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…

Historically, researchers have never quite been able to agree as to the role of emotions, if any, when behavior is selected by its consequences. A brief review of findings from several fields suggests that in contingency-shaped behavior, motivating events, often unconscious, seem needed for reinforcement to select behavior. In rule-governed…

The effects of reinforcer magnitude and response requirement on pigeons' say choices in an experimental homologue of human say-do correspondence were assessed in two experiments. The procedure was similar to a conditional discrimination procedure except the pigeons chose both a sample stimulus (the say component) and a comparison stimulus that…

Stimuli associated with primary reinforcers appear themselves to acquire the capacity to strengthen behavior. This paper reviews research on the strengthening effects of conditioned reinforcers within the context of contemporary quantitative choice theories and behavioral momentum theory. Based partially on the finding that variations in…

Psychologists have long been intrigued with the rationales that underlie our decisions. Similarly, the concept of conditioned reinforcement has a venerable history, particularly in accounting for behavior not obviously maintained by primary reinforcers. The studies of choice and of conditioned reinforcement have often developed in lockstep. Many…

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…

We review the nature of conditioned reinforcement, including evidence that conditioned reinforcers maintain choice behavior in concurrent schedules and that they elevate responding in the terminal links of concurrent-chains schedules. A question has resurfaced recently: Do theories of choice in concurrent-chains schedules need to include a term…

Basic research with pigeons on behavioral momentum suggests that differential reinforcement of alternative behavior (DRA) can increase the resistance of target behavior to change. This finding suggests that clinical applications of DRA may inadvertently increase the persistence of target behavior even as it decreases its frequency. We conducted…

Chen, Lakshminarayanan, and Santos (2006) claim to show in three choice experiments that monkeys react rationally to price and wealth shocks, but, when faced with gambles, display hallmark, human-like biases that include loss aversion. We present three experiments with monkeys and humans consistent with a reinterpretation of their data that…

Roger T. Kelleher, rightly known as one of the foremost contributors to behavioral pharmacology, also made many important contributions to the experimental analysis of behavior. He participated significantly in the development of the discipline, through both his research and his editorial contributions to this journal. This article summarizes his…

When behavior suggests that the value of a reinforcer depends inversely on the value of the events that precede or follow it, the behavior has been described as a "contrast" effect. Three major forms of contrast have been studied: "incentive contrast," in which a downward (or upward) shift in the magnitude of reinforcement produces a relatively…

An observing procedure was used to investigate the effects of alterations in response-conditioned-reinforcer relations on observing. Pigeons responded to produce schedule-correlated stimuli paired with the availability of food or extinction. The contingency between observing responses and conditioned reinforcement was altered in three experiments.…