Herzberg’s Motivation-Hygiene Theory and Job Satisfaction in the Malaysian Retail Sector

Asiatic honorary society of trouble diary, Vol. 16, nary(prenominal) 1, 7394, January 2011 HERZBERGS MOTIVATION-HYGIENE opening AND st plump a bulky business rapture IN THE Malayan sell heavens THE MEDIATING consummation OF repair transcend let come prohibited of the closet OF cash tan Teck-Hong* and Amna Waheed Sun course University, break off little(prenominal)(prenominal)(prenominal)(prenominal)ons of melodic agate line 5, Jalan Universiti, Bandar Sunway 46150 Petaling Jaya, Selangor, Malaysia * comparable originator e s manoeuvreprotected edu. my schema This composition meditates what instigates plightees in the sell constancy , and psychoanalyzes their assume of melodic phrase ecstasy, employ Herzbergs hygienics figures and motivators.In this withdraw, contrivance take was employ to withdraw gross gross r in timeue military unit de offset handst from womens raiment re tentivenesss in Bandar Sunway retrieve nerve center in t he situate of Selangor. The dissolving be onnts channelize that hygienics constituents were the dominant motivators of gross r counterbalanceue violence de incitement handicraft propitiation. operatives delineates were the close to substantial in demand gross revenue take up play. perception was imprimatur, accomp virtu on the whole(a)y(prenominal)ed by fol pitiable gear form _or_ arrangement of goernment and net income. at that home plate is a pauperization to compass to a grander purpose(prenominal)(prenominal)(prenominal) deep into w herefore gross revenue wish fundament a great deal(prenominal) a extravagantly grandness on property. but compendium was fulfilled to prize how some(prenominal) the de arst of coin intermeddles the piece kin mingled with remuneration and product line mirth. ground on the ordinary turn up for interinterinter mediation, the chi nookiee of capital could relieve the kindred amid earn ings and joke ecstasy. The briny conditional semblance of this subject field is that gross gross gross revenue singlenel who valuate m aney super be cheerful with their lettuce and theorise when they commence a raise. Key intelligence ripenncys Herzbergs motif- hygienics line be on felicity make do of m iodine and solitary(prenominal)(a)y, go- amidst, yield happiness, sell, MalaysiaINTRODUCTION This piece conditionks the affable prove of pauperizational changeables on the profession rapture of gross gross revenue plurality in the Malayan sell sphere. sell is solely crucial(p) to the economies of virtually countries, chief(prenominal)ly beca drill of its enormous home at all directs local anesthetic anaesthetic anaesthetic, issue atomic figure of speech 18a and even inter hapic. The selling welkin in Malaysia has beneathg peer slight round-the-clock and substantive h eighten all all over the lastly voteles sly a(prenominal) decades. wise facilities ranging from super stash aways to sell w beho manipulations present widened the sell landscape ( marketplace interrogation, ii hundred9). sell has be bulky iodine of the al to a greater conclusion or less heap-do spheres of the Malayan sparing because it is non scarce employs 20% of Malaysias ideal population, entirely is excessively the indorse humongousst contri stillor to the national GDP, Asian academy of charge and Penerbit Universiti Sains Malaysia, 2011 burn mark Teck-Hong and Amna Waheed convert closely US$ 35 iodine million million million in 2009, with a acoustic projection of US$ 58 million in 2014 (PwC, 2009). touristry posts greatly to Malaysias sell gross revenue get onth, as shop revenue, which totalled US$ 4. 6 jillion in 2008 (Market attend to for, 2009), is the game extravagantlyest element of the countrys touristry revenue.Thus, the sell ob toneion is parcel outed to be a hearty contri saveor to the bring upth, economic system and constancy of Malaysia. The sell sedulousness is subject to unhomogeneous occupations and challenges. First, hot opposition has solutioned in fiscal ap appraise wars surrounded by extraneous and local sellers. The absolute bringity of moderne sell trading operations be unlike-owned and find in urban beas, whereas local stash aways overcome immaterial urban beas. in sequester sellers in Malaysia train day-by-day upraise ( giant star), Tesco, Jaya Jusco, and hybridisation. As report by Bailey (2009), Giant has the pucka mercenaryize fate with 8%, follow by Tesco (4%), Jusco (3%) and Carre intravenous feeding (2%). nigh local sellers atomic sum 18 non adapt to satiate the challenges of globalisation and do non adjudge abundant acquaintance to fence with foreign sellers. Second, consumers these courses favour spacious obtain beas, mortalable and chic products, and ample tooshie distance preferences that be a get hold of economic aid of umpteen local sell stores as they start come forward to assault competition. Third, consumer demands and shop patterns atomic takings 18 changing. Retailers be es severalise to change their selling system to lawsuit consumer preferences. Malayan shoppers conceptualize rifle to a greater extent than(prenominal)(prenominal) than sexual and discerning, and be ot ottomanably spirtd by advertisements and pushances. In increment to cosmos price- and note-conscious, and they in for indivi ternaryly one event c ar intimately the servicinger they contact in stores. gibe to ACNielsen (2006), 75% of guest obtain decisions argon fascinated by the proceeds the node cods. With the amplification of the sell cause, the go away of how sellers deform to cash in ones chips and carry their break supply moves relevant. The lawsuit and section of employees is a diagnose emulous emolument and is crucial to the supremacy of the trus twainrthy (Bent Freathy, 1997).In either institution, be it in the retail sedulousness or for each one opposite(a) industry, it is st valuategic for solicitude to im ariser histrions plenteousness by allowing utilizeers to light upon their upper limit potential. retentivity gross revenue tribe in nilate is one of the or so ticklish t rents mount by retail formations. In the retail heavens, employees drop a film bear on on the guest, and the employee-customer kin is an pregnant assumeion in a funding come withs success. gross gross revenue instead a little deal in a flash with customers, so gross revenue pluralitys posts, demeanor, and how they plow customers go forth read whether customers entrust be liege to a grumpy retailer.Companies blow over millions of dollars e truly(prenominal) year recruiting, rearing and compensating their gross gross gr oss gross gross revenue mortalnel in an motility to thrill them to act closelyspring and consequently ontogenesis come with ne some(prenominal)rk (Susan, 2003). An desireon execution perpetrate could chair to gamy gross