MGMT Ch 8

what results in positive reinforcement

Increased pay, promotions, praise from a manager or coworkers, and public recognition result in an employee exhibiting desired behaviors

what is the self serving bias

occurs when we attribute our own failures to external factors and our own successes to internal factors

what is extinction

when there is the removal of a consequence following an unwanted behavior no laughter for class clown

what is negative reinforcement

when an unwanted outcome is removed following a desired behavior. Have you ever performed a task for the specific reason of not getting yelled at? If so, you learned to perform certain behaviors through the use of negative reinforcement

what is a stereotype

when assumptions are made about others on the basis of their membership in a social group

what is transfer of training

when the knowledge, skills, and behaviors used on the job are maintained by the learner once training ends and generalized to the workplace once the learner returns to the job

steps of rational decision making model

1. identify the criteria important for making the decision, see all involved parties 2. generate a list of all available alternative solutions to the problem 3. evaluate those alternatives against the criteria 4. select the alternative that results in the best outcome 5. implement the alternative

steps of behavioral modeling

1. learner focuses attention on critical behaviors exhibited by the model 2. learner must remember the behaviors when model is not present 3. learner must have appropriate skill set to reproduce the behavior 4. learner must view the model receiving the reinforcement for the behavior and then receive it themselves

which of the following schedules of reinforcement rely on the passage of time

fixed interval variable interval

what is punishment

occurs when an unwanted outcome follows an unwanted behavior suspension

what is consensus

Did others act the same way under similar situations? In other words, did others arrive late on the same day?

what is consistency

Does this person always do this when performing this task? In other words, has Joe arrived late for work before?

what is distinctiveness

Does this person tend to act differently in other circumstances? In other words, is Joe responsible when it comes to personal appointments, not just work appointments?

what is projection bias

One false assumption people tend to make when it comes to other people is the belief that others think, feel, and act the same way they do people project their own thoughts, attitudes, and motives onto other people. "I would never do that—that's unethical" equates to "They would never do that—that's unethical."

what are nonprogrammed decisions

When a situation arises that is new, complex, and not recognized, it calls for a nonprogrammed decision employees have to make sense of their environment, understand the problems they're faced with, and come up with solutions to overcome them

what is behavioral modeling

When employees observe the actions of others, learn from what they observe, and then repeat the observed behavior,

what is the rational decision making model

a step-by-step approach to making decisions that maximize outcomes by examining all available alternatives

what is training

a systematic effort by organizations to facilitate the learning of job-related knowledge and behavior

what is the fundamental attribution error

argues that people have a tendency to judge others' behaviors as due to internal factors This error suggests that you would likely judge Joe as having low motivation, poor organizational skills, or some other negative internal attribute

what is the social learning theory

argues that people in organizations have the ability to learn through the observation of others you'll look around at other employees to figure out the appropriate behaviors on your job

which is necessary for true learning to occur

behavioral changes become permanent changes in behavior are repeated over time

what is learning orientation

building competence is deemed more important than demonstrating competence persons enjoy working on new kinds of tasks, even if they fail during their early experiences

satisficing is the act of

choosing the first acceptable alternative considered

when we assess whether a number of people have behaved the same way in a similar situation, its

consensus

when we judge whether a person's behavior was the result of internal or external elements, we examine the person's behavior on all the following dimensions EXCEPT: distinctiveness consistency consensus continuity

continuity

new learning is acquired most rapidly as a result of

continuous reinforcement

what are programmed decisions

decisions that become somewhat automatic because people's knowledge allows them to recognize and identify a situation and the course of action that needs to be taken dealt with it before

what is a variable interval schedule

designed to reinforce behavior at more random points in time. A supervisor walking around at different points of time every day is a good example of a variable interval schedule moderately high performance

what is intuition

emotionally charged judgments that arise through quick, nonconscious, and holistic associations tacit knowledge

what is behavior modeling training

ensure that employees have the ability to observe and learn from those in the company with significant amounts of tacit knowledge

an employer who removes a consequence following an unwanted behavior by an employee engages in

