A Determinants of Auction Houses’ Sales Decisions in the Banking Sector: A Binary Logistic Regression Approach
Faktor-Faktor Penentu Keputusan Penjualan Rumah Lelang di Sektor Perbankan: Pendekatan Regresi Logistik Biner
DOI:
https://doi.org/10.21070/jbmp.v12i2.2323Keywords:
Auction House, Bank-Confiscated Property, Binary Logistic Regression, Classification, Consumer Purchase Decision, Housing MarketAbstract
This study aims to investigate the factors influencing consumer purchase decisions for bank-auctioned residential properties, a market offering below-market prices but accompanied by distinct legal and occupancy risks. Using binary logistic regression, data from 130 transaction records at the BTN Surabaya Branch were analyzed to evaluate the impact of price, land area, residential status, and location on overall sales status. The results indicate that while these factors jointly affect purchasing decisions, location is the sole variable with a significant independent effect; specifically, properties in strategic areas are 4.491 times more likely to sell. Furthermore, the model demonstrated acceptable predictive performance with a 71.5% classification accuracy. These findings emphasize that strategic location is the dominant determinant in the bank-auction housing market, distinguishing it from conventional property transactions where price and size often carry more weight. Practically, banking institutions and auctioneers should prioritize highlighting location advantages in their marketing strategies, while future studies should incorporate larger datasets and additional behavioral variables to better capture the complexities of auction buyer decisions.
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