Question

Max has not met his sales quota for the last three months. his manager, sally, has talked with him repeatedly, and now she is forced to write him up for poor performance. in her write-up, sally states that max will be on probation for the next three months. if he meets his quota during that time, he will keep his job; otherwise, he will lose his job. max starts selling more in order to protect himself from being fired. in reinforcement theory terms, sally is using to modify max's behavior.

Answer 1

Avoidance learning

Step-by-step explanation:

Avoidance learning is known as an activity whereby an individual responds to avoid an unpleasant or stressful situation. Avoidance learning thrives on the fear of an unpleasant situation.

In our scenario, Max has not met his sales quota and is in danger of getting fired since his manager, Sally has talked with him repeatedly. Sally places Max on probation for the next three months and states that if he meets his quota at that time, he will keep his job, otherwise, he will be fired. Max starts selling more to protect himself from being fired.

This scenario points to the fact that Max is now working with the fear of losing his job and that proves to be an incentive for him to sell more to achieve his quota.

Therefore, Sally uses Avoidance learning in reinforcement theory terms to modify Max's behavior.