Commercial real estate developers in Knoxville, Tennessee : self-perceptions on career preparation and personality trait prerequisites

The purpose of this study was to research the commercial real estate developer, a topic that has received too little attention. Information on the developer will be useful to those individuals who work with him, and those interested in pursuing a career as one. An increased understanding of the developer could improve working relationships because more effective negotiations can take place. Knowledge of the developer will also increase individuals' awareness that some people are not suited to become developers because of various prerequisites.

The method of analysis included personal interviews with fifteen commercial real estate developers in Knoxville. The interviews were structured as a number of open-ended questions which were recorded on tape. This research approach allowed in- depth probing and follow-up questions. The research also included a brief literature review of the entrepreneur which provided the framework for the interview questions.

The study provides insight on the commercial real estate developers' background, education, and work experience. His procedures for acquiring capital and developing "connections" are also disclosed. In addition, the developers' personality traits are identified.