Advertising: pair product with positive emotions, celebrities, storytelling, repeated logos/slogans; Nike associates swoosh with “Just Do It” motivation
Brand rituals: e.g., morning coffee
Aversion Therapy: pair unwanted behaviour with unpleasant stimulus (nausea drug, shock, aversive images) to curb addictions / self-harm
Learned Helplessness (Seligman): repeated unavoidable aversive events produce passive resignation; dogs failed to escape shock even when possible; parallels to depression & academic failure
Operant Conditioning
Foundations
Edward Thorndike’s Law of Effect: behaviours followed by satisfying consequences are more likely to recur; behaviours with unpleasant consequences are less likely
B.F. Skinner extended work → focused on consequences as determinants of voluntary behaviour; used “operant chambers” (Skinner boxes) with levers/keys, food dispensers, recording devices
Core Concepts
Voluntary behaviour controlled by consequences
Reinforcement → increases behaviour frequency
Punishment → decreases behaviour
Reinforcers
Primary: innate biological value (food, water, pain relief)
Secondary: acquire value via learning (money, tokens, praise)
Four Contingencies (with typical shorthand)
Positive Reinforcement (PR): add pleasant stimulus to increase behaviour (joke → laughter → tell more jokes)
Negative Reinforcement (NR): remove unpleasant stimulus to increase behaviour (alarm stops when homework done)
Positive Punishment (PP): add unpleasant stimulus to decrease behaviour (extra homework after interrupting)
Negative Punishment (NP): remove pleasant stimulus to decrease behaviour (lose driving privileges for curfew)
Extinction in OC: behaviour declines when reinforcement stopped (rat stops pressing lever when no food)
Stimulus Control / Discrimination: behaviour occurs in presence of specific cues only (ask favour when roommate in good mood)
Generalization: transfer of learned behaviour to similar contexts (politeness generalized; or prejudice after single bad encounter)
Highly deterministic: portrays behaviour as fully environment-controlled, minimizing free will; ethical concerns for justice & rehab
Over‐reliance on lab experiments → low ecological validity
Reductionist: simplifies complex human actions to S–R links
Determinism Debate
Behaviourism’s claim that free will is illusion aids scientific control but implies individuals lack responsibility & capacity for change (implications for addiction treatment, criminal justice)