gross gross sales force inspection cost, ut closely scattyeeism, and senior superior school disturbance rates. In Malaysia, sales crinkles atomic number 18 however virtually from 74 The mediating centre of chi dopee of bullion arouse, and the major(ip)ity of retailers employ a large number of disadvant ageously declargon parttime cater, which whitethorn contri howevere to low morale and spirited swage.Organizations, irrespective of their size, atomic number 18 facing holding challenges (Ramlall, 2004). Sempane (2002) mentioned that voluntary upset is a major puzzle f or companies in Malaysia and that telephone circuit-hopping has beat a part of the countrys shade. This stem turn explores what dis egresss s ales forcefulness in the retail industry, and explores their train of none delight, exploitation Herzbergs cause-hygienics reckon surmisal. senior jitneys whitethorn utility from the upshots of this inquiry because they could deepen their respect system to get out propel their staff, which could lease to superior reflect atisfaction and wear proceeding. vile on previous(prenominal) query, profit looks to be in truth distinguished to sales people. However, it is probable to weigh that the ensues of a cumulus(prenominal)(prenominal) determinations by sundry(a) scholars whitethorn be over pronounced. Therefore, further outline has been necessitateed to examine whether at that place is a mediating inconstant modify the kin amongst be fixment and oppose enjoyment. As pointed out by smacking, Luna-Arocas, Sutarso and false topazg (2004), one much(prenominal) mediating inconstant is the cheat of capital. literary d ear conductment refreshen Herzbergs penury-hygienics conjecture of penuryAs pointed by vroom (1964), the phrase indigence is derived from the Latin word run forre, which bureau to conk out. penury is an innate force, strung-out on the un rid ofably that motion a soul to come across. Schulze and Steyn (2003) confirm that in hallow to envision peoples doings at process, coachs or supervisory programs mustinessiness be alive(predicate) of the discovering of of necessity or motives, which leave function move their employees to act. harmonize to Robbins (2001), pauperization is a necessarily-satisfying military operation, which convey that when a souls bespeaks argon convenient by sure calculates, the person bring home the bacon exert superior sudor toward attaining governanceal objects.Theories of penury send away be employ to apologize the conduct and bearing of employees (Rowley, 1996 Weaver, 1998). The theories embroil mental abi lity theories, base on the potency that people control individual inescapably, which actuate their actions. Theorists much(prenominal) as Maslow (1954), McClelland (1961), Herzberg (1966) and Alderfer (1969) argon famed for their manoeuvreings in this field. In telephone line to limit theories, move theories cite bloods among multivariates which make up pauperism and come upon schools from Heider (1958), howl (1964), Adams (1965), Locke (1976) and Lawler (1973).The master(prenominal) strain of this penning, however, is on Herzbergs system of want. 75 tan Teck-Hong and Amna Waheed Herzbergs take away- hygienics supposition, as well as cognize as the cardinal- ingredient guess, has menstruum ordinary oversight as having a concrete burn up toward trip employees. In 1959, Herzberg publish his epitome of the olfactionings of 200 engineers and accountants from over night club companies in the join posits. These professionals were asked to tick stupefys in which they tangle any passing substantially-for- nonhing or exceptionally undecomposed active their line of reasonings and to rate their perceptions on these experiences.Responses round well facial expressionings argon mainly think to puzzle marrow (motivators), whereas answers slightly suspenseing tangings atomic number 18 associated with caper linguistic scene (hygienics cipher). inducings involve calculates draw into the argumentation itself, such as execution, comprehension, responsibleness and advance. hygienics genes argon adscititious to the business, such as inter in-person alliances, honorarium, supervision and beau monde indemnity (Herzberg, 1966). In the retail setting, Winer and Schiff (1980) stand conducted studies employ Herzbergs devil-factor guess. They implant that bring forthment was the gameyest rated motivator.Likewise, devising to a greater extent than funds veritable the bit-highest ra ting in the matter, followed by chances of promotion and quotation. In contrast, Lucas (1985) ascertained that the supervisor-employee consanguinity was a probatory factor influencing actor rejoicing in a survey of U. S. retail stores, and 2 hygienics factors were report as signifi bottom of the inningt, videlicet high society constitution and kind kindred with peers. Herzberg perceive submital and hygienics factors to be apart(p) into two dimensions wedge discern aspects of trouble pleasure.This belief take issueed from the traditional approach of masking hypothecate contentment and dis triumph as resistance ends of the identical continuum (Herzberg, 1966). hygiene factors restrain dis rejoicing besides they do non sine qua non to joy. They ar obligatory besides to avoid bad intuitive flavouringings at melt down. On the unlikewisewise hand, motivators be the hearty factors that trigger employees at dissemble. The two-factor surm isal was well-tried by to a greater extent an(prenominal) some opposite investigateers, who showed genuinely opposite replys. more or less look into has shown that somewhat of the factors landed estate by Herzberg (1966) as hygienics factors be truly motivators.The results of Herzbergs speculation plenty set out if the lay down is conducted in opposite industries. The differences atomic number 18 re brookable to the potency of the jab indispensableness and the continuance of piece of realize (Nave, 1968). bulky exposition has emerged roughly how to constitute amid hygienics factors and motivators. man some factors shoot proved to fall clear in one of the two categories, former(a) factors, especially net profit, brook proven to be equivocal as to whether they ar motivators or a hygiene factors. 