Page 21 - DMGT525_MATERIALS_MANAGEMENT

Materials Management

Notes Consequences
 Are events that follow the behaviour
 Increase, maintain or decrease the behaviour
 Have great influence on whether behaviour occurs again

 Positive, encouraging consequences are the most desirable and effective
In business settings, and even in family life, antecedents are used much more frequently
than consequences to guide behaviour – most often with undesired results. By
understanding that consequences are directly linked to behaviour, leaders will be equipped
to affect whether or not the desired behaviour will recur. Antecedents have only about a
20 percent influence over what we say or do. Consequences have about an 80 percent
influence and are much more powerful influencers of behaviour than antecedents.

Developing E-TIPs
SM
In addition to the ABCs, CLG conducts an E-TIP Analysis to study the effect of
consequences upon the performer. This helps in understanding which consequences are
most likely to encourage or discourage the recurrence of behaviour. Every consequence
possesses four fundamental characteristics:
Effect
 Does the consequence encourage or discourage the behaviour?

 To determine whether the consequence encourages or discourages behaviour, the
following can be asked.
Timing

 Are the consequences experienced immediately, or are they delayed?
Importance
 Is the consequence of high or low importance to the performer?
Probability

 Is the consequence likely or unlikely to occur?

Contd...

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