The Effectiveness of Intrinsic and Extrinsic Motivations: A Study of Malaysian Amway Company's Direct Sales Forces

Abstract

This research utilizes the survey questionnaire data collected in May/June 2010 from 200 Amway Company’s direct sales forces in Klang Valley areas (Malaysia) to analyze the effectiveness of intrinsic and extrinsic motivation in influencing job satisfaction. The research will be analyzed using the well-established correlation analysis, regression analysis, independent sample t-test, and one-way ANOVA. There are four major findings. First, there is a relationship between intrinsic and extrinsic motivations with job satisfaction. According to the correlation value, intrinsic motivation compared to extrinsic motivation tends to contribute more in job satisfaction. Second, there are significant and positive relationship between intrinsic and extrinsic motivations and job satisfaction. Both of the intrinsic and extrinsic motivation is identified as the predictor for job satisfaction. In other words, they are both significantly contribute in better job satisfaction. Third, there is no difference between gender and intrinsic and extrinsic motivations. Hence, gender is not a factor that affects both of the intrinsic and extrinsic motivations. Lastly, the result indicates that there is a difference between age and intrinsic and extrinsic motivations. Therefore, age is the factor that influences on both intrinsic and extrinsic motivations. Last but not least, the results have demonstrated the effectiveness of intrinsic and extrinsic motivations in influencing job satisfaction among the Amway Company’s direct sales forces, as well as establishing appropriate intrinsic motivations may promote higher job satisfaction.

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