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

The manager is using shaping, a technique where successive approximations of a desired behavior are reinforced. Initially, developing a good sales prospectus (a simpler task) is rewarded, and later, the criteria is raised to achieving an actual sale (a more complex task). This gradual process helps trainees improve their skills and productivity.

A Sales Manager Pays a Bonus to New Trainees When