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.The manager is applying what process of instrumental conditioning to help the trainees be productive in their sales careers?
A)Shaping
B)Modelling
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, which is a step towards making a sale. Later, the reward is given only for the actual sale, gradually shaping the trainees' behavior towards the ultimate goal.

A Sales Manager Pays a Bonus to New Trainees When