心理物學者發展「訊號偵測理論」以解釋閾限值附近的 刺激判斷。業務 人員經常要判斷客戶類型，最重要的則是判斷對方是否為「有望客戶」，本文 沿用訊號偵測理論以詮釋業務人員的判斷行為。d'為判斷的準確或敏感度，為 衡量判斷力之指標。d'由命中率(HR)與謊訊率(FAR)決定之，為具恆定性之個 人能力。命中率與謊訊率則隨事前機率、獎懲機制等情境因素而變化。判斷表 現由(謊訊率、命中率)座標點組成「收訊者作為特徵曲線」。每一曲線有其對 應之d'值，曲線的不同點代表不同情境的判斷作為。本文並探討如何將理論應 用在業務員之認知訓練。 signal Detective Theory (SDT) was developed by psychophysicist to describe observers' judgemental ability near threshold. Salespersons have to judge clients as prospects or suspects. The accuracy on client judgement relates to sales performance. This research explains salespersons' judgemental behavior undr the frame of SDT. d', . index of judgemental accuracy, is determined by Hit Rate (HR) and False Alarm Rate (FAR). HR and FAR are contingent upon the a priori probability of signal vs. noise, the payoff matrix of judgemental outcomes, ets.. Judgemental performance is determined by receiver-operating-characteristic curve which is the collection of points (FAR, HR). Implicit of SDT for salespersons' cognitive training is discussed.
