Abstract

According to the Dual-Process Model, salespeople might utilize intuitive and/or deliberate judgments to make sales decisions. These two systems are distinct and used in isolation by the decision-maker. On the contrary, the Uni-Process Model suggests an alignment between the two styles of thinking based on common rules and principles, meaning they are integrated into one decision-making process. The processes happen simultaneously, not independently. We subscribe to this logic and test these two judgments according to salespeople’s perception across three studies. First, we examine salespeople in the shoe industry, second salespeople working in the retail banking, and finally through a comprehensive meta-analysis. We investigate the effects of salespeople’s intuition, deliberation, and ‘intuition-deliberation alignment’ on sales performance through the mediating mechanism of acquisition-retention ambidexterity, finding effects across each context. While this does provide evidence that the two judgments may work well separately, it strongly supports the use of the Uni-Process Model to explain and predict sales outcomes. Specifically, while both intuitive and deliberate judgment isolate increase sales performance through salespeople’s ambidextrous behavior, the newly created intuitive-deliberative alignment construct suggests that sales performance is higher when salespeople’s intuitive and deliberative judgements are both high rather than when both are low, and this effect goes through A-R ambidexterity.

摘要

根据双流程模型，销售人员可能会利用直观和/或故意的判断来做出销售决定。这两个系统是截然不同的，决策者孤立地使用它们。相反，Uni-Process模型建议根据共同的规则和原则在两种思维方式之间保持一致，这意味着它们被集成到一个决策过程中。这些过程同时发生，而不是独立发生。我们赞同这种逻辑，并根据销售人员在三项研究中的认知来测试这两种判断。首先，我们考察了制鞋业的销售人员，然后研究了零售银行业务的销售人员，最后通过全面的荟萃分析。我们调查销售人员的直觉，思考，并通过获取与保留之间的矛盾性的中介机制对销售业绩进行“直觉-审议的契合”，从而发现每种情况下的影响。尽管这确实提供了两种判断可能分别有效的证据，但它强烈支持使用Uni-Process模型来解释和预测销售结果。具体来说，虽然直觉和刻意的判断都通过销售人员的敏捷行为来提高销售业绩，但新创建的直觉-刻意的对齐结构表明，当销售人员的直觉和刻意的判断都较高时（而不是两者都较低时），销售业绩会更高。经历了AR的灵活性。尽管这确实提供了两种判断可能分别有效的证据，但它强烈支持使用Uni-Process模型来解释和预测销售结果。具体而言，虽然直觉和刻意的判断都通过销售人员的敏捷行为来提高销售业绩，但新创建的直觉-刻意的对齐结构表明，当销售人员的直觉和刻意的判断都很高时（而不是两者都低时），销售业绩会更高。经历了AR的灵活性。尽管这确实提供了两种判断可能分别有效的证据，但它强烈支持使用Uni-Process模型来解释和预测销售结果。具体来说，虽然直觉和刻意的判断都通过销售人员的敏捷行为来提高销售业绩，但新创建的直觉-刻意的对齐结构表明，当销售人员的直觉和刻意的判断都较高时（而不是两者都较低时），销售业绩会更高。经历了AR的灵活性。