Some Brief Notes Toward A Functional Analysis of Reward Behavior: Reply to Lorenzi
Academy of Management Review · 1978 · Volume 3 · Issue 2
Abstract
The article is a reply to a paper by Peter Lorenzi concerning the satisfaction-causes-performance hypothesis. The author argues that Lorenzi's critique was inaccurate, that Lorenzi puts him in an anti-operant position, and that social exchange propositions are in agreement with operant concepts. Gift-giving or rewarding behavior in organizations is a variable and has consequences. The author comments on his use of a social-exchange framework to offer a plausible explanation for the phenomenology and logic in the satisfaction-causes-performance hypothesis.
Keywords
SOCIAL exchange, LATENT variables, MANAGEMENT controls, FRAME analysis, PARADIGMS (Social sciences), PERFORMANCE -- Management, OPERANT conditioning theory, OPERANT behavior, REWARD (Psychology)
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