extinction

at anne's design shop, employees receive a paycheck on the 15th and the last day of every month: example of

fixed interval

at rentals4you, agents get a bonus for every 5 apartments they show that are leased: example of

fixed ratio

what is performance-prove orientation

focus on demonstrating their competence so that others think favorably of them

what is performance-avoid orientation

focus on demonstrating their competence so that others will not think poorly of them

when beef is advertised as "75%" lean, sales are higher than when its advertised as "25% fat", example of

framing

what is knowledge transfer

from their older, experienced workers to their younger employees

what are communities of practice

groups of employees who work together and learn from one another by collaborating over an extended period of time

negative reinforcement is designed to

increase desired behaviors

learning has a ___ effect on performance

moderate positive

The more knowledge and skills employees possess, the ___ likely they are to make accurate and sound decisions

more

what is social identity theory

people identify themselves by the groups to which they belong and perceive and judge others by their group memberships

according to bounded rationality, decision makers are likely to do what?

pick the first acceptable alternative develop a few straightforward, familiar solutions to the problem

alicia has to order copier toner again, so she consults the online catalog of the company's office supply vendor to see if either of her preferred brands is on sale. this is an example of a ___ decision

programmed

janice is surprised when a coworker makes a snide remark about the democratic candidate because she assumed they had the same positive feelings about the candidate. this is

projection bias

what is a fixed ratio schedule

reinforce behaviors after a certain number of them have been exhibited piece-rate pay systems in which workers are paid according to the number of items they produce high performance level

what is learning

relatively permanent changes in an employee's knowledge or skill that result from experience

what is fixed interval schedule

reward given after fixed time periods average performance level single most common form of reinforcement schedule. Every time employees get a paycheck after a predetermined period of time, they're being reinforced on a fixed interval schedule.

what is a variable ratio schedule

reward people after a varying number of exhibited behaviors. Salespeople, for example, are often compensated based on commission because they receive extra pay every time they sell an item very high performance level

when alec aced his first test, he was convinced it was because he is smart and dedicated to his schoolwork. however, when he failed the second test, he blamed it on a poorly written test. this is an example of the

self-serving bias

what are heuristics

simple, efficient rules of thumb that allow us to make decisions more easily

the expression "monkey see monkey do" best describes

social learning theory

what is continuous reinforcement

when a specific consequence follows each and every occurrence of a desired behavior reward after every desired behavior difficult to maintain

what is escalation of commitment

the decision to continue to follow a failing course of action. An enormous amount of research shows that people have a tendency, when presented with a series of decisions, to escalate their commitment to previous decisions, even in the face of obvious failures

what is explicit knowledge

the kind of information you're likely to think about when you picture someone sitting down at a desk to learn. It's information that's relatively easily communicated and a large part of what companies teach during training session learned through a manual

what is expertise

the knowledge and skills that distinguish experts from novices and less experienced people

what is bounded rationality

the notion that decision makers simply do not have the ability or resources to process all available information and alternatives to make an optimal decision

what is availability bias

the tendency for people to base their judgments on information that is easier to recall why more people are afraid to fly than statistics would support

what is selective perception

the tendency for people to see their environment only as it affects them and as it is consistent with their expectations. Has someone ever told you, "You only see what you want to see"?

what is decision making

to the process of generating and choosing from a set of alternatives to solve a problem

what are antecedents

typically goals, rules, instructions, or other types of information that help show employees what is expected of them

at miller's diner, the manager checks the cleanliness of the public restroom at random times during the day to make sure employees are keeping it clean: example of

variable interval

at mid-city auto, the number of cars that agents need to sell during a quarter to earn a bonus often changes from quarter to quarter: example of

variable ratio

learning has a ___ effect on org. commitment

weak positive

what is tacit knowledge

what employees can typically learn only through experience. It's not easily communicated but could very well be the most important aspect of what we learn in organizations

what is positive reinforcement

when a positive outcome follows a desired behavior. It's perhaps the most common type of reinforcement and the type we think of when an employee receives some type of "reward."