1. Reinforcement Approach to Work Motivation

2. WORK BEHAVIOR IS A FUNCTION OF ITS CONTINGENT CONSEQUENCES
PRINCIPLE
WORK BEHAVIOR IS A FUNCTION OF
ITS CONTINGENT CONSEQUENCES

3. A cues B is determined by C
Main Idea: A – B - C
A cues B is determined by C
Antecedents
Behavior
Consequence

4. Categories of C & Law of Effect
EVERY BEHAVIOR FOLLOWED BY POSITIVE
CONSEQUENCES WILL TEND TO BE REPEATED
EVERY BEHAVIOR FOLLOWED BY NEGATIVE
CONSEQUENCES WILL TEND TO DECREASE IN
FREQUENCY
EVERY BEHAVIOR FOLLOWED BY NO
CONSEQUENCES WILL TEND TO FIRST INCREASE
AND THEN DECREASE IN FREQUENCY

5. Types of Reinforcement
Positive
Reinforcement
Negative
Reinforcement
+ +
Extinction
Punishment
- -

6. Positive Reinforcement
What is it?
THE APPLICATION OF A POSITIVE REINFORCER UPON A DESIRED BEHAVIOR
What is a Positive Reinforcer?
ANYTHING THAT INCREASES THE FRREQUENCY OF A DESIRED BEHAVIOR

7. Positive Reinforcement: Application
REINFORCER VS. REWARD
CONTINGENCY
IMMEDIACY
SIZE OF THE REINFORCER (RELATIVE)
REINFORCER DEPRIVATION (RELATIVE)

8. Negative Reinforcement
DESIRED PERFORMANCE CAN PREVENT AN ONSET OF A NEGATIVE CONSEQUENCE (Avoidance Learning)
DESIRED PERFORMANCE CAN TERMINATE AN ALREADY PRESENT NEGATIVE CONSEQUENCE (Escape Learning)
APPLICATION ISSUES
Perception of Blackmail
Positive Reinforcement Works Better

9. Extinction Behavior Increases First
AN UNDESIRED BEHAVIOR IS FOLLOWED
BY NO CONSEQUENCES, WHICH IS THEN FOLLOWED BY POSITIVE REINFORCEMENT
CRITICAL APPLICATION ISSUES
Behavior Increases First
Subsequent Positive Reinforcement is a Must
Avoid Unintended Extinction of Desired Behaviors

10. Punishment - By Application
AN IMPOSITION OF AVERSIVE CONSEQUENCES UPON UNDESIRED BEHAVIORS
CRITICAL APPLICATION ISSUES
Emotional Side Effects
Inner Cause and Suppression of Behavior

11. Punishment - by Removal
DESIRED CONSEQUENCE THAT IS ALREADY PRESENT IS REMOVED FOLLOWING UNDESIRED BEHAVIOR
CRITICAL APPLICATION ISSUES
Discourages Reporting of Potential Problems
Performance Feedback is Much Better Alternative
May not be Immediately Obvious

12. Schedules of Reinforcement
Intermittent
Performance Improvement is More Permanent When We Reinforce Desired Behaviors Only Part of the Time

13. Intermittent Schedules
Fixed
Variable
Interval
Friday Pay Check
Promotions
Ratio
Quota
Gambling

14. Take-Home Messages GUARANTEED TO FAIL LIKELY TO SUCCEED
Reinforcing “A” while hoping for “B”
Random Rewarding
Rewards for success are small and uncertain
while punishment for failure is fatal and sure
Extinction of desired behaviors
LIKELY TO SUCCEED
Hoping for “A” and reinforcing “A”
Systematic reinforcement
Rewards for success are meaningful and certain
Reinforcement of desired behaviors