CHAPTER XIII_Increasing Human Efficiency in Business A Contribution to the Psychology of Business

CAPITALIZING EXPERIENCE--HABIT FORMATION

AFTER spending four years in an Eastern

college, a young graduate was put in

charge of a group of day laborers. He

assumed toward them the attitude of the athletic

director and the coach combined. He set

out to develop a winning team, one that could

handle more cubic yards of dirt in a day than

any other group on the job.

He had no guidebook and no official records

to direct him. He did not know what the

best ``form'' was for shoveling dirt, and he

did not know how much a good man could

accomplish in an hour. With stop watch

and notebook in hand, he began to observe

the movements of the man who seemed the

best worker in the group. He counted the

different movements made in handling a

shovelful of dirt, and the exact time required

for each of the movements. He then made similar

observations upon other men. He found

that the best man was making fewer movements

and faster movements than his companions.

But he also discovered that even

this best workman was making movements

which were not necessary, and that he was

making some movements too slowly and thus

losing the advantage of the momentum which a

higher speed would have produced, and which

would have enabled him to accomplish the task

with less effort.

The young collegian then set about to standardize

the necessary movements and the most

economical speed for each movement required

in the work of his group. He instructed his

best man in the improved method of working,

and offered him a handsome bonus if he would

follow the specifications and accomplish the

task in the estimated time. The man, eager

to earn the increase, followed the directions

closely, and in a few weeks was enabled to

accomplish more than twice the work of the

average workman. The improved habit of

working was then taught the other workmen,

and the result was a winning team.

The success of the young collegian did not

get into the colored supplements of the daily

press, but it was heralded by mechanical engineers

as marking an epoch in the industrial

advance of humanity. It made manifest

the necessity of a study of habits, the elimination

of the useless ones, and the acquisition

of those most beneficial.

The study of habit has not received from the

practical business man the attention which it

deserves because he has too often looked upon

habit as something detrimental to efficiency.

The possession of any and of all habits has at

times been regarded as a misfortune.

An employer of men for responsible positions

recently made this inquiry concerning each

applicant for a position, ``Does he have any

habits? If so, what are they?'' This employer

confused all habits with such things

as habits of intemperance, habits of slovenliness,

habits of dishonesty, and habits of loafing.

Little did he suspect that the habits of the men

were in reality their strongest recommendation.

He did not realize that the capitalized experience

of these men was funded in the masses of

useful habits which they had acquired.

Habits are but ways of thinking and of acting

which by reason of frequent repetition

have become more or less automatic. We are

all creatures of habit; we all possess both good

and bad habits.

In performing an habitual act we do not pay

attention to the individual separate steps included

in the act. So we are liable to think of

our habitual acts as those done _*carelessly_, and

of other acts as those performed with caution

and consideration. The folly of such a criticism

of habit is made apparent by the study of

any act which may be performed by one person

as a habit and by another person as an act

every step of which demands attention. A

barber stropping his razor is a familiar

illustration of the working of habit. An adult

attempting to strop a razor for the first time

and compelled to give attention to each step

in the process is a typical illustration of an act

demanding attention in contrast with an

habitual act which needs no such attention.

We are also inclined to deprecate habits on

the ground that the man in the grip of habit

is hopelessly in the _*rut_, that the man who has

reduced his work to habit ceases to be original

and is incapable of further improvement.

On the contrary, the grip of habit is but a

support. The editor could not write his

trenchant editorials, and the advertiser could

not write his compelling copy, unless in the act

of writing each could turn over to habit the

manipulation of the pen, the formation of the

letters, and the spelling of the words. The

attorney cannot make his most logical arguments

and the salesman cannot make the best

presentation of his goods, unless they can depend

upon habit for correct verbal expressions,

unless their thoughts clothe themselves

automatically in appropriate verbal forms.

When we are in the grip of habit, if it be a good

habit, we are not so much in a rut as on the

steel rails where alone the greatest progress is

made possible. We are not enslaved by good

habits, but rather might it be said that no

man is truly free to advance and to make

rapid progress till he has succeeded in establishing

a mass of useful habits.

HOW HABITS ARE FORMED

Modern physiological psychology has dealt

with the problem of explaining the possibility

of the formation and maintenance of habits.

