When you finish studying the material in this chapter, you should be able to:

1. Define the term performance management, distinguish between learning goals and performance outcome goals, and explain the three-step goal setting process.
   
   
2. Identify the two basic functions of feedback, and specify at least three practical lessons from feedback research.
   
   
3. Define 360-degree feedback, and summarize how to give good feedback in a performance management program.
   
   
4. Distinguish between extrinsic and intrinsic rewards, and explain the four building blocks of intrinsic rewards and motivation.
   
   
5. Summarize the reasons why extrinsic rewards often fail to motivate employees.
   
   
6. Discuss how managers can generally improve extrinsic reward and pay-for-performance plans.
   
   
7. State Thorndike's law of effect, and explain Skinner's distinction between respondent and operant behavior.
   
   
8. Define positive reinforcement, negative reinforcement, punishment, and extinction, and distinguish between continuous and intermittent schedules of reinforcement.
   
   
9. Demonstrate your knowledge of behavior shaping.