Säljarnas val av mäklare
vid försäljning av lantbruksfastigheter i Skåne län
A favourable economic situation in Sweden has lead to a very good market for agricultural real estates. The estate agents? ads in the daily newspapers, where they actively are seeking assignments, give a hint that the supply is smaller than the demand for agricultural real estates. This situation ends up in a competition between real estate agents to get as many assignments as possible to meet the demand from the market. Describing and explaining the sellers? decision process may give a specific agent an advantage towards other agents.
The purpose of this study is to investigate the process of a seller?s choice of estate agent. Differences between various sellers and their decision-making process have been investigated. A demarcation was made to limit the amount of work. This lead to that only sellers of agricultural estates in the southern part of Sweden were studied. This demarcation was made because the competition is very hard between estate agents in this part of the country.
Nine sellers of agricultural estates in the region have been interviewed. In addition, a literature study on the subject has been made. The collected material was analyzed with the aid of a conceptual model constructed by the author, which was the basis for the discussion and conclusions of the work.
The results indicate differences between sellers dependent on background and agricultural knowledge. Farmers generally know which of the real estate agents that are specialised on agricultural estates, and these farmers optimise their choice. The other sellers, who lack the knowledge about which of the estate agents that are specialised on agricultural estates, base often their choice on recommendations from people in their network. This causes these sellers to satisfy because they lack options in the decision-process.