current clients for referrals to generate future business; this paper aims to understand whether concern for referrals disciplines the agent. We compare the results for sellers who move to another area (and are thus less likely to provide referrals) with the results...

Real estate agents rely on clients for referrals to generate future business; this paper examines whether concern for referrals disciplines agents. We compare results for sellers who move to another area (and are less likely to provide referrals) with results for sellers who remain in the area...