10 Reward norms Profit maximization – maximizing one’s own gain Equity – rewards should be consistent with contributionsEquality – rewards should be the same for everyoneNeed – rewards should not be distributed according to contribution
11 Reward Distribution Criteria Performance/results – rewards are given for tangible outcomesPerformance/actions and behaviors – rewards are distributed for things worker doesNonperformance criteria – rewards are given for things other than performance
15 ReinforcementLaw of effect – behavior with a favorable consequence tends to be repeated and behavior with a negative consequence tends to disappearOperant behavior – action that is learned when one operates on the environment to produce desired consequences
16 Positive reinforcement – strengthening behavior by presenting something pleasing Negative reinforcement – strengthening behavior by taking away something displeasingPunishment – weakening behavior by presenting something displeasing or withdrawing something pleasingExtinction – weakening behavior by ignoring it or making sure it’s not reinforced
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