ADMS 2400 Lecture Notes - Lecture 4: Customer Service Advisor, Cold Shoulder, Informal Sector

• School: York University
• Department: Administrative Studies
• Course: ADMS 2400
• Professor: Leonard Eli Karakowsky

Document Summary

Motivation: the intensity, direction and persistence of effort a person shows in reaching a goal. Behaviour is cause by reinforcement or reinforcing by the lack or consequence. Positive reinforcement: increasing a behaviour by administering a reward. Negative: increasing a behaviour by removing an aversive stimulus when a behaviour occurs. Punishment: decreasing a behaviour by administering an aversive stimulus following a behaviour or by removing positive stimulus. Detention given to a student who did something negative. Extinction: decreasing a behaviour by not rewarding it. Cold shoulder don"t reward something that you don"t want to occur again. Need for achievement the drive to excel, to achieve in relation to a set of standards, to strive to succeed. Sales person with challenging quota and opportunity to earn individual bonus. Need for power the need to make others behave in a way that they would not have behaved otherwise. Need for affiliation the desire for friendly and close interpersonal relationships.