ANALYZING KEY FACTORS AFFECTING SALES PERFORMANCE AMONGST MALAYSIAN SMES: A STRUCTURAL PATH MODELING APPROACH

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Keywords:

Sustainable Performance, Job Satisfaction, Motivation and Achievement, Work Life Balance.

Abstract

This study investigates the sustainable factors impacting sales performance in Malaysia's direct sales sector, which is dominated by small and medium-sized businesses (SMEs). The growth of small and medium-sized businesses (including direct sales businesses) has created additional job opportunities (Yang et al., 2018). This study aimed to analyze sales performance data from small and medium-sized businesses (SMEs) in Klang Valley, Malaysia, to derive managerial conclusions on what factors most influence sales success. It was essential to understand factors in Malaysian sales performance. Therefore, we conducted both a descriptive analysis of respondent demographics and a structural path analysis of the interactions between variables. The data pool included responses from 207 working professionals from SMEs in Malaysia. Several sustainable factors were discovered to influence sales performance, including individuals' levels of innate drive, how much they valued their profession, and how much they were paid for it. The results did not demonstrate a connection between employees' work-life balance and their sales performance at SMEs, but this does not imply it is of no importance. If a small or medium-sized business (SME) wants to improve its sales performance via the adoption of management, it has to increase the number of its members who earn bonuses and the value of the bonuses they get. As a bonus, it will motivate members to enhance sales by incentivizing them to make more pretty things with more selling power.

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Published

2023-01-25