Price Signals and Uncertainty in Commercial Real Estate Transactions

Matthew Cypher, S. Mc Kay Price, Spenser Robinson, Michael J. Seiler

Research output: Contribution to journalArticlepeer-review

8 Scopus citations


Using a sample of CCIM designees and candidates in an experimental setting, this study examines the impact of broker signaling in commercial real estate transactions. It also explores the effect of certainty of closure in commercial real estate transactions. Findings suggest brokers are able to influence transaction pricing. Moreover, detailed analysis reveals that when a signal is above a reference point implied by previous transactions, the strength of the signal matters; privately communicated signals from reliable sources have significantly greater impact than signals which are made widely available. Additionally, we find an approximately 10% premium in transactions with lower certainty of closure than one with high certainty. The latter result varies by transactional participant type; owner/developers require a larger premium than institutional sellers.

Original languageEnglish
Pages (from-to)246-263
Number of pages18
JournalJournal of Real Estate Finance and Economics
Issue number2
StatePublished - Aug 1 2018


  • Broker
  • Commercial Real Estate
  • Execution Risk
  • Signaling
  • Uncertainty


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