ISSN : 2047-2528

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CHANGE MANAGEMENT INITIATIVES AND JOB SATISFACTION AMONG SALESPERSONS IN MALAYSIAN DIRECT SELLING INDUSTRY
 
Filzah Md Isa, Cheng Wei Hin and Jasmani Mohd Yunus
 
 
The main purpose of this study is to explore the relationship between change management initiatives and job satisfaction among salespersons in direct selling industry of Malaysia. Job satisfaction is regarded as one of the proxies of change success in this industry’s context. Six hundred ninety structured questionnaires were distributed to salespersons throughout Malaysia and 244 were returned but only 238 were usable. The results show that out of the six initiatives namely shared change vision, communication, upline support, compensation systems, training and feedback, only shared change vision, training and upline support have shown positive influence on job satisfaction. This study adds to the literature by showing the importance of change management initiatives on change success in direct selling industry. It also provides some theoretical contributions to sales management practices in the competitive environment of direct selling industry.

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