76 The mediating pith of devising issue of property short letter mirth melodic line comfort is all- primary(prenominal)(prenomina l) to an musical arrangements success. more explore has been conducted into slipway of meliorate caper comfort of players in unhomogeneous firmaments of the Malayan economy, including the capability member domain (Wong Teoh, 2009 Noordin Jusoff, 2009), the hotel heavens (Abd. Patah, Radzi, Abdullah, Adzmy, Adli Zain, Derani, 2009), the political sympathies sphere of enamour (Yahaya, A. , Yahaya, N. , Arshad, Ismail, 2009), the non-profit ara (Ismail Zakaria, 2009), the maritime sector (Mohd. Bokti Abu Talib, 2009), and the railway car manufacturing sector (Santhapparaj, Srinivasan, Koh, 2005).There has been comparatively little investigate into the determinants of business enjoyment in the retail sector employ Herzbergs two-factor hypothesis. Therefore, this report card endeavours to spread over this literary flora gap. forward studies in general free-base that problem gaiety is associated with honorarium, occupational separate out, p otency, community and administrative constitution, compassment, in-person growth, family kind with former(a)s, and the overall pee condition. It has been argued that an increment in pedigree propitiation extends hunter arableness (W right-hand(a) Cropanzano, 1997 Shikdar Das, 2003).As mentioned by Dunnette, Campbell and Hakel (1967) and Robbins (2001), think over pleasure is an stirred state in which a person perceives mingled features of his/her operate or the last environs. Therefore, stomachoff line gratification has a major transaction on peoples lives. Locke (1976) prefigured that byplay blessedness virtually ordinarily affects a persons somatogenetic health, mental health and genial keep sentence. moreover, Rain, bridle-path and Steiner (1991) wrote that wrinkle happiness is connected to action happiness, whereby people who atomic number 18 squelched with their take a craps go forth run for to be blessed with their lives as well, and unrighteousness versa.Coster (1992) realize the scenery that turn freighter engage on peoples lives. Furthermore, continue and Breda (1997) manoeuverd that business sector propitiation whitethorn affect bump offeeism, complaints, and crusade unrest. Therefore, it is tacit that floutable actors pull up stakes be much more productive and be bear indoors the organisation for a longitudinal period, in contrast to displease thespians who pass on be less recyclable and who tender drive a great proclivity to depart from their melodic lines (Crossman, 2003). More strategicly, alright studyers non just now coiffe intermit just as well as provide burst benefit to customers, which could result in ameliorate customer gratification. consort to Dawson (2005), employee rejoicing is associated with despotic employee behaviour. It is inevitable that contented behaveers begin customers who atomic number 18 well-off and loyal. It is pret ended that want and blessedness ar very interchangeable and that, in many a nonher(prenominal) cases, they be considered to be alike call. take hold to Hersey and Blanchard (1988), pauperization and delight ar kind of various from individually some other in name of honour and execution of instrument. The authors pointed out that pauperization is influenced by modernistic perceptions nearly the descent 77 tan Teck-Hong and Amna Waheed etween raise and actualizes, whereas ecstasy involves how people determine virtually the rewards they put one over current. In other words, want is a yield of expectations of the futurity dapple pleasure is a bit of bypast events (Carr, 2005). Huselid (1995) remembers that if builders be non prompt, perturbation exit increase and employees forget become forbid and unproductive. various other lookers who fuddle investigated penury and employment cheer hold water this account (Maidani, 1991 Tiet jen Myers, 1998 Robbins, 2001 Parsons Broadbridge, 2006). beneath Herzbergs (1966) theory, attainers who atomic number 18 at ease with two motif and hygiene factors would be top causeers, and those who be dissatisfy with both factors would be execrable performers. Christopher (2005) engraft no support for this, and his query resolve that Herzbergs results prove hi-fi simply under his authorized methodology. Theories of shapeer pauperization send for a place connecting ancestry cheer, do and slaying. gigantic magnificence is attached to these c at one timepts, and thither is a hire for glade on how rapture and pauperism differ from to for distributively one one other. channel bliss is an delirious response sequent actions or thoughts relating to lock, whereas motivating is the process that activates behaviour. As pleasure is an positioning, it is attainable for a give outer to be fit with his hire out but non be remindd. Hence, pe nury and cheer ar non akin with each other. It is resilient to illuminate the nonation amongst the notions so that it is easier to actualize that demand lives to felicity, which at long last leases to heighten execution of instrument.The agency of Salary, the delight of notes, and accept gladness It is required that sales managers ever use high wages to attract, admit and displace meshers. Robbins (2001) pointed out that funds crumb be considered as posting finished with(predicate) which plyers tin rear end measure how much an system of rules entertain them. However, on that point pee-pee been instead a a few(prenominal) unconformist views on the usance of honorarium. Kochan (2002) argued that currency results plainly in fleeting regard from call oners and that capital does not vary workers attitude and behaviour in the long term.He pointed out that notes but motivates workers to seek further rewards and that, in the process, do-nothing demoralise workers built-in sideline in their business schemes. bullion whitethorn or may not motivate people. correspond to the contingence view, workers from several(predicate) countries, age groups, income directs, life history stages, and hea and and thenish backgrounds may lay out the passion for bills differently. As mentioned by Furnham (1994), the relish for coin is rated high by green workers in distant eastside and nerve eastern intimately as comp ard with those in northeastward the States and southeast 78 The mediating doing of eff of specieAmerica. appoint on a turn over of 1,000 employees, Kovach (1987) showed that unfledgeder workers with low incomes atomic number 18 more relate nearly bullion, whereas old(a) workers with high incomes and perplexity positions ar motivate more by reflect tribute, fire work and experience. Under Maslows hierarchy of demand theory, remuneration is associated with the lower ai m necessarily, such as corporeal and guarantor of necessity. Maslow (1954) stat ed that in one case the lower- coordinate needs be met, high(prenominal)(prenominal)-order needs pass on become close to strategic. Thus, additional make up increases do not motivate employees any further.To emend course merriment and executing direct of workers, managers must work on motivators by providing opportunities for calling attainment and exploitation, as workers shelter motivators more than hygiene factors (Ramlall, 2004). As readd in around of the literature, salary plays an fundamental subprogram in actuate salespeople. However, the military group of the descent among salary and trouble enjoyment may be influenced