A Sales Manager Pays a Bonus to New Trainees When

question 72

Multiple Choice

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

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Definitions:

Behavioural Judgment

The process of making decisions and forming evaluations based on the behavior and actions of oneself and others.

Vertical Reports

Vertical reports are documents or presentations that communicate information up or down an organization's hierarchical structure, from subordinates to managers or vice versa.

Organizational Level

Referring to the hierarchical ranking or structure within an organization, distinguishing roles, responsibilities, and authority across different tiers.

Longitudinal Study

Research that follows the same subjects over a period of time, often years, to observe changes or developments.