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An Empirical Analysis of the Relationship between Motivation-Mediated Incentive and Sales Performance in the Malaysian IT Industry |
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| รหัสดีโอไอ | |
| Creator | Raymond The |
| Title | An Empirical Analysis of the Relationship between Motivation-Mediated Incentive and Sales Performance in the Malaysian IT Industry |
| Publisher | Universiti Putra Malaysia |
| Publication Year | 2566 |
| Journal Title | ASEAN Journal of Management & Innovation |
| Journal Vol. | 10 |
| Journal No. | 2 |
| Page no. | 56 - 73 |
| Keyword | Incentive, IT Industry, Motivation, Sales Behavior, Sales Performance, Malaysia |
| URL Website | http://ajmi.stamford.edu |
| Website title | AJMI -ASEAN Journal of Management & Innovation |
| ISSN | 2351-0307 |
| Abstract | This research aims to investigate whether incentive, as mediated by motivation, drives higher sales performance in Malaysia's IT industry. Numerous studies have investigated the influence of incentive and motivation in delivering better work performance, but only a few have researched whether incentive, with motivation as a mediator, can drive higher sales performance, and none in the context of Malaysia's IT industry. The conceptual framework in this study was formulated based on the Incentive Theory of Motivation, Maslow's Hierarchy of Needs Theory, and Herzberg's Two-Factor Theory. Online questionnaires were distributed to targeted salespeople in Malaysia's IT industry. A total of 311 respondents answered the survey. All four hypotheses regarding the impact on sales performance were accepted including the moderating variable. This study helps sales organizations especially in Malaysia's IT industry as it provides holistic insights into how incentive, with motivation as a mediator, can drive higher sales performance. The conceptual framework could be fleshed out in future studies and the mediating effect of motivation further analyzed to determine whether it has a short-term or a long-term mediating effect on sales performance, as this could help organizations plan effective and appropriate incentive programs. |
