The impact of micromanagement on employee performance among sales agents in Malaysia

Chen, Sharen Yu Wen (2026) The impact of micromanagement on employee performance among sales agents in Malaysia. Final Year Project, UTAR.

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Abstract

In today’s competitive business environment, employee performance is a critical factor influencing organizational success, particularly within performance driven industries such as sales. Leadership practices play a significant role in shaping employees’ motivation, engagement, and productivity. Among these practices, micromanagement has gained increasing attention on the impact on employees’ psychological well being and work outcomes. Therefore, this study examines the impact of micromanagement on employee performance among sales agents in Malaysia. Micromanagement is conceptualized through five dimensions, namely excessive supervision, lack of autonomy, lack of trust, control orientation, and avoidance of delegation. Grounded in Social Exchange Theory, this research posits that controlling and mistrustful managerial behaviors weaken the exchange relationship between supervisors and employees, leading to reduced employee performance. A quantitative, correlational, and exploratory research design is employed using a survey-based approach. Data is collected through a structured self-administered questionnaire distributed to sales agents across various industries in Malaysia, including e-commerce, logistics, real estate, telecommunications, insurance, and freelance sales. The questionnaire measures perceptions of micromanagement and self-reported employee performance using a five-point Likert scale. Statistical analysis is conducted using SPSS software, incorporating descriptive statistics, reliability analysis, and inferential techniques such as Pearson correlation and multiple regression analysis. The findings are expected to provide empirical evidence on the effects of micromanagement on employee performance and offer practical insights for managers in sales-driven environments to adopt more supportive and trust-based leadership practices. Keywords: Micromanagement, Employee Performance, Social Exchange Theory, Sales Agent

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