The explanation is found in the mutual development

of the mind and the nervous system

and in the dependence of thought and

action upon the nervous system, and particularly

upon the brain. To understand habit

we must look beyond thought and action and

consider some of the fundamental characteristic

features of the nervous system. One

such characteristic is the plasticity of the nervous

substance. If I bend a piece of paper and

crease it, the crease will remain even after the

paper is straightened out again. The paper is

plastic, and plasticity means simply that the

substance offers some resistance to adopting a

new form, but that when the new form is once

impressed upon the substance it is retained.

Some effort is required to overcome the plasticity

of the paper and to form the crease, but

when it is once formed the plasticity of the

paper preserves the crease.

Modern conceptions of psychology have

emphasized the intimate relationship existing

between our thoughts and our brains. Every

time we think, a slight change takes place in

the delicate nerve-cells in some part of the

brain. Every action among these cells leaves

its indelible mark, or crease. Just as it is

easy for the paper to bend where it has been

creased before, it is likewise easy for action to

take place in the brain where it has taken place

before.

The brain may also be likened to the cylinder

or disk used in a dictating machine and in

phonographs, and a thought likened to the

needle making the original record. It takes

some energy to force the needle through the

substance of the cylinder, but thereafter it

moves along the opened groove with a mini-

mum of resistance. In a similar way it is

easy to think the old thought or to perform

the old act, but it is most difficult to be original

in thinking and in acting. When an idea

has been thought or an act performed many

times, the crease or groove becomes so well

established that thinking or acting along that

crease or groove is easier than other thoughts

or actions, and so this easier one may be said

to have become habitual. In a very real sense

the thoughts and actions form the brain by

means of the delicate physical changes which

they produce; and then, when the brain is

formed, its plasticity is so great that it determines

our future thinking and acting.

HABIT SHORTENS THE TIME NECESSARY FOR A

THOUGHT OR AN ACT

Human efficiency depends in part upon the

rapidity with which we are able to accomplish

our tasks. It is surprising to us all when we

find how rapidly we can accomplish our habitual

acts and how slowly we perform the tasks to

which we are compelled to give specific atten-

tion. I find that I can repeat the twenty-six

letters of the alphabet in two seconds. I do

not give attention to the order of the letters)

but all I seem to do is to start the process, and

then it says itself. If, however, I attempt to

pronounce the alphabet backward, my first

attempt takes a full minute. If I attempt to say

the alphabet forward but to insert after each

letter a single syllable, such as ``two,'' it takes

sixteen seconds. Thus, a 2, b 2, C 2, d 2, etc.,

requires eight times as many seconds as the

simple alphabet, a, b, c, d, e, etc. The

sequence which has become most perfectly

habitual requires but two seconds; the process

which employs the old habit in part requires

sixteen seconds; but the act which

has never been reduced to a habit at all (repeating

the alphabet backward) requires at

least sixty seconds.

Some time ago I could pick out the letters

on a typewriter at the rate of about one per

second. Writing is now becoming reduced

to a habit, and I can write perhaps three

letters a second. When the act has been

reduced to the pure habit form, I shall be

writing at the rate of not less than five letters

per second.

I can send a telegraph message at a rate but

little faster than one contact per second.

Those who have reduced the transmission of

messages to a habit are capable of making

twelve contacts per second.

In multiplying one three-place number by

another I have the fixed habit of writing the

multiplier under the multiplicand, the partial

products under these, and the final product

beneath all. If I reverse all these positions,

the multiplying should be no more difficult,

but as a matter of fact this simple reversal

increases the time of operation about eighty-five

per cent. All mathematical operations are

rapid in proportion to the degree to which they

are habitual.

The speed of thought is slow unless it follows

the old creases and the old grooves. No

adequate speed is possible so long as attention

must be given to the succeeding stages of the

thought or act. This is true of all acts and

of all thoughts, whether in the home or upon

the street, in the shop or in the office.

Great speed of thought and action must

not be confused with hurried thought and

action. Speed which is habitual is never

hurried. There are many acts of skill which

can be done much more easily if performed

rapidly than if performed slowly. When

working hurriedly, there is a speeding up of

all movements whether necessary or unnecessary;

but the speed secured from correct habits

is primarily dependent upon the elimination of

useless movements and the concentration of

energy at the essential point.

HABIT INCREASES ACCURACY OF ACTING AND

THINKING

Where machinery can be employed we find

greatly increased accuracy of work. The

product of the loom and the lathe are more

perfect, more uniform, and more accurate in all

details than similar work produced by hand.

