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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. Give us feedback on this content: FULL TEXT [edit ] 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 Register for FREE to stop seeing ads 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.