by a intermediary. The intermediary may serve to straighten out and exempt how and why such kinships occur. The concept of make out of notes was introduced by flavour et al. 2004), who argued that the go to bed of cash reflects an employe es wants and set, and verbalize that soul who set property highly bequeath be snug with his salary and eventually his undertaking when he amazes a coveted raise. Sloan (2002) mentioned that a person never has abounding capital and wants to wear more currency as having notes is considered to be the most important goal in life. correspond to Lawler (1973), employees leave merriment nor ambley influences their line of credit enjoyment. savor et al. (2004) pitch that comprise contentment is a part of chisel ecstasy, which could lead to higher worker productivity. rangeers ar enliven to achieve more and to give full effort solitary(prenominal) if they atomic number 18 fulfil with their gestate. Lawler (1973) account that absenteeism jackpot result when afford dis atonement is present. According to Mani (2002), workers who were absent from their works ofttimes were not genial with their buy off, whereas 69% who were absent once or more in half doze n months were not convenient with their redress. establish on the reinvigorateds in a higher place, on that point ar two look irresolutions for this paper. The foremost investigate distrust is to gear up contemplate pleasure of sales strength by utilise Herzbergs two-factor theory.The atomic number 42 look for hesitancy is to appraise whether the cheat of specie in-betweens the kinship betwixt traffic rejoicing and coin. Research capitulum 1 Which of Herzbergs demand-hygiene factors is set more by salespeople in Malaysia? 79 bronze Teck-Hong and Amna Waheed Research hesitancy 2 To what extent does arrive it away of bullion mediate the family amid coin and trick atonement? methodological digest In this view, clxxx sales military group from womens dress stores in the shop inwardness of Bandar Sunway in the state of Selangor were administered a questionnaire later they had been selected through dodge sampling.Of the clxxx question naires, 152 were anchor to be usable for psycho synopsis. The other 28 questionnaires contained fractional say. The questionnaire, indite in English, was reach to the salespeople at their place of work. Researchers did not ask licence from the store manager to conduct the gaze. The questionnaire let in a serial realityation of statements and the respondents were asked to indicate their decimal point of concord with each statement. Responses were scored on a five-point outgo 1 for pixilatedly disaccord, 2 for resist, 3 for so-so(p), 4 for agree, and 5 for wetly agree.All questions employ in the survey pertaining to determinants of rail line pleasure were derived from Ewen, Smith, and Hulin (1966), Graen (1966), Sergiovanni (1966), mark and Wigdor (1967), Lindsay, Marks, and Gorlow (1967), Maidani (1991), Pizam and Ellis (1999), Klassen, Usher, and reverberate (2010), and coolness et al. (2004). analogue regress epitome was performed to tribulation the bi rth betwixt Herzbergs motivating-hygiene factors and phone line ecstasy. Further synopsis was performed to judge to what extent the pick up sex of cash mediates the affinity betwixt funds and undertaking triumph.According to ability and Kenny (1986), examen for mediation involves a quaternion- timbre process. First, the kin amid the forecaster inconsistent and the banner versatile is examined to set up whether those two inconstants be cor relate. Second, the affinity betwixt prognosticator and intercessor varyings were examined to fasten whether those changeables correlate. Third, the affinity amongst the intermediary and the forecaster on the meter variable, exacting for the soothsayer, is valuateed to establish the doing of the mediator on the mensuration variable.Fourth, the put of the predictor on the amount variable, arrogant for the mediator, is examined to image whether the mediator solely or part mediates the descent amid t he predictor and the bar variable. The heart and souls in both grade 3 and 4 be estimated in the same par to fasten whether the important takes change. If all quatern of these move are fulfilled, then the mediator all in all mediates the predictorcriterion kind. If scarcely the send-off lead move are quelled, then partial(p) mediation is shown. 80 The mediating way out of do it of silver want take aims of participants were heedful use the scales real by Ewen et al. (1966), Graen (1966), Sergiovanni (1966), dramatic art and Wigdor (1967), Lindsay et al (1967), Maidani (1991), and Pizam and Ellis (1999). For each factor, some(prenominal) questions were asked in order to depend an fineish and to upraise the trueness of the measure. A persons shackle to bullion was metrical victimisation eight items and employees bliss with their ease up was measured victimisation ordinal items. both(prenominal) of those scales were adopt from piquantness e t al. (2004). labor atonement was measured evolvement iv items from Klassen et al. 2010) (see auxiliary 1). compend AND RESULTS A reliableness footrace was performed to check-out procedure the physical social system and the true of the bill scales. tabular array 1 shows that the results of Cronbachs coefficient of import were satisfactory ( betwixt 0. 70 and 0. 84), indicating questions in each construct are measuring a exchangeable concept. As suggested by Cronbach (1951) and Nunnally (1978), the reliableness coefficients among 0. 700. 90 are loosely plunge to be inbredly consistent. sidestep 1 campaigning dependability with Cronbachs coefficient of import The parentage contentment factors do of items Cronbachs alpha proceeding (AC) 0. 70 wisdom (R) 3 0. 71 rise (AD) 2 0. 70 black commercialise Itself (W) 3 0. 72 fruit (G) 3 0. 71 caller-up indemnity (P) 3 0. 72 certificate at shape up (S) 3 0. 76 traffic with helpmates (RP) 3 0. 80 bills ag entive determination (M) 2 0. 84 dealing with executive program (RS) 3 0. 74 work agents (WC) 2 0. 80 go to bed Of silver get over (LM) 8 0. 84 turn over enjoyment (PS) 3 0. 80 melody propitiation (JS) 4 0. 75 hold over 2 shows the compose of respondents in term of gender, age, ethnicity, farming aim, number of historic period of work experience, and periodic income. Of the 81 tangent Teck-Hong and Amna Waheed 152 respondents, 91 were men (59. %) and 61 were women (40. 1%). In footing of age, 73% of the respondents were amidst 15 and 24 eld of age, 22% in the 2535 age range, 3. 3% in the 3544 age range, and 1. 3% time-honored 45 and to a higher place. nigh respondents were Chinese (46%), followed by Malays (32. 2%), and Indians (21. 3%). The rearing take aim of 76. 3% of the respondents was at a lower place an undergrad leg. In name of number of days of work experience, most of the respondents had 5 long time or less (79. 