Name: MILTON HENRIQUE DO COUTO NETO
Publication date: 26/08/2024
Examining board:
Name |
Role |
|---|---|
| BRUNO DE ALMEIDA VILELA | Examinador Interno |
| JULIANO DOMINGUES DA SILVA | Examinador Externo |
| MARCELO MOLL BRANDAO | Presidente |
| MARIA CLARA DE OLIVEIRA LEITE | Examinador Interno |
| OTÁVIO BANDEIRA DE LAMONICA FREIRE | Examinador Externo |
Summary: This doctoral thesis investigates how transformational leadership and the experience of real estate agents influence the relationship between professional autonomy, salary satisfaction, and job satisfaction, in light of Self-Determination Theory. Given the complexity and unique nature of the real estate market, where agents operate with high-value products both financially and emotionally, this study aims to fill a critical gap in understanding the factors that determine the satisfaction of these professionals, whose performance is vital to the success of real estate transactions. The research was conducted with a sample of 170 real estate agents, using the PROCESS macro for R software for data analysis, collected primarily via LinkedIn. The results highlight that both professional autonomy and transformational leadership are essential determinants of both salary satisfaction and job satisfaction among agents, emphasizing the importance of a leadership style that values and promotes professional autonomy. The analysis also reveals that agents' experience, measured by years of sales experience, significantly moderates the relationship between autonomy and satisfaction, both in terms of salary and job satisfaction, suggesting that more experienced professionals respond differently to the studied variables. These findings indicate that strategies focused on developing transformational leaders, combined with increasing the professional autonomy of more experienced agents, can enhance both salary and job satisfaction, leading to better performance and higher retention of these professionals in the highly competitive real estate market.
