1. Types of Reinforcers & Their Impact on Performance

2. PRINCIPLE II WORK BEHAVIOR is BETTER PREDICTED by the CONTENT than THE AMOUNT OF REINFORCERS Reinforcers: Domain and Person-Specific Motivators

3. How are Reinforcers Different? MoneyMoney Social Rec. FeedbackFeedback Outcome Utility InformativeContent Level Type RegulatoryMechanism InstrumentalPredictive Role Clarity Symbolic Low Medium Low Medium Medium High Low Medium Low Medium Medium High Disch. Ordinal Disch. Ordinal Outcome Process Exchange Forethought Self-Reflection Exchange Forethought Self-Reflection

4. What Good is this Feedback?

5. Consider PIGS Feedback P OSITIVE I MMEDIATE G RAPHIC G RAPHIC S PECIFIC Feedback needs to be:

6. % Performance Improvement Between-group comparisons, p < 0.05 : [I vs. II] Note 1:Between-group comparisons, p < 0.05 : [I vs. II] [II vs. II & III] [II & III vs. I, II, III] Time period: 1975-1995 Note 2:Time period: 1975-1995 Sample size = 2818 actual employees Total number of effect sizes = 115

7. Key Point Same Behavior Could be Regulated by Different Reinforcers Same Behavior Could be Regulated by Different Reinforcers and and SOME COST MUCH LESS than the other SOME COST MUCH LESS than the other

8. TAKE-HOME MESSAGE 17 %