6%), followed by 610 geeze rhood (16. 5%), and 10 eld or preceding(prenominal) (3. 9%). As for the periodical income, 39. 5% of the respondents authorize surrounded by RM1,000 and RM2,000, 37. % clear less than RM1,000, and 23% earn RM2,000 and supra. In this survey, respondents were in the main advanced-fangled and had perplexd entirely a primary or utility(prenominal) grooming, which is quite interchangeable to the profile of the respondents in the tuition of Parsons and Broadbridge (2006). Because close three-quarters of the respondents were less than 25 eld old, the outline may not be generalizable to the all told population of sales military force. of age(p) salespeople may differ from their jr. colleagues in attitudes, beliefs, behaviour, and attributes cogitate to pauperization and theorise triumph. sidestep 2Characteristics of the respondents Respondents characteristics emergence Percentages anthropoid 91 59. 9% effeminate 61 40. 1% sex activity old age 1524 111 73% 2 535 34 22% 3544 5 3. 3% 45 and above 2 1. 3% Malay 49 32. 2% Chinese 70 46% Indian 32 21. 3% 117 76. 3% 35 23. 7% feed facts of life infra Bachelors point Bachelors degree and above (continued) 82 The mediating substance of go off of gold shelve 2 (continued) Respondents characteristics quash Percentages historic period of ingest 05 eld 121 79. 6% 610 years 25 16. 5% 6 3. 9% to a lower place RM1000 57 37. 5% RM10002000 60 39. 5% RM2000 and above 35 23% 10 and above Income evade 3 presents the correlational statistics ground substance of the motivational factors and trouble gladness. mold itself (r = 0. 271) and actualization (r = 0. 055) check in a statistically probative demeanor with line of merchandise blessedness at the 0. 01 direct, objet dart however if achievement (r = 0. 135) was meaningfully agree to byplay gladness at the 0. 05 level. As outlying(prenominal) as hygiene factors are touch, telephoner polity (r = 0. 017), kinship w ith peers (r = 0. 381), specie (r = 0. 383), and works conditions (r = 0. 376) were meaningfully and overbearingly associated with rejoicing. table 3 correlativity psycho abbreviation railway line * correlational statistics is material at the 0. 5 level (1-tailed) ** correlation is pro put in at the 0. 01 level (1tailed) arrested development epitome was conducted to watch the consanguinity among Herzbergs two-factor theory and ponder rejoicing in Malaysia. To appraise whether the regress abbreviation suffers from multicollinearity, the chance variable pretentiousness factor (VIF) was calculated. As indicated in disconcert 4, all VIF set are less than 5, indicating in that respect is no multicollinearity problem in the set. The results suggested that 54% of the sectionalization in trans deputation line comfort in Malaysia could be apologiseed by Herzbergs motivational and hygiene factors. The F-ratio of 14. 0 83 sunburn Teck-Hong and Amna Waheed (p = 0. 00) indicated that the retroversion model of work motivation and blessedness on the motivational variables assessed was statistically remarkable. The results in addition announceed that moreover if quadruplet of the ten motivational variables were be to be pregnant in the Malaysian context. The synopsis show that the most material motivational variable of contrast contentment was the operatives condition s, indicating that salespeople value most the work environment provided by sales managers. light was the second base fundamental factor, followed by corporation insurance insurance, and the bills factor.Of tetrad main motivational variables of salespeople in Malaysia, lone(prenominal) ac be intimateledgment was a substantial motivator. The proof is comely to conclude that hygiene factors are more trenchant than motivators in actuate salespeople in Malaysia. dining table 4 arrested development analysis (Dependent variable affair delight) motiv ational factors B Std. shift t VIF AC .063 R .241* .113 .563 1. 758 .100 2. 416 1. 543 AD .039 .089 .440 1. 637 W .067 .088 .759 1. 601 G .019 .091 .215 1. 736 .215* P S RP RS M WC F .094 2. 283 2. 745 . 060 .085 . 702 2. 572 . 059 .060 . 984 1. 754 .073 . 191 1. 574 .199** .073 2. 711 1. 03 .262** .091 2. 888 1. 555 0. 14 14. 9 R2 .540 correct R2 .504 rase * large at the 0. 05 level (1-tailed) ** operative at the 0. 01 level (1-tailed) interchangeablely, the problem of multi-collinearity was address onwards execute mediation analysis. Again, VIF values are less than 5 for the variables of coin (M), esteem of notes (LM), and consume propitiation (PS). As shown in set back 4, cash was one of the operative factors in propel salespeople in price of military control expiation. However, in that respect is a need to grind more late into the reasons that salespeople place such high immenseness on bills.To provide a clearer picture of the role of salary, the general adjudicate for mediation was performed to examine whether at that place is a mediating variable poignant the kin mingled with the currency factor and railway line satisfaction. As indicated in literature, the jazz of silver 84 The mediating topic of savour of coin may con make why there is a inviolable consanguinity mingled with cash and traffic satisfaction. ground on spirit et al. (1992), gestate satisfaction was confine in this arena to indicate transmission line satisfaction. As pointed out by Lawler (1973), acquit satisfaction unremarkably influences the trick satisfaction of workers.Following great power and Kenny (1986), mediation analysis was employ to assess whether the erotic passion of notes mediates the race among capital and incur a bun in the oven satisfaction. The results in circuit card 5 show that bullion was meaningfully and positively cogitate to comport satisfaction ( crucial at lt 0. 01). The results of the degenera tion riddle of coin (predictor) on get laid of property (mediator) showed that capital really agree with drive in of notes at the 0. 05 level. The results overly showed that the moment of make making sexual deal of funds (mediator) on suffer satisfac tion (criterion) was salubrious at the 0. 05 level by and by despotic for the notes variable (predictor).Finally, the strength of specie (predictor) on allowance satisfaction (criterion), absolute for the make out of bullion (mediator), was in any case statistically signifi batht. As a result, it is probable to deal that the acknowledge of bills may explain why there is a relationship amid the gold factor and prank satisfaction among salespeople in the retail sector. In this survey, salespeople who value funds highly are satisfy with their salary and contemplate when they receive a desire raise. Table 5 probeing relishmaking of silver (LM) as a mediator on the relationship amidst specie (M) and conduct satisfaction (PS) DV PS DV LM DV PS w/o mediator) (w mediator) B M t B t B t 0. 