9
Effective Delivery of Reinforcement
If people are not told they are appreciated, they will assume the opposite.
If positive reinforcement is so effective, why is it not used more commonly in business? One reason is that managers are more likely to be positively reinforced when they punish or use negative reinforcement than when they use positive reinforcement. Think back to the chapter on consequences (Chapter 4). You may recall that consequences that are positive, immediate, and certain (PIC) are much more powerful than those that are delayed (Future, as in PFU).
A manager is more likely to receive positive immediate consequences when delivering punishment than when delivering positive reinforcement. The reason? If punishment is going ...
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