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英文文献：Social Networks And Sales Transactions In South African Office Markets-南非办公室市场的社交网络和销售交易
英文文献作者：Nalumino Akakandelwa,Steven Devaney,Kathy Pain
英文文献摘要：
Scarcity of information on office transaction opportunities contributes to office markets being illiquid. Asset and vendor identity is problematic since information is privately held and highly localised in geographically dispersed markets. DiMaggio and Louch (1998) and Rangan, (2000) demonstrate how social networks resolve market uncertainty where conversional mechanisms which rely on publicly available information are not practical. The research question is how social networks are used to resolve uncertainty in commercial office sales markets.METHODOLOGY: The paper adopted an exploratory research approach. Data was collected through in-depth face-to-face interviews with opportunistically sampled commercial real estate brokers in Johannesburg, South Africa. Data was organised using NVivo (1999) ? and employed constructivist theoretical thematic analysis.FINDINGS: Social networks seem relevant in high-value office sales transactions involving sophisticated clients. Brokers use social networks to access private information on clients’ acquisition and disposal criteria, manage information on transaction activity as per clients’ interests, pool potential buyers, channel business opportunities, and build relations and trust. Transaction are likely to be publicly marketed when they involve unsophisticated clients or unknown buyers.RESEARCH LIMITATIONS: There is descriptive validity threat relating to factual validity of respondents’ accounts. There are also interpretive validity threats on accuracy of respondents’ interpretation of contexts, and researcher’s interpretation of responses. Introducing non-mainstream real estate concepts and using an opportunistic sample presents a theoretical validity threat of a plausible theoretical framework associating social networks to office sales transactions.RESEARCH IMPLICATIONS: This paper contributes to understanding how social networks address information asymmetry in sales transactions where conventional mechanisms are not able to cost-effectively do so.
办公室交易机会信息的缺乏导致办公室市场缺乏流动性。资产和供应商身份是有问题的，因为信息是私人持有的，并且在地理上分散的市场高度本地化。DiMaggio和Louch(1998)和Rangan，(2000)证明了在依赖公开信息的转换机制是不实际的情况下，社交网络如何解决市场不确定性。研究问题是如何使用社交网络解决商业办公室销售市场的不确定性。方法:本文采用探索性研究方法。数据是通过对南非约翰内斯堡的商业房地产经纪人进行深入的面对面访谈收集的。数据使用NVivo(1999)?进行组织，并采用建构主义理论主题分析。研究结果:社交网络似乎与涉及复杂客户的高价值办公室销售交易相关。经纪人利用社交网络获取有关客户获取和处置标准的私人信息，根据客户利益管理交易活动信息，汇集潜在买家，引导商业机会，建立关系和信任。当交易涉及到不成熟的客户或不知名的买家时，可能会公开进行营销。研究局限性:存在描述效度威胁相关的事实效度的受访者的帐户。此外，解释效度威胁到受访者对语境的解释的准确性，以及研究者对回应的解释。引入非主流的房地产概念，并使用机会主义样本，提出了一个看似合理的理论框架的有效性威胁，将社交网络与办公室销售交易。研究启示:本文有助于理解社交网络如何解决销售交易中的信息不对称，而传统的机制无法有效地做到这一点。
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