Question

stephanie is not meeting the sales goals set by her boss. the boss decides to use behavior modification to help stephanie improve her performance.

which of the following statements is most consistent with the belief of advocates of behavior modification?

a.) the boss should focus on stephanies attitudes and goals, such as her self-confidence and desire to succeed.

b.) the boss should focus on stephanies needs and motivations in order to understand why she is not meeting her sales goals.

c.) the boss should focus on stephanies observable behavior, such as her use of sales techniques.

d.) the boss should focus on stephanies overall performance, especially her sales goals, but also her goals and attitudes.

Explanation:

Define behavior modification principles

Using the Behavioral Learning Theory knowledge point

• Behavior modification is based on operant conditioning principles.
• It focuses strictly on observable, measurable behaviors rather than internal mental states, attitudes, needs, or motivations.

Evaluate the given options

• Option a: Focuses on internal states ("attitudes and goals", "self-confidence", "desire to succeed"), which contradicts behavior modification.
• Option b: Focuses on internal drives ("needs and motivations"), which is inconsistent with behavior modification.
• Option c: Focuses on "observable behavior, such as her use of sales techniques." This aligns perfectly with behavior modification.
• Option d: Includes internal states ("goals and attitudes"), which is inconsistent with behavior modification.

Select the correct option

• Option c is the only statement consistent with the core belief of behavior modification advocates.

Answer:

• a.) The boss should focus on Stephanie's attitudes and goals, such as her self-confidence and desire to succeed.
• b.) The boss should focus on Stephanie's needs and motivations in order to understand why she is not meeting her sales goals.
• c.) The boss should focus on Stephanie's observable behavior, such as her use of sales techniques. (Correct answer)
• d.) The boss should focus on Stephanie's overall performance, especially her sales goals, but also her goals and attitudes.