An experimental analysis of the impact of contingent reinforcement on salespersons' performance behavior

Abstract

Observed the performance behavior (i.e., selling, stockwork, idle time, absence from the work station, and miscellaneous work-related duties) of 82 retail clerks with the same training, performance standards, and at least 6 mo experience. Both experimental and control groups were informed of the specific standards against which they would be measured, but only the experimental group was told of and received contingent reinforcement (paid time off, equivalent cash, and a chance for a paid vacation). Results show that the experimental group had a significant improvement in performance behavior, and the control group's behavior remained the same. (47 ref) (PsycInfo Database Record (c) 2025 APA, all rights reserved)