IMPACT OF MOTIVATORS AND HYGIENE FACTORS ON JOB SATISFACTION: MEDIATING ROLE OF WORK ENGAGEMENT

Abstract

This study investigates the impact of motivators and hygiene factors on job satisfaction among pharmaceutical sales representatives (PSRs) in Pakistan, with work engagement examined as a mediating variable. Drawing on Herzberg’s Two-Factor Theory, the research explores how intrinsic motivators (e.g., recognition, career advancement) and extrinsic hygiene factors (e.g., pay, working conditions) influence satisfaction in a highly competitive and ethically sensitive sector. Data were collected from 319 respondents across multinational and local pharmaceutical firms using a structured questionnaire. Structural equation modeling (SEM) confirmed that motivators significantly influence job satisfaction directly and indirectly through engagement, while hygiene factors showed a weaker direct effect but contributed indirectly through engagement. Findings provide theoretical validation of Herzberg’s framework in a Global South context and offer practical insights for human resource policies aimed at reducing turnover, improving employee well-being, and ensuring ethical sales practices.

Keywords: Motivators, Hygiene Factors, Job Satisfaction, Work Engagement, Pharmaceutical Sales, Herzberg’s Theory