Altercasting, Institutional Knowledge, and Gender Stereotypes: Strategies Employed in the Realtor-Client Relationship

Abstract

This study sought to connect two literatures, status characteristic theory and altercasting, to an applied experiment examining the relationship between Realtors and their clients. A 2x2 experimental survey was conducted looking at the effect of a client's perceived gender and their institutional knowledge of the real estate industry. Subsequent analysis shows partial support for the predictions made showing the importance of Institutional Knowledge in the interaction space and the importance of Gender when evaluating specific altercasting strategies. Finally, this study seems to support the existing theory of SCES as it predominantly reflects how the status of Gender is overshadowed by perceptions of Institutional Knowledge.