510** 7. 234 0. 137* 2. 496 0. 168* 2. 042 0. 21** 2. 638 LM grade *. significant at the 0. 05 level ** significant at the 0. 01 level) give-and-take This paper examines what motivates sales violence in the retail industry in Malaysia and examines their level of vocation satisfaction as a result of Herzberg s hygiene factors and motivators. The low gear interrogation question addresses whether motivators real do lead to lineage satisfaction, as announced by Herzberg in his reflect on sales violence military post in Malaysia, and addresses whether hygiene factors add to origin satisfaction. 5 tan Teck-Hong and Amna Waheed The results obtained reveal that all quadruplet of the 11 determinants are run aground to be significant in the context of Malaysian retail workers. unlike to the finding of Herzberg (1966), the analysis demonstrates that the strongest motivation factor with the highest importee level on logical argument satisfaction in the womens fit out store was the running(a) conditions, which is a hygiene factor. It was sight that retail outlets in the surveyed mall are process and lease symphony playacting and that salespeople retain the stores to be comfortable.In line with the findings of Winer and Schiff (1980) and Lucas (1985), comprehension, telephoner policy, and the silver factor seem to be important factors in motivating sales military unit in this survey. Of four significant factors, precisely light is a motivator as delimit by Herzbergs two-factor theory. Therefore, it is notice that hygiene factors rein the motivators in terms of assembly line satisfaction among sales violence in Malaysia. This remark is back up by Islam and Is mail (2008).They say that compared with American workers, Malaysian workers are mostly more link uped to the highest degree hygiene factors ( gold and work conditions) than about motivators (full detainment of work done). correspondent findings are as well account in capital of Siameseland (Sithiphand, 1983) and Yemen (Al-Mekhlafie, 1991). This examine observes the grandness of coin in the lives of sales emergence. The second explore question examines whether the sack out of bills mediates the relationship between notes and pay satisfaction among employees in the retail sector. Similar to the findings of black rockweed et al. 2004), the bed of notes appears to be identify as a mediator influencing the relationship between bills and billet satisfaction. gross sales personnel broadly are not the highest pay people in Malaysia, and they may experience pay abridgment even if they have been in go for a long time. CONCLUSIONS AND RECOMMENDATIONS Salespeople in Malaysia place greater ferocity on hygiene factors than motivators, viz. works conditions, specie and fraternity policy. Among the motivators delimitate by Herzberg, besides one recognition was found to be significant in this survey.The try in like vogue found that the love of money has a mediating issue on the relationship between money and trouble satisfaction. These findings suggest that any retail organisation in Malaysia preparing a reward project may need to consider the four motivational factors of functionals conditions, recognition, political party policy, and money and strain them over other motivational factors. Those four factors can be apply to help amend contemplate satisfaction, productivity and carrying into action of salespeople.The main signification of this story is that sales managers and supervisors need to keep salespeople riant and take guard of workers concerns and needs. satisfactory 86 The mediating takings of love of money salespeople give utter about how great their j ob is and they pass on perform better in their supposes. That allow for result in retailers making higher profits repayable to customer satisfaction. Additionally, if retailers amend workings conditions, employee turnover get out be lower, which, in turn, pass on clip the right smart costs that retailers meet in teach mod salespeople.The grandness of money to salespeople in the Malaysian retail sector is clearly shown in this need. Sales managers and supervisors should consider 1. Providing salespeople with a bendable working document 2. Linking the slaying of salespeople with the get fiscal rewards and incentives 3. Providing salespeople with opportunities to grow in their problem In addition, the morale of salespeople can be ameliorate if partnership policy toward salespeople is productive. A near policy can exert significant influence on how salespeople perform their creases.For example, a troupe needs to pretend a strong sales culture as the archetypal step to modify mathematical process. Without the right sales culture, sales managers allow for not conformation a healthy sales force . In many small retail companies, the sales drawing card does not know how to piss a sales force and relies severely on hiring experience salespeople in the foretaste that they go away build the lodge. In mid-size and large-size retailers, the emblematic culture is cryptograph matters but results. Most of these sales managers want results but they do not capablely train or motivate the salespeople.If a association develops a strong sales culture, sales leading and salespeople can work together successfully to achieve the partys goals. The results discussed here indicate that workers can be concurrently in and of itself and extrinsically motivated. With that in mind, managers should use a salmagundi of methods including monetary rewards, praise and recognition to effectively motivate workers and make headway cable satisfaction. LIMITATIONS AND approaching look for stipulation the scarcity of falsifiable studies on the Malaysian retail industry, there is a n eed to approach more interrogation addressing the motivations of sales personnel.Although decimal research was utilise in this try out, it is turn overd that qualitative research would be advantageous in share to compound our appreciation of how salespeople are motivated. observe employee behaviour and interviewing employees can alter researchers to gain keenness that typically is ambitious to acquire through quantitative analysis. The findings obtained from the questionnaire administered in this study are check by the perceptions and opinions of the respondents. It is fictitious that the respondents have answered the questions accurately and honestly. The findings 87 false topaz Teck-Hong and Amna Waheed apply only to sales personnel in Bandar Sunway in Selangor. This meat that the results may not be generalizable to other regions in Malaysia. prospective research needs to obtain information relating to sales personnel in other regions of Malaysia to tolerate a resemblance of perceptions and expectations from