The product of the printing press thus attains

a greater degree of accuracy in details than

was ever attained by the ancient monk in the

printing of his scrolls.

In general, our work becomes accurate, as

well as swift, in the degree to which we are

able to mechanize it into habits. The beginner

in piano playing or typewriting pays

attention to the striking of each key. When

he is in this stage of development he is liable

at any time to strike the wrong key and certainly

cannot be depended upon for regularity

of touch. As soon as he has reduced the

striking of the keys to a habit, he ceases to

strike the wrong keys and secures uniformity of

touch.

The expert marksman has reduced to a habit

the necessary steps of shooting and gives no

special attention to the position of the fingers,

the tension of the hands, the angle of the head,

the closing of the eye, and the pulling of the

trigger. He has reduced all these to habit

before he is able to secure his expert skill.

The reliable bookkeeper has reduced to

habit the combining of all the ordinary sums

of the ledger. The man of accuracy of speech

is the one whose thoughts clothe themselves

in the verbal expressions by habit but with

no conscious selection of words. The man of

the most accurate judgment in any field is the

one who has succeeded in reducing to habit most

of the steps of the judgments in that field, the

one who has the largest stock of intuitive

judgment.

HABIT RELIEVES THE ATTENTION FROM DETAILS

Attention cannot be directed to more

than one thing at a time. It is doubtless

true that the ``one thing'' may be very complex,

_e.g_. four letters or even four words.

So long as the performance of an act demands

attention, this one act is practically all that

can be done at that time. As soon as this

thing is reduced to habit, it may go on automatically,

and the attention may be turned

to other things.

When I begin to learn to play the piano,

the finger movements require all my attention

so that I cannot read the notes on the

scale and make the proper execution at the

same time. Gradually, the reading of notes

and the execution are reduced to habit, and

I can then turn my attention to the reading

of the words of the air. As each essential detail

is reduced to habit, I acquire the ability to

read the score, to make the correct finger and

foot movements, to read the words of the

song, to sing it correctly, and at the same

time to be thinking more or less of other

things.

My use of the pen has become so reduced

to habit that I need pay no attention to the

writing, but am enabled to give my entire

attention to the thought which I am attempting

to formulate. So every useful habit

becomes a power or a tool which may be used

for multiplying the efficiency of the individual.

Habit formation is the greatest labor saving

device in the human economy. No one has

expressed this truth so forcefully as the late

Professor William James.

``The great thing, then, in all education,

is to make our nervous system our ally instead

of our enemy. It is to fund and capitalize

our acquisitions, and live at ease upon the

interest of the fund. For this we must make

automatic and habitual, as early as possible,

as many useful actions as we can, and guard

against the growing into ways that are likely

to be disadvantageous to us as we should

guard against the plague. The more of the

details of our daily life we can hand over to the

effortless custody of automatism, the more our

higher powers of mind will be set free for their

own proper work. There is no more miserable

human being than one in whom nothing is

habitual but indecision, and for whom the

lighting of every cigar, the drinking of every

cup, the time of rising and going to bed every

day, and the beginning of every bit of work,

are subjects of express volitional deliberation.

Full half the time of such a man goes to the

deciding or regretting of matters which ought

to be so ingrained in him as practically not to

exist for his consciousness at all. If there be

such daily duties not yet ingrained in any one

of my readers, let him begin this very hour to

set the matter right.''

HABIT REDUCES EXHAUSTION

The various acts connected with my morning

toilet have been reduced to sheerest habit.

I do not think of the different acts as I perform

them--they seem to perform themselves.

The sequence of the various acts and the manner

of performing them are not particularly

good, but I do not seem inclined to change

them. I put on my left shoe before my right,

my right sleeve before my left. I have the

absurd habit of washing my teeth after I

have washed my face. That my habits may

execute themselves automatically, all the articles

of my toilet must be in their proper

places. I am thwarted in carrying out my

habits unless my laundry has been properly

placed, unless towels, brushes, etc., are all

where they should be. If everything is in its

place, I get down to breakfast refreshed and

recuperated. If the toilet articles are so located

that I am compelled to do consciously

what I might have done subconsciously, I get

down to breakfast irritated and nervously

depleted. The peace and restfulness of an

orderly and systematic household are in part

dependent upon the fact that it is only in such

a household that we are enabled to turn over

to habit the accomplishment of untold recurrent

acts.

