Tan, Teck Hong and Waheed, Amna
(2011)
Herzberg's Motivation-Hygiene Theory And Job
Satisfaction In The Malaysian Retail Sector:
The Mediating Effect Of Love Of Money.
Asian Academy of Management Journal (AAMJ), 16 (1).
pp. 1-22.
ISSN 1394-2603
Abstract
This paper examines what motivates employees in the retail industry, and examines their
level of job satisfaction, using Herzberg's hygiene factors and motivators. In this study,
convenience sampling was used to select sales personnel from women's clothing stores in
Bandar Sunway shopping mall in the state of Selangor. The results show that hygiene
factors were the dominant motivators of sales personnel job satisfaction. Working
conditions were the most significant in motivating sales personnel. Recognition was
second, followed by company policy and salary. There is a need to delve more deeply into
why salespeople place such a high importance on money. Further analysis was
performed to assess how much the love of money mediates the relationship between
salary and job satisfaction. Based on the general test for mediation, the love of money
could explain the relationship between salary and job satisfaction. The main implication
of this study is that sales personnel who value money highly are satisfied with their salary
and job when they receive a raise.
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