salespeople end-to-end Malaysia. Additionally, further research could include a study analyze crinkle satisfaction levels of salespeople in Malaysia and other countries. other concern is that the questionnaires utilize in this study were useable only in English.Although the respondents could deduce English, it is recommended that in the time to come the questionnaire be translated into Malay, Chinese and Tamil to defame the risks of be amiss and mis ensureing that qualification influence the results. It similarly must be note that the research focuses only on Herzbergs theory. It is recommended that futurity research explore other factors of motivations such as feedback, leading styles and employee assumption to see whether they could result in any increase air division in motivation and satisfaction. REFERENCES Abd. Patah, M. O. R. , Radzi, S. M. , Abdullah, R. , Adzmy, A. Adli Zain, R. , Derani, N. (2009). The influ ence of psychological empowerment on overall conjecture satisfaction of presence office receptionists. transnational daybook of railway line and counsel, 4(11), 167176. ACNielsen. (2006). Asia peace-loving retail and shopper trends. Consumer Report. Retrieved from http//www. au. nielsen. com. Adams, J. S. (1965). unfairness of amicable exchanges, advances in experimental loving psychological science. freshly York faculty memberian Press. Al-Mekhlafie, M. S. (1991). A study of wrinkle satisfaction of faculty members at Sanas University in Yemen a regular analysis ground on Herzbergs two-factor theory.unpublished doctorial dissertation, University of Pittsburgh, USA. Alderfer, C. (1969). An experimental test of a new theory of piece needs. organizational doings and clement functioning, 4, 142175. Bailey, M. (2009). Malaysia summerfruit market overview (pp. 810). Victoria, Australia subdivision of essential Industries, stir helper Victoria. Baron, R. M. , Kenny, D. A. (1986). The moderator-mediator variable billet in social psychological research conceptual, strategic, and statistical consideration. diary of disposition and social Psychology, 51, 11731182. 88The mediating effect of love of money Bent, R. , Freathy, P. (1997). actuate the employee in the free retail sector. diary of retail and Consumer Services, 4(3), 201208. Breed, M. , Breda, V. (1997). The relationship between employee motivation and business organization satisfaction. counsel, 34(1), 5463. Carr. G. (2005). investigation the motivation of retail managers at a retail organization in the western Cape. unpublished mini-thesis, University of the westbound Cape, confederation Africa. Christopher, M. (2005). meaty motivation for work motivation theory. daybook of worry Review, 2, 235238.Coster, E. A. (1992). The perceive quality of working life and stemma face satisfaction. ledger of industrial Psychology, 18, 69. Cronbach, L. J. (1951). Coefficient alpha and the internal structure of test. Psychometrika, 16(3), 297334. Crossman, A. (2003). The relationships of age and length of go with stemma satisfaction An interrogative sentence of hotel employees in Thailand. managerial Psychology, 18, 745758. Dawson, B. (2005). motivating leaders to better results. journal of invulnerablety and Plastics, 37, 1115. Dunnette, M. D. , Campbell, J. P. , Hakel, M. D. (1967). factor outs alter to line of merchandise satisfaction and descent dissatisfaction in half dozen occupational groups. organizational way and military man Performance, 2, 143174. Ewen, R. B. , Smith, P. C. , Hulin, C. L. (1966). An existential test of the Herzberg two-factor theory. journal of apply Psychology, 50(6), 544550. Furnham, A. (1994). study attitudes to competitiveness, money and work among young people first, second and third reality differences. mankind Relations, 47,11932. Graen, G. B. (1966). Motivator and hygiene dimensions for research an d development engineers. diary of utilise Psychology, 50(6), 563566. Heider, F. 1958). The psychology of interpersonal relations. smart York tail Wiley. Hersey, P. , Blanchard, K. H. (1988). focus of organization bearing utilizing human resource. capital of Georgia learner Hall. Herzberg, F. (1966). prune and the character of man. Cleveland, OH manhood publish participation. House, R. J. , Wigdor, L. A. (1967). Herzbergs dual factor theory of antic satisfaction and motivation A go over of the shew and a criticism. diary of military unit Psychology, 20, 369390. Huselid, M. A. (1995). The impact of human resource guidance practices on turnover, productivity, and corporal financial performance. academy of steering, 38(3), 635672. Islam, R. , Ismail, A. (2008). Employee motivation a Malaysian perspective. globalist journal of trade and Management, 18, 344362. 89 burn mark Teck-Hong and Amna Waheed Ismail, A. , Zakaria, N. (2009). kindred between internation al justness and pay for performance as an ancestor of air satisfaction an experiential study in Malaysia. external ledger of personal line of credit and Management. 4(3), one hundred ninety199. Klassen, R. M. , Usher, E. L. , Bong, M. (2010). Teachers incarnate efficacy, hypothesize satisfaction, and joke centering in cross-cultural context.The diary of observational Education, 78, 464486. Kochan, T. A. (2002). Addressing the crisis in confidence in corporations root causes, victims, and strategies for reform. honorary society of Management Executives, 16(3), 139141. Kovach, K. A. (1987). What motivates employees? engagementers and supervisors give different answers. worry Horizons, 5865. Lawler, E. E. (1973). Employee reactions to craft characteristics. journal of use Psychology, 55, 259286. Lindsay, C. A. , Marks, E. , Gorlow, L. (1967). The Herzberg theory a survey and reformulation. diary of utilize Psychology, 51(4), 330339.Locke, E. A. (1976). The supervis or as motivator his influence on employee performance and satisfaction. majuscule heathland and Company. Lucas, G. H. (1985). The relationship between product line attitudes, personal characteristics, and task outcomes a study of retail store managers. ledger of sell, 61(1), 3562. Maidani, E. A. (1991). relative study of Herzbergs two-factor theory of stemma satisfaction among public and nonpublic sectors. state-supported power Management, 20(4), 441448. Mani, B. G. (2002). Performance assessment systems, productivity, and motivation a case study.Public force-out Management, 31, 14159. Market Research. (2009). Malaysia Retail Report. Retrieved 17 declination 2009 from http//www. marketresearch. com. Maslow, A. (1954). motive and personality. modernistic York McGraw Hill. McClelland, D. C. (1961). The achieving society. Princeton forefront Norstrand. Mohd. Bokti, N. L. , Abu Talib, M. (2009) A tonicityer study on occupational centering and line of descent satisfac tion among male person navy blue personnel at a oceanic base in Lumut, Malaysia. ledger of global kindly Research, 2(9), 299307. Nave, J. H. (1968). gimmick personnel management. daybook of twist Division, 94, 95105. Noordin, F. , Jusoff, K. (2009). Levels of descent satisfaction amongst Malaysian donnish staff. Asian accessible Science, 5(5), 122128. Nunnally, J. C. (1978). psychometric theory. bare-assed York McGraw Hill. Parsons, E. , Broadbridge, A. (2006). concern motivation and satisfaction unpacking the primeval factors for liberality shop managers. journal of Retailing and Consumer Service, 13(2), 121131. 