The experienced accountant can add figures

continuously for eight hours a day, and

at the end of the day may feel no great

exhaustion. The man who has not reduced

to habit the necessary steps in addition

cannot add continuously for two hours

without a degree of exhaustion so great that

it paralyzes effort. The same is true with

typewriting, telegraphing, and with all forms

of manipulations which may be reduced to

habit.

The habit of reading in a foreign language

is rarely so well established as the habit of

interpreting the printed symbols of the mother

tongue. Even when I seem to be reading

German as easily as English, a few hours spent

in reading German is to me much more exhausting

than the same amount of time spent

with an English book. Attending lectures

delivered in German is to me more exhausting

than the same lectures would be if delivered

in English.

Work that requires much constructive thinking

cannot be continued for many hours a day.

This is due to the fact that such thinking does

not admit of complete reduction to specific

habits. The executive who accomplishes much

is the man who has formed many useful habits

and who is able to fall back on them for a large

part of his work. His decisions are reached

in a habitual manner. Investigations take a

regular, automatic course. All the details

of the office are reduced to mechanical system.

No useless energy is spent in giving attention

to details that can be better done by habit,

and the mind is thus freed from exhaustion

and left fresh for attacking the problems

arising for solution.

The performance of every new act and the

thinking of every new idea is of necessity exhausting,

and they become easy to the extent

to which they utilize old habits. Although

constructive thinking is most stimulating and

exciting, no man can continue it for more than

a few hours or a few minutes unless it depends

mainly upon old habits.

Some of the most constructive thinkers of

the world have been men who could work at

their original work for but a few minutes at

a time. One brilliant contemporary writer

accomplishes most when he works not more

than fifteen minutes at a time. Charles

Darwin is famous for the originality of his

thinking, and hence we are not surprised when

we find that he was able to work but three

hours out of the twenty-four.

PERSONAL HABITS

Personal habits are the most apparent and

those by which we most often judge an individual.

Manner of dress becomes so much a

matter of habit that the wearing apparel is

sometimes spoken of as the habit, and, as

Shakespeare says, it oft betrays the man.

Cleanliness and neatness of appearance, the

tone and accent of voice, the manner of walk-

ing and of carrying the head, and the use of

language are personal habits which are acquired

early in life, but which mean much in

the chances of success. The manner of eating,

of sleeping, and of caring for all the needs

of body and mind are for most persons mainly

a matter of habit, yet they, to a large extent,

determine the condition of health and the

length of days.

We become fond of doing things in the

manner to which we have become habituated.

This tendency manifests itself to an abnormal

degree in the drinking and the smoking habit.

In a lesser degree we see the same thing in the

attachment of the babe for his pacifier and the

child for his chewing gum. Habit creates a

craving for the good as well as for the bad.

The ways to which we have become habituated

seem pleasing to us whether they be good or

bad. There is truth in the proverb, ``Train

up a child in the way he should go and when

he is old, he will not depart from it.'' It might

be added that the child will not want to depart

from the way to which he has been trained, for

the habits thus acquired beget a fondness for

the acts themselves.

It is very unusual for any one to acquire

a language after the age of twenty so as to

speak it without a foreign accent. All other

personal habits are like the use of language in

that they are acquired during the early years

and are not easily changed. So far as personal

habits are concerned, but little change

need be anticipated after the twentieth year.

SOCIAL HABITS

Our treatment of others is largely a matter

of habit. We are affable or gruff according

to habit. Honesty and dishonesty in dealing

with others is, in the main, a matter of habit.

The honest man is the one who takes honesty

for granted and acts honestly from habit.

So soon as he begins to observe that he is an

honest man, to call attention to the fact, and

to be much impressed by the honor of his

choices--at that moment suspicion of him

should be entertained, for honesty has with

him ceased to be a habit.

We classify individuals largely by means

of their personal and social habits. By these

the gentleman is recognized as surely as the

boor. By means of them we select our friends

and engage new employees. Efficiency in

every life calling depends upon our success in

dealing with people. Such success is largely

dependent upon the social habits that we

acquire.

OCCUPATION HABITS

Until the recent rise of interest in psychology,

relatively little attention had been given

to the study of those habits which are developed

in business. When proper care is not

given to the formation of these habits developed

in connection with one's daily occupation,

wrong habits are certain to appear. The mason

makes two motions with his trowel where

he should make but one. The accountant

substitutes ``short cuts'' in adding where all

the operations should be taken in regular order

and made as automatic as the few short cuts

previously developed. The executive has the

habit of depending upon ``desultory'' memory

where the logical should be developed. The

salesman in speaking to a critical customer

says ``he don't,'' instead of saying ``he doesn't'';

``gents' goods'' instead of ``men's goods.''

