Chapter Twelve Behavioral Performance Management McGraw-Hill/Irwin © 2008 The McGraw-Hill Companies, Inc All rights reserved 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 Questions ... (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... 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. .. monetary and nonfinancial rewards • Present the steps and results of behavioral performance management, or organizational behavior modification (O B Mod.) Introduction • Overview of learning