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 manager pays a bonus only for an actual sale.Which of the following is the manager using to improve the productivity of sales trainees?
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 actual sales, gradually shaping their behavior towards the ultimate goal of making sales.

A Sales Manager Pays a Bonus to New Trainees When