Behavioral approach to motivation

Organizational behavioral modification

• A behavioral approach to motivation based on B.F. Skinner’s operant conditioning

• It emphasizes that behavior in the workplace can be shaped and maintained through reinforcement, punishment, and extinction

Core Assumptions

1. Behavior is learned (what employees do at work is shaped by consequences)

2. Desired behavior can be increased with rewards (positive reinforcement).

3. Undesired behavior can be reduced through punishment or by withholding reinforcement.

4. Motivation is less about internal states (needs, cognitions) and more about external, observable consequences.

Types of Reinforcement Schedules

1. Continuous Reinforcement

2. Intermittent (Partial) Reinforcement

Continuous Reinforcement

• Desired behavior is reinforced every time

• Results in faster learning

  • Extinction happens quickly once reinforcement stops

Intermittent (Partial reinfocement)

• Desired behavior is reinforced only sometimes

• Results in slower learning

• More resistant to extinction

Fixed ratio (FR)

Reinforcement after a set number of responses

• High response rate, but with pauses after reinforcement (post-reinforcement pause)

• A salesperson gets a bonus of every 10 sales

Variable Ratio (VR)

Reinforcement after an unpredictable number of responses

• Very High, steady response rate; highly resistant to extinction.

• Slot machines; an employee might get recognition after 3 tasks, then 7 them 5.

Fixed interval (FI)

Reinforcement given after a fixed time interval

• Responses increase as the reinforcement time approaches, then drop after receiving it (scalloping effect)

• A worker receives a paycheck every two weeks

Variable Interval (VI)

Reinforcement given at unpredictable time intervals

• Steady, moderate response rate; resistant to extinction

• A supervisor give random spot-check praise or bonuses

Positive Reinforcement

Increase behavior by adding something desirable

• Ex. An employee meets a sales target. The manager gives a bonus. The employee is more motivated to sell again

Negative Reinforcement

Increase behavior by removing something unpleasant

• Ex. An employee consistently submits reports on time. The manager stops requiring daily progress check-ins. The employee keeps submitting reports promptly

Positive Punishment

Decrease behavior by adding something unpleasant

• Ex. An employee is late to work. The manager issues a written warning. The employee avoids being late again

Negative Punishment

Decrease behavior by removing something desirable

• Ex. An employee misses a deadline. The manager cancels their eligibility for an incentive program. The employee works harder to meet deadlines next time.