A sales manager pays a bonus to new trainees when they develop a good sales prospectus. Later, after the trainees have completed two months of training, the manger pays a bonus only for an actual sale. The manager is applying what process of instrumental conditioning to help the trainees be productive in their sales careers?
A) shaping
B) modeling
C) negative reinforcement
D) variable-ratio reinforcement

Question

Quizplus · Accepted Answer

Shaping involves reinforcing successive approximations of a desired behavior. Initially, the manager rewards the trainees for developing a good prospectus, and later, only for making actual sales, gradually shaping their behavior towards the ultimate goal.

A Sales Manager Pays a Bonus to New Trainees When