Islamic intrinsic motivation and knowledge conversion process for sales team performance: a theoretical framework

Abstract

Knowledge conversion still becomes a concern of many researchers because of the effects on performance. Various studies have tried to explore the underlying factors, but not many of them used the perspective of intrinsic motivation based on Islamic values as an approach. Thus, this paper offers a new concept as a cornerstone to improve knowledge creation. Islamic intrinsic motivation is the result of a synthesis of the manifest needs theory and Islamic values. This concept arises because of the many individualist phenomena and ignoring religious values in the work process. Thus, enthusiasm is needed to do the best and improve continuously while voluntary asking and helping team members. Islamic intrinsic motivation is expected to be able to improve knowledge creation which has an impact on the exploration of tacit knowledge in each individual. In the long term, mastering unique knowledge in a team will improve the sales team performance.