Convenience

LEADING THE WAY (Continued)
extinction
Used to weaken
undesired behaviors
by simply ignoring or
not reinforcing them
fixed-interval
schedule
Provides
reinforcement at
fixed intervals of
time, such as regular
weekly paychecks
variable-interval
schedule
Provides
reinforcement at
varying intervals of
time, such as
occasional visits by
the supervisor
fixed-ratio schedule
Provides reinforce-
ment after a fixed
number of behaviors
regardless of the time
interval involved,
such as a bonus for
every fifth sale
306
Part 4:
Leading
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schedule. The employee is motivated to increase the frequency of the desired behavior
because each performance increases the probability of receiving a reward. Of course, a
variable-ratio schedule is difficult (if not impossible) to use for formal rewards such as
pay because it would be too complicated to keep track of who was rewarded when.
Managers wanting to explicitly use reinforcement theory to motivate their employees
generally do so with a technique called
organizational behavior modification (OB Mod)
.
25
An OB Mod program starts by specifying behaviors that are to be increased (such as pro-
ducing more units) or decreased (such as coming to work late). These target behaviors are
then tied to specific forms or kinds of reinforcement. Although many organizations
(such as Procter & Gamble and Ford) have used OB Mod, the best-known application
was at Emery Air Freight (now a part of UPS). Management felt that the containers
used to consolidate small shipments into fewer, larger shipments were not being packed
efficiently. Through a system of self-monitored feedback and rewards, Emery increased
container usage from 45 percent to 95 percent and saved over $3 million during the first
three years of the program.
26
POPULAR MOTIVATIONAL STRATEGIES
Although the various theories discussed thus far provide a solid explanation for motiva-
tion, managers must use various techniques and strategies to actually apply them.
Among the most popular motivational strategies today are empowerment and participa-
tion and alternative forms of work arrangements. Various forms of performance-based
reward systems, discussed in the next section, also reflect efforts to boost motivation and
performance.