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McGraw-Hill/Irwin © 2008 The McGraw-Hill Companies, Inc. All rights reserved.
Behavioral Behavioral Performance Performance ManagementManagement
Chapter TwelveChapter Twelve
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 performance management, or organizational behavior modification (O. B. Mod.).
Introduction
• Overview of learning theory and principles that serve as a foundation and point of departure for presenting the behavioral management approach
Learning Theory Background
• Behavioristic theories– Classical conditioning
• Pavlov’s classical conditioning experiment• Neutral stimulus, paired with unconditioned
stimulus, becomes a conditioned stimulus and elicits a conditioned response
– Operant conditioning• Learning that occurs as a consequence of
behavior
Learning Theory Background Continued
• Examples of classic and operant conditioning
Learning Theory Background Continued
• Cognitive Theories– Relationship between cognitive environmental
cues and expectation
Learning Theory Background Continued
• Social learning and social cognitive theory– Social learning
• Learning can also take place via vicarious, or modeling, and self-control processes.
– Social cognition• Identifies capabilities that initiate, regulate, and
sustain behavior: – Symbolizing, forethought, vicarious/modeling learning,
selfregulation, and self-reflection.
Learning Theory Background Continued
• Social learning and social cognitive theory (continued)
– Modeling processes• Involves interrelated subprocesses, such as:
– Attention, retention, motoric reproduction, and reinforcement.
– Self-efficacy• Beliefs in one’s capabilities to organize and
execute the courses of action required to produce given attainments
Principles of Learning: Reinforcement and Punishment
• Laws of behavior– Law of effect– Extinction principle or law
• Critique of reinforcement theory– Person’s cognitive rationalizations might
neutralize them• Reinforcement as used in behavioral
management– Rewards and reinforcers
Principles of Learning: Reinforcement and Punishment
Continued
• Positive and negative reinforcers
Principles of Learning: Reinforcement and Punishment
Continued• Use of punishment
– Meaning of punishment• Weakens behavior and tends to decrease its
subsequent frequency– Administering punishment– Guidelines for discipline
• Always attempt to reinforce instead of punish in order to change behavior
Role of Organizational Reward Systems
• Analysis of money as a reinforcer• Nonfinancial rewards
– Social recognition and attention– Performance feedback
Role of Organizational Reward Systems Continued
• Nonfinancial rewards (continued) - Categories
Behavioral Performance, Management, or O. B. Mod.
• Step 1: Identification of performance behaviors– Systematic behavioral audit
• Step 2: Measurement of the behavior– Baseline measure
• Step 3: Functional analysis of the behavior– ABC analysis - antecedents (A) and consequences
(C) of the target behavior (B)
Behavioral Performance, Management, or O. B. Mod. Continued
• Step 3: Functional analysis of the behavior (continued)
Behavioral Performance, Management, or O. B. Mod. Continued
• Step 4: Development of an Intervention Strategy– Positive reinforcement strategy– Punishment-positive reinforcement strategy
• Step 5: Evaluation to ensure performance improvement
Behavioral Performance, Management, or O. B. Mod. Continued
• Application of behavioral management– Employee productivity– Absenteeism and tardiness– Safety and accident prevention– Sales performance
• Manufacturing versus service applications
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