Control Systems That Monitor and Penalize the Ethical Behavior of Salespeople

question 5

True/False

Control systems that monitor and penalize the ethical behavior of salespeople are a useful tool in creating an ethical work environment.

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Definitions:

B. F. Skinner

An influential American psychologist known for his work in behaviorism and development of operant conditioning – a method of learning that occurs through rewards and punishments.

Reinforcement

In psychology, a process in which a behavior is strengthened or increased by a consequence, such as a reward or a removal of an unpleasant stimulus.

Shaping

An educational strategy where reinforcing actions that progressively mimic the sought-after behavior are employed.

Vocal Apparatus

The collective term for the organs and structures of the body involved in the production of voice and speech.