Every investigation into the human actions

and the human methods of thinking as involved

in business reveals the presence of unfortunate

habits such as the examples here cited.

Therefore, one of the most noteworthy events

in the business and industrial world of the last

twenty years is the study of the occupation

habits of the workman to which reference was

made in the first paragraphs of this chapter.

The research has been especially successful

in dealing with the occupation habits of mechanics.

The fundamental discovery was made that

the workman's occupation habits are not such

as enable him to accomplish his task in an

economical and efficient manner. To discover

what occupation habits should be developed,

experts in each of several typical

establishments were assigned the task of

making a careful study of every movement of

eye, hand, foot, and body, and the rate and

sequence of all the movements necessary for

performing single tasks most easily and efficiently.

The experts were also to study the

tools, the materials, and conditions best

adapted to the work. In general, the experts

found the greatest opportunity for improvement

in the _*movements_ of the men. As a

result of this research, numerous processes

have been scientifically standardized. The

workmen have been taught the new and better

way and have been drilled till the processes

have been, so far as possible, reduced to occupation

habits. The workmen have been easily

induced to acquire the new habits, as their

earning capacity is thereby greatly increased.

Ordinarily, a considerable bonus is awarded to

all workmen who develop the desired habits

and perform the task exactly as prescribed by

the expert.

An investigation into the results secured

from the adoption of this scientific attempt

to study and to regulate the occupation

habits of workmen reveals most gratifying

success.

Mr. H. R. Hathaway, an expert engineer,

testifies that ``under this system a workman

can turn out from two to four times as much

work'' as he was able to accomplish when

working with his old habits,

Mr. Lewis Sanders, of the General Engineering

Company, New York, reports most

satisfactory results from the introduction of

this systematic attempt to regulate the occupation

habits of employees. A typical example

which he reports is the following: It

regularly took a man one minute and forty

seconds to set a piece in a jig. ``After a study

of the exact motions required to pick the piece

up and set it accurately, we showed the same

man how to do it in twenty seconds.'' This

workman soon reduced the correct movement

to habit, attained the specified speed, and

without in any way working harder than formerly

was assisted to increase his efficiency four

hundred per cent.

A well-known engineering company re-

quired the reading of twelve thermometers,

each every two minutes. The man assigned

to the task could rarely read so many as

eight of them in the two minutes. An expert

took up the problem and at first could

do no better than the first man. The expert

studied the most favorable position of the

head and eyes for reading, eliminated all

useless motions, and discovered that the

twelve thermometers could then be read in

one minute and fifty seconds. The workman

who previously had with difficulty read

eight thermometers in two minutes soon

acquired the proper occupation habits and

was enabled to read the twelve with perfect

ease. His efficiency was increased forty per

cent, and the task was rendered less exacting

than before.

Typewriting is carried on by habits. The

habit of writing most naturally formed is

that known as the sight system. Recently,

attempts have been successfully made to enable

the operators to form the habit of writing

by touch rather than by sight. The

operator who acquires the habit of locating

the keys by touch writes much faster and

with less nervous strain than the operator

who writes from sight.

No one has been more successful in studying

occupation habits than Mr. Frank B.

Gilbreth, an expert in the building trades.

He discovered that in constructing a brick

wall a good mason can lay one hundred

and twenty bricks in an hour and that in

laying each brick he makes eighteen distinct

motions. The motions were not made in an

economical sequence; some of them were

useless, and merely exhausted the energy

of the workman. Mr. Gilbreth attempted

to apply to the industry of bricklaying the

principles of billiard playing. Every motion

of the mason should be a ``play for position.''

He should make each motion so

as to be ready for the next. For example,

the motion of placing the mortar for the end

joint should end with the trowel in position

ready to cut off the hanging mortar. When

the motions are made in the correct sequence,

two or more of them can be combined and

performed in but little more time than would

be required to make each of the separate

motions. Thus, cutting off mortar, buttering

the end of the laid brick, and reaching for

more mortar can all be performed as a single

movement. In this way the motions of the

mason have been reduced from eighteen to

five per brick. All this change has been

brought about from a study of the occupation

habits of masons. In discussing the results,

Mr. Gilbreth says: ``It has changed the entire

method of laying bricks by reducing the kind,

number, sequence, and length of motions.

