The domestic real estate management market is expanding
continuously to real estate development and establishment and operation of asset management company in a conglomerate-oriented environment.
The financial sector is active in providing real estate and asset management services and incorporates a...
The domestic real estate management market is expanding
continuously to real estate development and establishment and operation of asset management company in a conglomerate-oriented environment.
The financial sector is active in providing real estate and asset management services and incorporates a real estate information company as a subsidiary. This trend is associated with that real estate rather than financial or other property assets accounts for a large part of the assets of Korean riches hold. Therefore real estate management
services provided by banks to the PB clients possessing a lot of assets are very competitive and the competition is extended to other financial fields.
Nevertheless, the comprehensive studies on the real estate
management services to the domestic PB clients have not been conducted enough. Especially, little has been done to research the real estate management services focusing on client needs from client perspectives. Most studies on the real estate management services have been conducted from either the viewpoints of financial institutions, PB
providers, or the viewpoints of policy makers, the administrative agencies.
Under these circumstances this study aims to develop the items evaluating the service demands of PB clients on the real estate management services, of which subsequent results can be used in the future associated studies. The evaluated items will be used to classify the domestic PB clients. This classification can be used to explore whether there are similarities and differences between sociodemographic characteristics of the clients and the their demands on the real estate management services. In addition, how the real estate management service impact on the attitude and the behavior of the PB clients was
explored. Thus this study may provide useful practical perspectives to level up the clients' satisfaction with the improved service of commercial banks on the real estate management service to the PB clients.
To achieve the study purpose effectively both qualitative and
quantitative researches were conducted in parallel. The major discoveries are as follows.
First, the demands of the PB clients on the real estate management service attribute to the following six items: real estate counsel & management services, tax & legal services and agent service of real estate, paid services for real estate management consulting, real estate
investment consulting, overseas real estate investment consulting, and real estate auction/public auction consulting. The order of demanding level in average among the six items is tax & legal services and agent service of real estate > real estate auction/public auction consulting >
real estate investment consulting, real estate counsel & management services > paid services for real estate management consulting > overseas real estate investment consulting. Therefore, the demands of PB clients of domestic commercial banks on real estate management
service concentrate on practically useful services, such as tax & legal consulting and agent services and real estate auction/public auction consulting services. Besides, the demands for consulting of high rate of return on investment with direct and indirect investment on real estate and the management of real estate were also high. The clients also
want to get high quality paid services, even though to which fees and expenses attach, rather than general free services of real estate management. But the demand on the consulting of the overseas real estate investment was not high.
Second, the demands of PB clients on the financial institutions regarding real estate management services found in this study can be condensed into simple consulting services, real estate management & agency services, and professional consulting services. The financial institutions, therefore, need to examine the profit against the cost closely by providing these three services. These services can be further simplified to the bimodal services, the short term and the longer term, in which the clients get benefits, which come from the differentiated
services in contents and scope based on the type of clients. With the right contents and scope of real estate management services, the cost of simple services can be cut by improved process and the high cost services can be charged to improve service quality, which in turn play
a role in making a profit for the service providers.
Thirdly, this study demonstrated that six demanded items for the real estate management services impact on both attitude of the PB clients, for example, image and credibility of and loyalty to the service providers, financial institutions, and behavior aspect such as increased transaction size. When the PB clients experience the professional and reliable services for the real estate management, the service providers can get positive image as well as credibility, and loyalty from their PB clients. Subsequently they may have additional benefit for the clients
increase transaction volume. Experiencing of the PB clients of high quality real estate management services provided by a financial institution may lure more clients using other institutions from word-of-mouth. The classification of PB clients along with client needs based segmentation may help to satisfy the clients with the improved real estate management services.
The domestic real estate management market is expanding
continuously to real estate development and establishment and operation of asset management company in a conglomerate-oriented environment.
The financial sector is active in providing real estate and asset management services and incorporates a real estate information company as a subsidiary. This trend is associated with that real estate rather than financial or other property assets accounts for a large part of the assets of Korean riches hold. Therefore real estate management
services provided by banks to the PB clients possessing a lot of assets are very competitive and the competition is extended to other financial fields.
Nevertheless, the comprehensive studies on the real estate
management services to the domestic PB clients have not been conducted enough. Especially, little has been done to research the real estate management services focusing on client needs from client perspectives. Most studies on the real estate management services have been conducted from either the viewpoints of financial institutions, PB
providers, or the viewpoints of policy makers, the administrative agencies.
Under these circumstances this study aims to develop the items evaluating the service demands of PB clients on the real estate management services, of which subsequent results can be used in the future associated studies. The evaluated items will be used to classify the domestic PB clients. This classification can be used to explore whether there are similarities and differences between sociodemographic characteristics of the clients and the their demands on the real estate management services. In addition, how the real estate management service impact on the attitude and the behavior of the PB clients was
explored. Thus this study may provide useful practical perspectives to level up the clients' satisfaction with the improved service of commercial banks on the real estate management service to the PB clients.
To achieve the study purpose effectively both qualitative and
quantitative researches were conducted in parallel. The major discoveries are as follows.
First, the demands of the PB clients on the real estate management service attribute to the following six items: real estate counsel & management services, tax & legal services and agent service of real estate, paid services for real estate management consulting, real estate
investment consulting, overseas real estate investment consulting, and real estate auction/public auction consulting. The order of demanding level in average among the six items is tax & legal services and agent service of real estate > real estate auction/public auction consulting >
real estate investment consulting, real estate counsel & management services > paid services for real estate management consulting > overseas real estate investment consulting. Therefore, the demands of PB clients of domestic commercial banks on real estate management
service concentrate on practically useful services, such as tax & legal consulting and agent services and real estate auction/public auction consulting services. Besides, the demands for consulting of high rate of return on investment with direct and indirect investment on real estate and the management of real estate were also high. The clients also
want to get high quality paid services, even though to which fees and expenses attach, rather than general free services of real estate management. But the demand on the consulting of the overseas real estate investment was not high.
Second, the demands of PB clients on the financial institutions regarding real estate management services found in this study can be condensed into simple consulting services, real estate management & agency services, and professional consulting services. The financial institutions, therefore, need to examine the profit against the cost closely by providing these three services. These services can be further simplified to the bimodal services, the short term and the longer term, in which the clients get benefits, which come from the differentiated
services in contents and scope based on the type of clients. With the right contents and scope of real estate management services, the cost of simple services can be cut by improved process and the high cost services can be charged to improve service quality, which in turn play
a role in making a profit for the service providers.
Thirdly, this study demonstrated that six demanded items for the real estate management services impact on both attitude of the PB clients, for example, image and credibility of and loyalty to the service providers, financial institutions, and behavior aspect such as increased transaction size. When the PB clients experience the professional and reliable services for the real estate management, the service providers can get positive image as well as credibility, and loyalty from their PB clients. Subsequently they may have additional benefit for the clients
increase transaction volume. Experiencing of the PB clients of high quality real estate management services provided by a financial institution may lure more clients using other institutions from word-of-mouth. The classification of PB clients along with client needs based segmentation may help to satisfy the clients with the improved real estate management services.
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