When discrete localizable stimuli are used during appetitive Pavlovian conditioning, "sign-tracking" and "goal-tracking" responses emerge. Sign-tracking is observed when conditioned responding is directed toward the CS, whereas goal-tracking manifests as responding directed to the site of expected reward delivery. These…

Skinner discussed the topic of motivation in every chapter of the book "Verbal Behavior" (1957), usually with his preferred terminology of ''deprivation, satiation, and aversive stimulation.'' In the current paper, direct quotations are used to systematically take the reader through 30 separate points made by Skinner…

Consumer behavior analysis can be applied over a wide range of economic topics in which the main focus is the contingencies that influence the behavior of the economic agent. This paper provides an overview on the work that has been done on the impact from motivating operations at the point of online purchase situation. Motivating operations, a…

This article introduces the concept of motivating operation (MO) to the field of online consumer research. A conjoint analysis was conducted to assess the motivating impact of antecedent stimuli on online purchasing. Stimuli tested were in-stock status, price, other customers' reviews, order confirmation procedures, and donation to charity. The…

Response to article in previous issue by Max Bruck (April 1968). Argues that behavioral approach has been empirically demonstrated to be effective in altering problem behavior, and offers advantages over more traditional approaches. Proposes that behavioral psychology can deal with all important aspects of complex human behavior. (Author)

The author conceives of the human emotional system as being composed of three functions of motivational stimuli: (a) the attitudinal or emotional, (b) the reinforcing, and (c) the discriminative controlling function which the stimuli acquire. He defines and describes each of these functions and their effect on integrated learning principles. He…

Examines how the contributions of animal research are presented in eight of the most widely used introductory psychology textbooks. The authors show that, with the exception of principles of conditioning and learning, the contributions of animal research are often not explicitly acknowledged or are obscured to look like they had been obtained with…

This book explores some of the basic principles of behavior which have been derived from the study of operant conditioning and considers the phenomenon of sport in society in the light of these principles. First, some of the terms used in Skinnerian behavioral analysis are defined and explained. The second section examines the reinforcements…