The economic value of motion study has been

proved by the fact that we have more than

tripled the workman's output in bricklaying

and at the same time lowered cost and increased

wages simultaneously, and the end

is not yet.''

Attempts to develop beneficial occupation

habits in executives have not yet been

exhaustively and scientifically carried out.

Such experiments are, however, sure to be

successful, and it is quite probable that before

another decade has passed the habits

of executives will have been as successfully

studied and controlled as have the occupation

habits of mechanics cited above.

The introduction of physics and chemistry

have led to marvelous results in methods

of manufacture and transportation. Those

who have given most attention to the advances

of psychology during the past two

decades are confident that by the proper

application of psychology the efficiency of

men is to be increased beyond the idle dream

of the optimist of the past. Since by a study

of habits the efficiency of men in fundamental

occupations has been increased from forty

to four hundred per cent, it is hard to prophesy

what results are to be secured from more extensive

studies.

{The remaider of this etext (Index + Advert.) is raw OCR}

INDEX

Ability, potential, 231.

Accidents, mine, 96.

Acclimated, 17.

Acclimatization, 18.

Accountant, experienced, 319.

Advance, periods of, 232; of

learning, 242.

Africa, 189.

Air, 172; foul, 180.

Alertness, mental, 44.

Alphabet, repeating, 284.

Altruistic, 203.

American, business, 24; steel-

makers, 48, 206; executives,

118; ideals, 205; people, 209 f.,

219.

Architecture, 174.

Armour, 87.

Athletic, contest, 9; events, 169;

trainer, 2 11.

Attention, 3; passive, 109 f.;

secondary passive, 112 ff.;

voluntary, III ff., 123, 234,

249 ff., 279.

Attitudes, 132 ff., 177; receptive,

182, 183, 187; promotion of,

193, 202, 215; ``do-or-die,''

250; personal, 279 ff.

Authority, plenary, 88.

``Bad days,'' 207.

Bessemer converters, 48.

Bicycles, 194.

``Big'' selling months, 72.

``Bogy'' in golf, 55 f.

Bohemian woman, 288.

Bonus, 35, 142, 145, 165, 178,

252, 304; system, 297, 326.

Book, W. F., ``Psychology of

Skill,'' 227.

Bookkeeping, experience in, 282.

Boor, 324.

Boss, 49, 83, 178, 253.

Boy, messenger, 7; errand, 277.

Brain, 309.

Breakdowns, 208.

`` Breaking in,'' 41, 232, 237.

British Iron and Steel Institute,

49.

Brooding, habit of, 216.

Bryan & Harter, _Psychological

Review_, 230.

Cabinet meetings,'' 119.

Campaign, educational, 102, 155;

advertising, 238.

Capacities, mental, 134, 178.

Capitalizing

experience, 303 ff.

Carnegie,

Andrew, 49 ff.; mills,

57 f., 87; his cabinet, 94 f.,

221.

Caution in competition, 61.

Cells, brain and muscle, 172,

173.

Chemistry, 4, 7, 331.

Christ,

85, 206.

Clauston, Dr., 206.

Cleveland, Grover, 188.

Clubs, local, 220.

Coach, 9, 303.

Coaching, effect of, 9, 10.

College grades, 16.

Combustion, 171.

Commendation in competition,

62 f., 73.

Competition, 48 ff .

Concentration,

104 ff .

Connection,

body and mind, 121.

Consciousness, 172.

Conservation of individuality,

94.

Consumption,

comparative, 50,

172,173.

Contests, 68; shooting match, 69;

balloon race, 70.

Co<o:>peration of employees, 80.

Cost of living, 160.

Courses, co<o:>perative, 270 f; in

college, 282; automatic, 320.

Crane, R. P., 20.

Curve practice, 224 ff.

Danger signal, 211.

Darwin, Charles, 22 ff.

Devices, mechanical, 170.

Dickens, C., 176.

Discipline, 11, 179.

Discomfort,

165, 177.

Disparity, 168.

Dissipations, 220.

Distinction, social, 141.

Distribution,

1, 3, 4-

Doherty, H. L., 217.

``Dragged out,'' 08.

Drill, 3.

``Easy improvements,'' 246.

Edison, 14, 37.

Education, industrial, 201; work

on, 21Q; school, 264; theoretical,

299.

