• Behavioral Performance Management
• Organizational Reward System
• Non Financial Reward
Behavioral Performance Management
It is also important as other theories like, organizational motivational
theory, personality theories. All organizational behavior is either
directly or indirectly affected by learning.
A worker’s skills,
A manager attitude,
A staff assistant’s motivation.
A sale’s person’s optimism & confidence.
Through learning process & principle employees behavior can be
analyzed & managed to improve their performance.
› The most traditional and researched theory comes out of the
behaviorist school of thought in psychology.
Types Of Behavioristic Theory:
1- Classical Conditioning
2- Operant Conditioning
1) Classical Conditioning:
› Pavlov’s classical conditioning experiment using dogs as subject.
› It permit Pavlov’s to measure accurately the amount of saliva secreted
by a dog.
› Classical conditioning can be defined as a process in which a formerly
neutral stimulus, when paired with an unconditioned stimulus, becomes
a conditioned stimulus that elicits a conditioned response
it is also refered to as (instrumental conditioning)
is a method of learning that occurs through rewards and
punishments for behavior.
Through operant conditioning, an association is made between a
behavior and a consequence for that behavior.
Operant conditioning was coind by behaviorist B.F. Skinner.
Children completing homework to earn a reward from a parent
or teacher, or employees finishing projects to receive praise or
The Dominant Organizational Reward
Organization provide reward to their personnel in order to try to
motivate their performance and encourage their loyalty and
Organizational reward take a number of different forms including
money (Salary, Bonuses, incentive pay).
MONEY AS A REWARD
› Money has long been viewed as a reward.
› It is more important than anything else their organization can
› Money is an important reward, because no body refuses it, no
body return it. and people always willing to get more than they
› Money provide basis for studying behavior at work place. It offers
explanation for why people act as they do.
› Money is also associated with four of the important symbolic
attributes for which humans strive:
( Achievements & Recognition, Status & Respects, Freedom &
Control, & Power).
NEW PAY TECHNIQUES
Commission Beyond Sales to Customer :
The commission paid to sales personnel are aligned with
organization strategy . The commission is determine by customer
satisfaction and sales team outcome. Ex meeting revenue or profit
Rewarding leadership Effectiveness:
Reward New Goals:
Pay for knowledge Workers in teams: