What is Material reward (behavior)?
A material reward for behavior provides a tangible reward after the target behavior has been performed. Unlike incentives promised in advance, rewards are given after the behavior occurs and may not have been pre-announced.
How it works
The distinction matters psychologically. Incentives motivate through anticipated gain; rewards reinforce through experienced pleasure. Unexpected rewards can be particularly effective because they create positive surprise without overjustification risk. However, once a reward becomes expected, removing it feels like a loss.
Applied example
A manager who occasionally buys lunch for a team member who stayed late to help a colleague reinforces the helping behavior without creating entitlement expectations that a formal incentive program would.
Why it matters
Material rewards strengthen behavior through positive reinforcement while carrying fewer overjustification risks than pre-announced incentives.
