Work

Sales Performance through Individual Realization, Impact, and Transformation (SPIRIT) Model

Year: 2025

Type: conference-paper

Abstract: 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.

Source: Zenodo (CERN European Organization for Nuclear Research)

DOI: 10.5281/zenodo.15051621

Author: Hart, Garrett

Institution: Marymount University

Language: English

Topic: Employee Performance and Motivation

Subfield: Organizational Behavior and Human Resource Management

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: green

OpenAlex ID: W6930957876

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