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Capturing Discretionary Effort Through Positive Reinforcement

Most people only know what happened; only those who know this technology know what’s possible.

—HANK PENNYPACKER, PH.D.

Most American workers admit they could do a better job if they were properly motivated. In a “Public Agenda Report on Restoring America’s Competitive Vitality,” Yankelovich and Immerwahr (1983) reported that fewer than one out of four employees, 23 percent, said they that were performing to their full potential and capacity. The majority agreed that they could increase their effectiveness significantly. Nearly half the workforce, 44 percent, revealed that they did what is required of them and held back any extra effort. Amazingly, despite all the initiatives, ...

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