Examination of Herzberg two-factor motivational theory of mid-level managers and employees impact on job satisfaction and retention in a sales organization

by Maia, Theresa, Ph.D., CAPELLA UNIVERSITY, 2011, 135 pages; 3490085


The purpose of this study is to examine the relationship between two main variables - motivation and job satisfaction commonly associated with organizational commitment and their relationship to employee retention in a large sales organization. With an emphasis on a motivated workforce that will enhance an organization's competitive advantage in the marketplace, the principal theme of this academic endeavor addresses motivation, job satisfaction, and an understanding of the dynamics that drives employees' behavior. Research has shown intrinsic (e.g., achievement, recognition and assignment) and extrinsic factors (e.g., company polices, coworker relationships, salaries and management philosophy) within the organization are both open to scrutiny and are considered primary contributors to employee satisfaction and retention This quantitative study utilized two instruments to gather the data from the sales organization. The Minnesota Satisfactions Questionnaire (MSQ, short form) and The Motivational Trait Questionnaire (MTQ, short form) were used to measure levels of motivation among sales managers and sales representatives. The research examines a relationship between job satisfaction and job motivation and the impact on employee retention within the organization. Intentionally the knowledge and results gleaned from this study can provide a compass relevant to the correction of unacceptable attrition experienced by sales personnel by improving manager/employee relationship within the workplace.

AdviserJean Gordon
Source TypeDissertation
SubjectsManagement; Occupational psychology
Publication Number3490085

About ProQuest Dissertations & Theses
With nearly 4 million records, the ProQuest Dissertations & Theses (PQDT) Global database is the most comprehensive collection of dissertations and theses in the world. It is the database of record for graduate research.

PQDT Global combines content from a range of the world's premier universities - from the Ivy League to the Russell Group. Of the nearly 4 million graduate works included in the database, ProQuest offers more than 2.5 million in full text formats. Of those, over 1.7 million are available in PDF format. More than 90,000 dissertations and theses are added to the database each year.

If you have questions, please feel free to visit the ProQuest Web site - http://www.proquest.com - or contact ProQuest Support.