HOW DOES SPIRIT AT WORK DRIVE SELLING EFFORT? EVIDENCE FROM PHARMACEUTICAL SALESFORCE

Authors

  • Dr. Basharat Naeem COMSATS University, Islamabad, Lahore Campus, Pakistan.

DOI:

https://doi.org/10.56536/ijmres.v9i1.48

Keywords:

Workplace Spirituality, Effort, Intrinsic Motivation, Salesperson, Pharmaceutical Sector, Pakistan

Abstract

Despite growing interest in workplace spirituality consequences, organizations are urged to better understand how workplace spirituality influences workplace behaviors (e.g. Fox, Webster & Casper, 2018). In this connection, this study proposes and empirically examines how individual-level workplace spirituality predicts selling effort via salesforce intrinsic motivation in Pharmaceutical companies in Pakistan to promote underresearched Muslim countries and its workplaces with diverse spiritual traditions than extensively studied Christian societies. Data were collected from field salespersons employed by pharmaceutical companies operating in the Lahore region of Pakistan to test hypothesized relationships. Findings indicate individual-level spirit at work drives selling effort above and beyond what is positively mediated by intrinsic motivation. This research endeavor improves the legitimacy of workplace spirituality and makes it mainstream to organizational studies which will prevent marginalization of research on this topic.

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Published

2019-01-01

How to Cite

Dr. Basharat Naeem. (2019). HOW DOES SPIRIT AT WORK DRIVE SELLING EFFORT? EVIDENCE FROM PHARMACEUTICAL SALESFORCE. International Journal of Management Research and Emerging Sciences, 9(1). https://doi.org/10.56536/ijmres.v9i1.48