Efficiency, see Chap. 1, 7, A;

personal, io5, 18o, 186; curve

Of, 223, 251; high, 240; slumps

in, 253.

Effort, voluntary, 111[, 124.

Electric, fans, YL66; lights, 2.

`` Employment,'' ioi.

Energies, 16; mental, 20; expenditure

Of, 21.

Engines, gas, 2; steam turbine, 2.

English, ironmasters, 48, 319,

320.

Enthusiasm, 186, 1187, 190.

Environment, physical, 2, 179 f.,

18o; factors in, 253.

Establishments, 49, 158; successful,

175.

European, 208.

Exhaustion, A8, 172, 173, 284.

Experience, see Chaps. XI-XII;

most valuable, 296.

Expression, verbal, 3oi.

``February sale,'' 53.

Field, Marshall, 87, 94, 193.

Fluctuations, in learning, 232;

subject to, 249.

Food, 172.

Football, 9.

Forfeiture of bond, 75.

French, reading, 284.

Fulton,

37.

``Garden cities,'' 122.

General Electric CO., 271.

Generations, rising, 220.

Geniuses, potential, T.9i; business,

igi.

German, 319, 320.

`` Getting together,'' 198.

Gilbreth, F. B., 329 f.

Girls, sewing, 05.

Gladstone, 113, 2 2 1.

Golf, 54; bogy, 194, 248.

``Go stale,'' 235, 251.

Government, paternalistic, 8o.

Grant, 9r.

Grasp, intellectual, 22.

Great Lakes, 48.

Greece,

ancient, 219.

Grip, maximum, 225 f.

Guilds, industrial, 1197-

Habit formation, see Chap. XIII;

special conditions, 296 ff., 3o8;

social, 323; personal, 3 2 1

reduce exhaustion, 318.

Handicaps,

in competition, 61;

principle of, 61 f.

Handy men,'' o6, 253.

Harriman,

E. H., 17.

Hathaway,

H. R., 327.

Health and vigor, 278.

Herculean, 14, 205.

Hill,

J. J., 20,

Hours, reasonable, 82; of freedom,

219.

House organs,'' see papers,

35; photographs in, 63, 67, 69,

House patriotism,'' 8o; history

and policies, go; picnics,

101.

Human sympathy, as a factor,

85 ff.

Idaho orchard, 287.

Ideas, management, 44.

Illumination, i8o.

Imitation, 26 ff., 53; voluntary,

30.

Improvements,

periods Of, 233.

Incubation, periods Of, 233, 247,

249, 253.

Industrial

towns, 122.

Industry, attitude of, 136.

Injuries, 16q.

Instincts, to collect, 139, 188;

hunting, 188; specific, igo;

of man, igo; of competition,

64.

Institute, Smithsonian, r8g.

Insurance, 16o.

Interests, outside, 222; novelty,

239, 249; sustained, 240;

appeals to, 240; spontaneous,

251.

In the running,'' 71.

Instruction,

270 f.

Invention, 3, 48, 217; flagging,

239.

James, Professor William, 207,

218) 30.

Jefferson,

gi.

Jones, W. R.) A 50 f.

Judgments, practical, 285 ff.;

reflective, 287 ff. ; expert,

293 ff.

Knowledge, empirical, 244; acquired,

243.

Labor, hand, 3, 101; intellectual,

168, 70; manual, r68; dignity

of, 19q.

Law, 7.

Lawyers, 175.

Learning,

rate Of, 231.

Lincoln,

9r.

Love of the game, 186 ff.;

classifying, 19o; summarized,

192; social prestige, 194, 1195;

tostimulate, 97; developing,

202.

Loyalty, 75 ff .

Lyons,

Joseph, 208, 209.

McCormick, C. H., 24.

Machinist, skilled, 26o.

Magician, i.

Making Experience an Asset,

276 ff.

Making good,'' 71, 25T.

Making Psychology Practical,''

301.

Manager, 6, 154; successful, 143;

office, 244.

Marketing, 3.

Medium of competition, 64.

Memory, desultory, 325.

Methods, business, i; specific, 25;

of training, iig; improved, 181,

304; acquisition Of, 243, 266 ff.

Millennium, 203.

Miser, i4o.

Models, energetic, 2, 33.

Mood,

mental, 218.

Movements, preleamed, 246;

necessary, 303 ff.

Muck

raking, 195-

National Cash Register CO., 272.

