Sales Performance through Individual Realization, Impact, and Transformation (SPIRIT) Model
DOI:
https://doi.org/10.5281/zenodo.15051622Keywords:
Employee Engagement, Leader-Member Exchange, Motivation, Sales Leadership, Self-Determination TheoryAbstract
The research presents the SPIRIT model (Sales Performance through Individual Realization, Impact, and Transformation), which integrates Self-Determination Theory (SDT) and Leader-Member Exchange (LMX) to enhance sales performance. The model operationalizes autonomy through participative decision-making, competence through structured feedback, and relatedness through systematic interaction, particularly in healthcare sales contexts. SPIRIT effectively addresses the limitations of traditional leadership approaches by offering concrete strategies to enhance intrinsic motivation, psychological safety, and innovation. The research emphasizes the necessity of aligning intrinsic motivation with leadership strategies that prioritize trust and structured development opportunities, leading to sustainable organizational effectiveness, although it requires empirical validation through further research.
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