Innowacje w zarządzaniu sprzedażą na rynku nieruchomości mieszkaniowych
Innovations in Sales Management in the Residential Real Estate Market

Summary/Abstract: This article contains empirical study of innovations in the area of sales management in the residential real estate market in Poland. The paper shows the current examples of adaptation of real estate development companies to the changes of their surroundings. The conducted analysis verify statistical relations between the fundamental demographic and economic features of buyers and the perception of the attractiveness of currently used sales innovations.The empirical part of the study use data from the survey conducted to build 10 separate econometric models for ordered polynomial variables. The substantive background of the analyse is the characteristics of changes in the residential real estate market over the last decade (changesin the credit worthiness of households, changes in property prices and average area of constructed apartments). These changes led to increased competition, which resulted in a great deal of creativity in the application of marketing and sales management techniques.

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