Javier recently completed a management training course and was fascina

QUESTION

Javier recently completed a management training course and was fascinated with reinforcement theory. He wants to use it to motivate his employees to sell more profitable tree trimming services to landscaping clients.

Which of the following should Javier NOT do to encourage this desirable behavior?
A) clearly explain what type of behavior he is expecting
B) reward only employees who bring in tree trimming contracts
C) schedule undesirable jobs for employees who don’t get tree contracts
D) give a reward shortly after an employee brings in a tree contract
E) determine a variety of awards that employees can select from

ANSWER

Answer: C
Explanation: C) Under reinforcement theory, positive consequences are used to encourage desirable behaviors. Negative consequences, such as handing out bad shifts, are more effective in decreasing unwanted behaviors. All the employees are still doing their jobs—Javier just wants to encourage the additional behavior of upselling clients.