Joe Salatino, President of Great Northern American

Joe Salatino “President of Great North American”

Q1- What reinforces does Salatino use to motivate his salespeople?

Ans1- There is numerous kinds of reinforces that Salatino used to motivate his salespeople. However, it is important to understand the concept of reinforcements, used by the salespeople for motivating employees in their work. Along with rate, quality, and magnitude, delay has been considered a primary determinant of the effectiveness of a reinforce. Thus, understanding reinforcement may require a comprehensive understanding of delay of reinforcement across a range of conditions. The empirical database on delay-of-reinforcement effects, however, is incomplete. For example, studies of effects of delay of reinforcement on responding maintained by variable-interval (VI) schedules are relatively numerous. In the context of this schedule, a fair deal, known about how parameters such as delay duration, the presence or absence of signals and reinforcement rate interact. By contrast, data on effects of these variables on fixed-ratio (FR) schedules are minimal (Dews, 1969, 199).

Variable-interval schedules are useful in evaluating the effects of reinforcement parameters because they allow a range of response rates while holding reinforcement rates nearly constant. Response rates decrease as delays to reinforcement increase. On VI schedules, signaled and unsigned delays of reinforcement often generate different delay-of-reinforcement gradients. Although overall response rates are higher with brief unsigned than brief signaled delays, the delay-of-reinforcement gradients are steeper in the un signaled-delay condition. Consistent with the increase in overall response rate seen with brief, un signaled, but not signaled, delays reported in other studies. These findings highlight the differential effects of signaled versus un signaled delays. When delay-of-reinforcement effects on VI schedules arranging different reinforcement rates have been compared, similar results, obtained across a range of reinforcement rates. With rates of reinforcement in each component equated to the baseline reinforcement rates, absolute response rates are lower in the 3-s delay condition at each of the VI lengths evaluated; however, this decrease in overall response rate is proportionally equal across VI lengths. Fixed-ratio schedules differ from VI schedules in different ways. On interval schedules, reinforces, delivered for the first response after a specified time, irrespective of the number of responses made by customers. Low to low response rates are thus likely to develop. By contrast, the reinforce gets delivered after a specified number of responses on ratio schedules, irrespective of the time that it takes to complete the response requirement. Not only are high response rates typically generated, decreases the rate of reinforcement (Ferster, 1957, 122).

Although empirical findings are often consistent across schedules, the consistency of delay-of-reinforcement effects across schedules is not fully known. These structural differences may impact the way that these dissimilar schedules interact with delays of reinforcement. Because of these structural dissimilarities, data showing delay-of-reinforcement effects on behavior maintained by FR schedules may provide a conservative test of the generality previous findings established with VI baselines. In the case of Joe Salatino, the types of reinforce that he used for motivating his salespeople was the attractive salary ...