Defining Reinforcement
Reinforcement is a term used in the context of behavioral analysis and in a specific kind of intentional behavior change known as operant conditioning. It is a process of increasing the incidence of a (measurable) behavior. Very basic examples of such behaviors include things like the rate of pulling a lever, the duration of holding down a button, or the speed with which a switch is flipped after a certain noise is sounded.
Positive and Negative Reinforcement
In reinforcement, the rate of the target behavior is increased by giving a reward (i.e., "positive reinforcement") or by removing an unpleasant stimulus (i.e., "negative reinforcement") immediately or shortly after each occurrence of the behavior. Giving a monkey a banana for performing a trick is an example of positive reinforcement; quieting a constant unpleasantly loud noise when a rat pushes a button is an example of negative reinforcement.
Reinforcement as a Management Tool
In a management context, reinforcers include salary increases, bonuses, promotions, variable incomes, flexible work hours, and paid sabbaticals. One particularly common positive-reinforcement technique is the incentive program, a formal scheme used to promote or encourage specific actions, behaviors, or results from employees over a defined period of time. Incentive programs can reduce turnover, boost morale and loyalty, improve wellness, increase retention, and drive daily performance among employees. Motivating staff will in turn help business outcomes and increase efficiency.
Managers are responsible for identifying what behaviors should be promoted and what should be discouraged and must carefully consider organizational objectives in this process. Implementing rewards and punishments that parallel the organization's goals help to create a work culture and work environment that embody those goals and objectives.
Example of an Incentive Program
Let's take an IT sales team as an example. The team's overarching goal is to sell their new software to businesses. The manager may want to emphasize sales to partners of a certain size (i.e., big contracts). To this end, the manager may reward team members who gain clients of 5,000 or more employees with a commission of 5% of the overall sales volume for each such partner. This reward of a 5% commission reinforces the behavior of closing big contracts, strongly motivating team members to work toward that goal and thus likely increasing the number of big contracts closed.
Features of a Successful Incentive Program
To facilitate the creation of a profitable program, every feature of the incentive program must be tailored to the participants' interests. A successful incentive program requires clearly defined rules, suitable rewards, efficient communication strategies, and measurable success metrics. By adapting each element of the program to fit the target audience, companies are better able to engage program participants and enhance overall program efficacy.
Reinforcing good behavior
This soldier reinforces her dog's desirable behavior by giving it a treat.