A study of training needs in the selling of real estate through the use of the critical incident technique
department or school: Arts, Faculty of
department or school: Psychology, Department of
data provider: DSpace
degree campus: UBCV
creator: Devries, Alcon Gysbertus
issued: 2012-01-26T21:04:15Z
issued: 1957
related degree: Master of Arts - MA
degree grantor: University of British Columbia
description: The aim of this study was to show how Flanagan’s Critical Incident Technique may be used to conduct a systematic and objective study of training needs in the field of Real Estate selling. The data were gathered from 86 volunteer registered salesmen whose names had been randomly selected from a master file containing approximately 990 names of registered real estate salesmen. A total of 314 useable reports yielding 327 actual incidents and 88 items of general information were gathered and reclassified according to standard Critical Incident Technique methods. Agreement by two judges served as a check on the validity of the sorting and classification of each incident and item of information. It was found that more failures in selling may be ascribed to inadequate dealings involving property than to those involving people or monetary considerations. Within the limitations of the present study, the gathering of items of general information proved to be a valuable adjunct to Flanagan's Critical Incident Technique.
aggregated CHO: https://circle.library.ubc.ca/rest/handle/2429/40329
note: A STUDY OF TRAINING NEEDS IN THE SELLING OF REAL ESTATE THROUGH THE USE OF THE CRITICAL INCIDENT TECHNIQUE by ALCON GYSBERTUS DEVRIES A THESIS SUBMITTED IN PARTIAL FULFILMENT OF THE REQUIREMENTS FOR THE DEGREE OF MASTER OF ARTS i n the Department of PHILOSOPHY AND PSYCHOLOGY We accept this thesis as conforming to the standard required from candidates for the degree of MASTER OF ARTS Members of the Department of Philosophy and Psychology THE UNIVERSITY OF BRITISH COLUMBIA A p r i l , 1957. i l l ABSTRACT The aim of t h i s study was to show how Flanagan^s C r i t i c a l Incident Technique may be used to conduct a systematic and objective study of t r a i n i n g needs i n the f i e l d of Real Estate s e l l i n g . The data were gathered from 86 volunteer registered salesmen whose names had been randomly selected from a master f i l e containing approximately 990 names of registered r e a l estate salesmen. A t o t a l of 31^ useable reports y i e l d i n g 327 actual incidents and 88 items of general information were gathered and r e c l a s s i f i e d accord-ing to standard C r i t i c a l Incident Technique methods. Agreement by two judges served as a check on the v a l i d i t y of the sorting and c l a s s i f i c a t i o n of each incident and item of information. I t was found that more f a i l u r e s i n s e l l i n g may be ascribed to inadequate dealings involving property than to those involving people or monetary considerations. Within the l i m i t a t i o n s of the present study, the gathering of items of general information proved to be a valuable adjunct to Flanagan's C r i t i c a l Incident Technique. In presenting t h i s t h e s i s i n p a r t i a l f u l f i l m e n t of the requirements f o r an advanced degree at the U n i v e r s i t y of B r i t i s h Columbia, I agree that the L i b r a r y s h a l l make i t f r e e l y a v a i l a b l e f o r reference and study. I f u r t h e r agree that permission f o r extensive copying of t h i …
has type: Thesis/Dissertation
is shown at: 10.14288/1.0302595
language: eng
degree discipline: Psychology
provider: Vancouver : University of British Columbia Library
publisher: University of British Columbia
rights: For non-commercial purposes only, such as research, private study and education. Additional conditions apply, see Terms of Use https://open.library.ubc.ca/terms_of_use.
scholar level: Graduate
type: Text
identifier URI: http://hdl.handle.net/2429/40329