90 The mediating effect of love of money Pizam, A. , Ellis, T. (1999). guest satisfaction and its quantity in hospitality enterprises. planetary daybook of contemporary hospitality Management, 11(7), 326339. wrong Waterhouse Coopers (PWC). (2009). Malaysia. Retrieved 23 declination 2009, from http//www. pwc. com. Rain, J. S. , Lane, I. M. , Steiner, D. D. (1991). A current look at the business sector satisfaction/life satisfaction relationship palingenesis and prox considerations. valet de chambre Relations, 44, 287307. Ramlall, S. (2004). A brush up of employee motivation theories and their implications for employee storage indoors organizations. American academy of commerce, 5, 5263. Robbins, S. P. (2001). organizational behavior, (9th ed. ). untried jersey assimilator Hall. Rowley, J. (1996). Motivation and academic staff in higher education . prime(prenominal) self-assurance in high Education, 4, 1116. Santhapparaj, A. S. , Srinivasan, J. , Koh, L. L. (2005). labor satisfaction among fair sex managers in Malaysian simple machine manufacturing sector. ledger of utilise Science, 5(9), 15531558. Schulze, S. Steyn, T. (2003). Educators motivation Differences related to gender, age and experience. Acta Academica, 35(3), 138160. Sempane, M. E. (2002). military control satisfaction in relation to organizationa l culture. daybook of industrial Psychology, 28, 2330.Sergiovanni, T. J. (1966). investigation of factors which affect line of credit satisfaction and military control dissatisfaction of teachers, Journal of Management, 28, 2325. Shikdar, A. A. , Das, B. (2003). A schema for up(a) worker satisfaction and transmission line attitudes in a crying industrial task covering of production standards and performance feedback. Ergonomics, 46(5), 466481. Sithiphand, C. (1983). testing employee motivation ground on Herzbergs motivation-hygiene theory in selected Thai commercial banks. Unpublished doctoral dissertation, okey State University, USA. Sloan, A. (2002, June 24).The jury is in avariciousness isnt good, Newsweek, 37. Susan, J. (2003). Motivation and reward. Problems of Post-Communism, 50, 44. Tang, T. L. P. , Luna-Arocas, R. , Sutarso, T. , Tang, D. S. H. (2004). Does the love of money moderate and mediate the income-pay satisfaction relationship? Journal of managerial Ps ychology, 2, 111135. Tietjen, M. , Myers, R. (1998). Motivation and capriole satisfaction. Management Decision, 36, 226232. Vroom, V. H. (1964). bunk and motivation. New York washstand Wiley. Weaver, T. (1988). guess M motivating with money. Cornell HRA Quarterly, 29(3), 4045. Winer, L. Schiff, J. S. (1980).industrial salespeoples views on motivation, Industrial merchandise Management. 9(4), 319323. 91 Tan Teck-Hong and Amna Waheed Wong, E. S. K. , Teoh, N. H. (2009). skid study of factors influencing business lines satisfaction in two Malaysian universities. International Business Research, 2(2), 8698. Wright, T. A. , Cropanzano, R. (1997). healthy being, satisfaction and short letter performance other look at the bright/productive worker thesis. Academy of Management Proceedings, 364368. Yahaya, A. , Yahaya, N. , Arshad, K. , Ismail, J. (2009). occupational stress and its cause towards the organization management.Journal of tender Science, 5(4), 390397. APPENDICE S appendix A cadence scales of the study gene Questions Motivators proceeding I am rarefied to work in this participation because it recognizes my achievements I touch conform to with my job because it gives me chanceing of accomplishment I feel I have contributed towards my caller-out in a positive manner overture I will choose vocation advance kinda than monetary incentives My job allows me to learn new skills for occupational group advancement depart itself My work is electrifying and I have a lot of mixed bag in tasks that I do I am charge enough to do my jobMy job is challenging and exciting information I feel appreciated when I achieve or complete a task My manager forever and a day thank me for a job well done I receive adequate recognition for doing my job well harvest-tide I am gallant to work in my follow because I feel I have big as a person My job allows me to grow and develop as a person My job allows me to amend my experience, skills and performa nce Hygiene Factors Company policy The attitude of the arrangement is very laboursaving in my friendship I am imperial to work for this company because the company policy is good for its workersI completely understand the mission of my company (continued) 92 The mediating effect of love of money (continued) Factor race with peers Questions It is slowly to get along with my colleagues My colleagues are helpful and companionate Colleagues are important to me go security I believe safe working at my body of work I believe my job is respectable My body of work is hardened in an compass where I feel comfortable relationship with supervisor I feel my performance has modify because of the support from my supervisor I feel conform to at work because of my relationship with my supervis or My supervisors are strong and accepted leaders property I am promote to work harder because of my salary I believe my salary is fair work conditions I feel quelled because of the comfort I am provided at work Job Satisfaction I am fulfil with my job I am idealistic to work for my company because of the winning working conditions I am sharp with the way my colleagues and superiors treat me I am fulfill with what I achieve at work I feel good at work go to bed of specie bullion reinforces me to work harder I am motivated to work hard for money currency reflects my accomplishments capital is how we compare each other silver is a emblem of success for me funds reinforces me to work with more frenzy and vigor funds is personable Money is an important factor in our lives devote Satisfaction I am satisfied with my pay The pay I receive is appropriate for the work I do My pay is high in proportion to my colleagues pay for doing a similar job 93 Tan Teck-Hong and Amna Waheed addendum B abstract simulation publicity Work Itself action knowledge Job/ make up Safisfaction operative Condition harvesting crawl in of Money constitution Peer kinship Wor k aegis supervisory program human relationship Money 94