2. In a company of 500 employees:
50 employees hold the Purchase Requisition roles
Only 1 Buyer responsible for all purchasing
activities for the whole company
Purchasing Process Requires Time for:
Review
Negotiation
Price
Contract
Terms
Approval
Delivery
Scenario Background
4. Non-Behaviorist Approach
In the previous organizational scenario, there was no
reinforcement applied to promote a positive behavior among
the purchase requestors.
However, there was a negative consequence where the
purchase requestors were penalized for their passive actions.
Upon receiving feedback, it was too late to change their
behavior and nothing could have been done to change the
outcome.
Although, behaviors can be changed moving forward.
5. {Training for Buyers to Change
Behaviors in Purchase Requestors
Implementation &
Execution
6. S
H
A
P
I
N
G
Reinforcement of successive
approximations of goal behavior
Behavioral Goals:
Read emails
Respond with acknowledgement
Take action
Submit work on time
Appropriate Fixed Reinforcers:
Punishments
Learned helplessness
Cueing
Rewards
Strengthening
7. C
H
A
I
N
I
N
G
Combining previous learned simple
behaviors to create a complex behavior
Change Management of Simple
Behaviors:
Notify that email is read
Respond to reminders
Cued by
Email(s)
Text(s)
Phone Call(s)
Face-to-face visit(s)
Change Management of Complex
Behavior:
Perform work required in a timely
manner
10. Behaviorist Approach
Met with cognitive conflict and puzzlement from past
negative experiences, Purchase Requestors had to rid of their
existing belief that deadlines were loose.
Behavior goals are met by changing, with the help of proper
reinforcers.
Learning is recognized by overt behavioral actions.
The desired behavior is more likely to occur as it has been
rewarded.
Once applied organizational behavior progresses and is
embedded cognitively; reinforcers can start to fade away.
11. F
A
D
I
N
G
Gradually removing reinforcement while
maintaining the learned behavior
Removal of:
In-person reminders
Phone reminders
Extinction of:
Penalties
Gained:
Trust
Rewards
Business relationships
12. Jonassen, D., & Land S. (2012). Designing Model-Based
Learning Environments to Support Mental Models for
Learning. In P. Pirnay-Drummer, D. Ifenthaler, & N .M. Seel,
Theoretical Foundations of Learning Environments (pp.66-
90).. New York, NY: Routledge.
McLeod, S. A. (2007). Skinner – Operant Conditioning.
Retrieved from http://www.simplypsychology.org/operant-
conditioning.html.
Fredholm, L. (2001). Pavlov’s Dog. Retreived from
http://www.nobelprize.org/educational/medicine/pavlov/rea
dmore.html.
References