1. McGraw-Hill/Irwin© 2008 The McGraw-Hill Companies, Inc. All rights reserved. Behavioral Performance Management Chapter Twelve

2. Learning Objectives Define the theoretical processes of learning: behavioristic, cognitive, and social. Discuss the principle of reinforcement, with special attention given to the law of effect, positive and negative reinforcers, and punishment. Analyze organizational reward systems, emphasizing both monetary and nonfinancial rewards. Present the steps and results of behavioral performance management, or organizational behavior modification (O. B. Mod.).

3. Introduction Overview of learning theory and principles that serve as a foundation and point of departure for presenting the behavioral management approach

4. Learning Theory Background Behavioristic theories –Classical conditioning Pavlov’s classical conditioning experiment Neutral stimulus, paired with unconditioned stimulus, becomes a conditioned stimulus and elicits a conditioned response –Operant conditioning Learning that occurs as a consequence of behavior

5. Learning Theory Background Continued Examples of classic and operant conditioning

6. Learning Theory Background Continued Cognitive Theories –Relationship between cognitive environmental cues and expectation

7. Learning Theory Background Continued Social learning and social cognitive theory –Social learning Learning can also take place via vicarious, or modeling, and self-control processes. –Social cognition Identifies capabilities that initiate, regulate, and sustain behavior: –Symbolizing, forethought, vicarious/modeling learning, selfregulation, and self-reflection.

8. Learning Theory Background Continued Social learning and social cognitive theory (continued) –Modeling processes Involves interrelated subprocesses, such as: –Attention, retention, motoric reproduction, and reinforcement. –Self-efficacy Beliefs in one’s capabilities to organize and execute the courses of action required to produce given attainments

9. Principles of Learning: Reinforcement and Punishment Laws of behavior –Law of effect –Extinction principle or law Critique of reinforcement theory –Person’s cognitive rationalizations might neutralize them Reinforcement as used in behavioral management –Rewards and reinforcers

10. Principles of Learning: Reinforcement and Punishment Continued Positive and negative reinforcers

11. Principles of Learning: Reinforcement and Punishment Continued Use of punishment –Meaning of punishment Weakens behavior and tends to decrease its subsequent frequency –Administering punishment –Guidelines for discipline Always attempt to reinforce instead of punish in order to change behavior

12. Role of Organizational Reward Systems Analysis of money as a reinforcer Nonfinancial rewards –Social recognition and attention –Performance feedback

13. Role of Organizational Reward Systems Continued Nonfinancial rewards (continued) - Categories

14. Behavioral Performance, Management, or O. B. Mod. Step 1: Identification of performance behaviors –Systematic behavioral audit Step 2: Measurement of the behavior –Baseline measure Step 3: Functional analysis of the behavior –ABC analysis - antecedents (A) and consequences (C) of the target behavior (B)

15. Behavioral Performance, Management, or O. B. Mod. Continued Step 3: Functional analysis of the behavior (continued)

16. Behavioral Performance, Management, or O. B. Mod. Continued Step 4: Development of an Intervention Strategy –Positive reinforcement strategy –Punishment-positive reinforcement strategy Step 5: Evaluation to ensure performance improvement

17. Behavioral Performance, Management, or O. B. Mod. Continued Application of behavioral management –Employee productivity –Absenteeism and tardiness –Safety and accident prevention –Sales performance Manufacturing versus service applications

18. Questions