Abstract

Theory suggests that adaptive selling behaviors improve sales performance. While this causation appears to be supported using the ADAPTS measurement scale, an alternative explanation is that perception of past performance predicts response to the ADAPTS scale. The ADAPTS items often contain abstract concepts such as “sales approach” and “not working” which may be difficult for respondents to interpret. Consistent with a halo error, salespeople may draw upon their overall attitude toward their selling ability to help them answer abstract ADAPTS items. Because past performance contributes to overall attitude toward selling ability, past performance could be biasing ADAPTS ratings through a halo error. This research consists of three studies. The first study uses a qualitative methodology to investigate ADAPTS item interpretation. The second study uses a time-lagged experimental methodology to demonstrate that past performance influences ADAPTS ratings above and beyond actual adaptive behaviors. The final study uses a survey methodology to show that sales self-efficacy mediates the relationship between self-rate performance and ADAPTS, even while controlling for an acquiescence bias. The results of the three studies demonstrate that ADAPTS contains significant bias. Alternative methods for operationalizing adaptive selling behaviors are suggested.

摘要

理论表明，适应性销售行为可以提高销售业绩。虽然使用 ADAPTS 测量量表似乎支持这种因果关系，但另一种解释是对过去表现的感知可以预测对 ADAPTS 量表的反应。ADAPTS 项目通常包含抽象概念，例如“销售方法”和“不工作”，这可能让受访者难以解释。与光环错误一致，销售人员可能会利用他们对其销售能力的整体态度来帮助他们回答抽象的 ADAPTS 项目。因为过去的表现会影响对销售能力的整体态度，所以过去的表现可能会通过光环错误影响 ADAPTS 评级。本研究由三项研究组成。第一项研究使用定性方法来调查 ADAPTS 项目解释。第二项研究使用时间滞后的实验方法来证明过去的表现影响 ADAPTS 评分超出了实际的适应性行为。最后的研究使用调查方法表明，即使在控制默认偏差的情况下，销售自我效能感也会调节自我评价绩效和 ADAPTS 之间的关系。三项研究的结果表明 ADAPTS 包含显着偏差。建议了用于操作适应性销售行为的替代方法。即使在控制默认偏差的情况下。三项研究的结果表明 ADAPTS 包含显着偏差。建议了用于操作适应性销售行为的替代方法。即使在控制默认偏差的情况下。三项研究的结果表明 ADAPTS 包含显着偏差。建议了用于操作适应性销售行为的替代方法。