Det machiavellistiska personlighetsdragets förekomst bland fastighetsmäklare: En studie med fokus på försäljningsprestationer

Title: The occurrence of the Machiavellian personality trait among real estate agents: A study focusing on sales performance Level: Student thesis, final assignment for Bachelor Degrees in Business Administration Author: Jessica Backman & Fanny Hellgren Supervisor: Jonas Kågström Date: 2019 - June Aim: The purpose of this research paper is to analyze the presence of the personality trait Machiavellianism among Swedish real estate agents and its impact on sales performances. Method: The study is based on a quantitative research method with a deductive approach. The primary data of this study is based on a questionnaire. The participants of this questionnaire are 106 registered real estate agents in Sweden. This data was subsequently analyzed in the program jamovi, which resulted in a descriptive analysis, a correlation analysis and a factor analysis. Result & Conclusions: The result shows that the degree of Machiavellianism negatively affects the investigated real estate agents to all sales performance measures. Furthermore, the result shows that people with a high degree of Machiavellianism thinks to a greater extent that it is okay to use cap prices, front man and to withhold information, to the extent that it occurs. Generally speaking, the participating real estate agents consider that it is not okay to use cap prices, front man and to withhold information. Furthermore, the degree of Machiavellianism is relatively low among the investigated real estate agents. Contribution of the thesis: The study has contributed to understanding the occurrence of the Machiavellian personality trait among the investigated real estate brokers and how this personality trait affects their sales performance. Suggestions for future research: In order to gain a deeper understanding of Machiavellianism's influence on sales performance, it would have been interesting to compare how Machiavellianism appears in different cultures in relation to sales performance. To increase the understanding of the subject further, a proposal is to investigate how the degree of Machiavellianism appears in different sales industries. Key words: “Machiavellianism”, “the dark triad”, “real estate”, “sales performance” and “sales