Jerome is training to be a vacuum cleaner sales person. Initially, he got paid for each customer he called on, even if the customer did not ask for a demonstration. Currently, he gets paid for only actually demonstrating the product. Eventually, he will get paid only for actually closing a sale. What process is illustrated in this example?

Question

Quizplus · Accepted Answer

The process illustrated in this example is shaping, which involves gradually changing behavior by reinforcing closer and closer approximations to the desired behavior. In this case, Jerome is being shaped to focus on actually closing a sale, as opposed to just calling on customers or giving demonstrations.

Jerome Is Training to Be a Vacuum Cleaner Sales Person