ABSTRACT
This chapter deals with the kinds of analyses necessary for identifying contingency management problems such as identifying the causes of behaviour, identifying appropriate reinforcers, and setting up appropriate contingencies. It discusses some actual applied studies and some critical issues which extend beyond the mere academic application of behaviour modification principles to organizations. Organizational behaviour modification is that branch of psychology which attempts to relate operant conditioning principles to organizational behaviour. The chapter also discusses the relationship between external and intrinsic reinforcement for organizational behaviour. It describes how the organizational behaviour modifier would conceptualize organizational behaviour, and provides some of the possible ways in which conditioning theory might be applied to organizations. The scheduling of intermittent reinforcement produces distinctive fluctuations in the patterning of behaviour which may have important relevance for organizational behaviour modifiers. Conditioning principles have provided a viable framework for analysing the variables controlling organizational behaviour; they also suggest techniques for changing this behaviour where necessary.
