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Herzberg's motivation-hygiene theory and job satisfaction in the malaysian retail sector: the mediating effect of love of money


  • Tan, Teck Hong
  • Waheed, Amna


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.

Suggested Citation

  • Tan, Teck Hong & Waheed, Amna, 2011. "Herzberg's motivation-hygiene theory and job satisfaction in the malaysian retail sector: the mediating effect of love of money," MPRA Paper 30419, University Library of Munich, Germany.
  • Handle: RePEc:pra:mprapa:30419

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    References listed on IDEAS

    1. Lee Cronbach, 1951. "Coefficient alpha and the internal structure of tests," Psychometrika, Springer;The Psychometric Society, vol. 16(3), pages 297-334, September.
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    Cited by:

    1. S. M. M. Raza Naqvi & Nousheen Kanwal & Maria Ishtiaq & Mohsin Ali, 2013. "Impact Of Job Autonomy On Organizational Commitment: Moderating Role Of Job Satisfaction In Tobacco Industry Of Pakistan," Far East Journal of Psychology and Business, Far East Research Centre, vol. 12(5), pages 57-72, July.

    More about this item


    Herzberg's motivation-hygiene; job satisfaction; love of money; mediator; pay satisfaction; retailing; Malaysia;

    JEL classification:

    • M12 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Personnel Management; Executives; Executive Compensation
    • M54 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Personnel Economics - - - Labor Management
    • J30 - Labor and Demographic Economics - - Wages, Compensation, and Labor Costs - - - General

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