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Relationship between reinforcement and rewards.
Contingency of reinforcement is the relationship between a behavior and the preceding and following environmental events that influence that behavior. The antecedent is a stimulus to a behavior. So in the case of setting sales goals, the behaviors would be designed to meet those goals - things like calling on clients, offering extra customer service, etc.
Consequences are the result of the behaviors. If the sales person's behaviors lead them to meet the set goals, positive consequences will follow. If the behaviors did not lead to the goals, negative consequences will follow.
A reward can be a reinforcer. A reward is an event that a person finds desirable or pleasing. Whether a reward acts as a reinforcer is influenced by the organization, person and team. To qualify as a reinforcer, a reward must increase the frequency of the behavior it follows
A reward can be a reinforcer. A reward is an event that a person finds desirable or pleasing. Whether a reward acts as a reinforcer is influenced by the organization, person and team. To qualify as a reinforcer, a reward must increase the frequency of the behavior it follows
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