Prestige- och dominansbaserat inflytande bland fastighetsmäklare och försäkringsrådgivare: samband med tillit, samarbetsklimat och professionell status

Sammanfattning

Title: Prestige- and dominance-based influence among real estate brokers and insurance advisors: associations with trust, collaborative climate and professional status. Level: Bachelor’s Thesis in Business Administration. Authors: Baram Ghaini and Gabriel Yousif Behnan. Supervisor: Jonas Kågström. Date: May 25, 2026. Aim: The purpose of this study is to examine how perceived prestige- and dominance-based influence are associated with collaborative climate and professional status among real estate brokers and insurance advisors. Method: The study is based on a quantitative research method and a cross-sectional design. Empirical data were collected through two survey questionnaires, one directed at real estate brokers and one directed at insurance advisors. The final sample consisted of 154 valid responses, including 56 real estate brokers and 98 insurance advisors. The data were analysed using descriptive statistics, Pearson’s correlation analyses and independent samples t-tests. Results and conclusions: The results show that prestige-based influence has a positive and statistically significant association with both collaborative climate and professional status. Dominance-based influence does not show a statistically significant association with collaborative climate, but it has a weaker positive association with professional status. The study also shows differences between the two industries. Real estate brokers reported higher levels of prestige, collaborative climate and professional status than insurance advisors, while no statistically significant difference was found regarding dominance. Trust was included as a complementary variable and was positively associated with prestige and collaborative climate. Contribution of the thesis: The study contributes by integrating theories of prestige and dominance with organizational concepts such as collaborative climate, professional status and trust in two customer-oriented and performance-intensive service industries. The findings indicate that prestige-based influence, built on competence, respect and recognition, is more clearly associated with positive social and professional experiences than dominance-based influence. Future research: Future research should examine these relationships through a longitudinal research design in order to clarify the direction of the associations. Further studies could also include larger samples and additional customer-oriented industries to determine whether the results are specific to real estate brokerage and insurance advising or applicable to similar professional contexts. Keywords: Prestige, dominance, influence, collaborative climate, professional status, trust, real estate brokers, insurance advisors.