1. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 16-1 Chapter Sixteen Behavioral Performance Management

2. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 16-2 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 management

3. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 16-3 Examples Of Classical And Operant Conditioning Classical Conditioning The individual: is stuck by a pinflinches is topped below the kneecapflexes lower leg is shocked by an electric currentjumps/screams is surprised by a loud soundjumps/screams (S) (R) StimulusResponse The individual: works is paid talks to othersmeets more people enters a restaurantobtains food increases productivityreceives merit pay Operant Conditioning (S) (R) StimulusResponse

4. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 16-4 Summary Of The Operational Definitions Of Positive And Negative Reinforcement And Punishment Consequence of Reward (something desirable) Noxious stimuli (something aversive and undesirable) Contingent Withdrawal Application POSITIVE REINFORCEMENT Behavior increases PUNISHMENT Behavior Decreases NEGATIVE REINFORCEMENT Behavior increases PUNISHMENT Behavior Decreases

5. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 16-5 Chronological Development Of Conceptual Foundation For O.B. Mod. Thorndike Law of Effect Approximate Time 1900 1950 1975 1977 Skinner Operant Conditioning Luthans & Kreitner Initial O.B. Mod. Approach Bandura Social Learning Theory Pavlov Classical Conditioning Watson Behaviorism

6. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 16-6 Chronological Development Of Conceptual Foundation For O.B. Mod. (cont.) Bandura Social Learning Theory Luthans and Kreitner O.B. Mod. And Beyond Bandura Social Cognitive Theory Luthans and Stajkovic Full, Current O.B. Mod. Model Approximate Time 1977 1985 1986 Present

7. McGraw-Hill/Irwin © 2002 The McGraw-Hill Companies, Inc., All Rights Reserved. 16-7 Percentage Performance Improvement According To Different Types Of O.B. Mod. Reinforcers Performance Social Type of Overall Monetary Feedback Attn/Recog. Organization Effect (I) (II) (III) Manufacturing 33% 39% 41% (no studies) Service 13% 14% 6% 15% Simultaneous Simultaneous Simultaneous Type of application application application of Organization of I & II of II & III I, II, & III Manufacturing (no studies) 41% 44% Service 30% 30% 9%