| dc.description.abstract | This thesis explores the critical influence of real estate agents on investor decisionmaking
within the Cypriot real estate market. By analyzing agents' expertise, negotiation skills, and
ethical practices, this study demonstrates how these professionals shape investor behavior
and impact investment outcomes. Employing a mixed-methods approach, including
quantitative surveys of investors and qualitative interviews with real estate agents, the
research provides a thorough understanding of agent-investor dynamics.
The results show that real estate agents significantly reduce information asymmetry and
build trust, both crucial for guiding investment decisions. The agents' use of persuasive
strategies, such as social proof and authority, aligns with established theories like
Information Asymmetry Theory, Trust and Social Exchange Theory, and Persuasion Theory.
The study emphasizes the importance of continuous professional development, ethical
behavior, and effective communication for agents to maximize their influence.
The research also identifies key economic, political, social, and psychological factors that
affect investor decisions, offering practical implications for real estate practices. It
underscores the necessity for regulatory frameworks that promote ethical standards and
market transparency. The thesis concludes with recommendations for real estate agents,
investors, and policymakers, suggesting areas for future research to investigate the longterm
effects of agent influence and the role of digital technologies in shaping agent-investor
relationships.
In sum, this thesis contributes to the existing literature by providing empirical evidence on
the impact of real estate agents in Cyprus, enhancing our understanding of agent-investor
interactions, and offering practical insights for improving market efficiency and investor
confidence | en_UK |
