Download Reinforcement is a process of strengthening desirable

Reinforcement is a process of strengthening desirable behaviors, often
through the use of rewards.
LEARNING OBJECTIVE [ edit ]
Describe the role of behavioral reinforcement in organizational management
KEY POINTS [ edit ]
Reinforcement is a term used in behavioral analysis and in a specific kind of
intentional behavior change known as operantconditioning. It is a process of increasing the
incidence of a (measurable) desirable behavior.
Reinforcement is a process in which someone is given a reward (i.e., "positive reinforcement") or
is spared an unpleasant consequence (i.e., "negative reinforcement") to incentivize a certain
desirable behavior.
Incentive programs (e.g., bonuses, commissions, etc.) are examples of rewards (i.e., positive
reinforcers) managers can give their employees to increase desirable results, such as sales.
TERMS [ edit ]
reinforcement
The process of increasing the incidence of a directly measurable behavior.
negative reinforcement
The removal of an unpleasant condition or consequence when a behavior is performed to increase
how often the behavior is repeated.
Positive Reinforcement
Giving a desired reward when a behavior is performed to increase how often the person repeats
the behavior.
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DefiningReinforcement
Reinforcement is a term used in the
context of behavioralanalysis and in a
specific kind of
intentional behavior change known as
operant conditioning. It is a process of
increasing the incidence of a (measurable)
behavior. Very basic examples of such
behaviors include things like the rate of
pulling a lever, the duration of holding
down a button, or the speed with which a
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switch is flipped after a certain noise is sounded.
Positive and Negative Reinforcement
In reinforcement, the rate of the target behavior is increased by giving a reward (i.e., "positive
reinforcement") or by removing an unpleasant stimulus (i.e., "negative reinforcement")
immediately or shortly after each occurrence of the behavior. Giving a monkey a banana
for performing a trick is an example of positive reinforcement; quieting a constant
unpleasantly loud noise when a rat pushes a button is an example of negative reinforcement.
Reinforcement as a Management Tool
In a management context, reinforcers include salary increases, bonuses, promotions, variable
incomes, flexible work hours, and paid sabbaticals. One particularly common positivereinforcement technique is the incentive program, a formal scheme used to promote or
encourage specific actions, behaviors, or results from employees over a defined period of
time. Incentive programs can reduce turnover, boost morale and loyalty, improve wellness,
increase retention, and drive daily performance among employees. Motivating staff will in
turn help business outcomes and increase efficiency.
Managers are responsible for identifying what behaviors should be promoted and what
should be discouraged and must carefully consider organizational objectives in this process.
Implementing rewards and punishments that parallel theorganization's goals help to create a
work culture and workenvironment that embody those goals and objectives.
Example of an Incentive Program
Let's take an IT sales team as an example. The team's overarching goal is to sell their new
software to businesses. The manager may want to emphasize sales to partners of a certain
size (i.e., big contracts). To this end, the manager may reward team members who gain
clients of 5,000 or more employees with a commission of 5% of the overall sales volume for
each such partner. This reward of a 5% commission reinforces the behavior of closing big
contracts, strongly motivating team members to work toward that goal and thus likely
increasing the number of big contracts closed.
Features of a Successful Incentive Program
To facilitate the creation of a profitable program, every feature of the incentive program must
be tailored to the participants' interests. A successful incentive program requires clearly
defined rules, suitable rewards, efficient communicationstrategies, and measurable success
metrics. By adapting each element of the program to fit the target audience, companies are
better able to engage program participants and enhance overall program efficacy.
Reinforcing good behavior
This soldier reinforces her dog's desirable behavior by giving it a treat.