Nature, laws Of, 211.

Need,'' 73.

New blood,'' 156, 276.

New York Herald, 210.

Nourishment, 18.

Nervous system, 12.

Novice, 244, 277.

Ohio territory, o8.

One thing,'' 315.

Organization spirit,'' 8o, 84.

Ornamentation, unobtrusive, i8o.

Output, 158, 165, 167, 08.

`` Overselling,'' 98.

Overtension, 214.

Pace, 2.

Pacemaker, 52.

`` Pain economy,'' 179.

Palmer,

Potter, 87.

Papers, weekly or monthly, 35.

Peers, rivalry between, 56.

Perseverance, 16q.

Personal relations in loyalty, 83.

Personal

relationship with workers,

87 ff .

Personality,

84, 87, 93~ 176.

Philanthropy, 221 f.

Physics, 7, 331.

Piano playing, 284.

``Pick Up,'' 259.

Piecework, 142,143, 145) 162,178,

252.

Plans, profit-sharing, go.

Plateau, 233 ff., 239, 243 ff.

Pleasure,

165 ff .

Policy,

house's, 152; Multiple

tryout, 99.

Population, British, 207.

`` Pop Up,'' 127.

Poverty,

179.

Practice

plus Theory, 254 ff .

Press,

printing, 2; punch, 3.

Preventive, 16q.

Prizes in competition, 62, 67,

165.

Production, instruments of, i.

Profits, surrender of, 84.

Promotions, 73, 101, 155, 156,

157.

Prostrations, nervous, 21.

Psychology, 6, 7; law Of, 25;

modem, 20; work on, 132;

conception Of, T34; student of,

x38; research, iog; course,

295, 300, 3o8 ff.; interest in,

324, 331.

Public opinion, 75.

Puzzle,

Chinese block, 266 ff.;

mechanical, 290; results Of, 291.

Quarters, working, 82.

Quota, 72.

Rate of Improvement in Efficiency,

223 ff.

Recognition, social, 148.

Recreation, 174; hours Of, 221.

Recruits, new, 46, 96.

Regiments, 57.

Relaxation,

204 ff.; necessity for,

210; power Of. 214; gospel Of.

215;

complete, 216.

Research, 14.

Resistance, line of, i io.

Reward, monetary, 139.

Right way, 11 252.

Rockefeller, 221.

R6oms, work, 181; lunch, 181.

Roosevelt, Theodore, 13, 189.

``Rush'' months, 65; seasons,

72.

Sales quota,'' 65 ff .

Sanders,

Lewis, 327.

San

Francisco fire, 98.

School, night, 181, 201 ; life, 282

engineering, 270, 299; sales.

men

training, 28 f.

Scientific manage-it,'' 252

Scientific study, 5.

Second wind, 12.

Self-preservation, means of, 139,

139, 144; instincts of, 1141 .

Self-protection, methods of, iij.

Selling, haphazard, 5o.

Settlement workers, 220.

Shadwell, Arthur, 206.

Ships, steam, 2.

`` Showing how,'' 46.

`` Sidelines,'' 26, 131Y 154.

Simmons,

E. C., 20.

Sixth sense, 6.

Skill, special, 43; acquisition of,

246; act of, 256; in perform-

ing, 256 ff.; perfection Of, 262,

264 f.

Sleep, 14.

``Slowing down'' process, 32.

Slump, summer, 165 f.; general,

226 ; profound, 247.

Social, Y94; prestige, 202; demands,

279.

Social approval, desire for, 72.

Society, organized, 113; whims

Of, 194.

Speed, extra, 83; daily record for,

224; average, 224, 282; economical,

304.

Speeding up, 34, 313.

Spencer,

Herbert, 219.

`` Sporting editor,'' 69, 73.

`` Square deal,'' 99.

Stability, native, 2 2 f.

Stagnation, periods of, 233.

Standard, of artist, 197; Of

capitalist, 197; method, 252;

of efficiency, 253.

`` Star'' club, 67.

``Steady job,'' 154.

`` Stealing his trade,'' 26o ff.

Steel Corporation, 5o ff.

Stephenson, 37.

Stepping stones, 196.

Stimulus, YL96; personal efficiencyideals,

279.

Storage battery, 174.

Strength,

muscular, 7, 183, 184;

physical, 226.

Strike, 161.

Students, 16, 133; colleges, 278.

Subordinate, 187.

Success, first, 239-

Suggestible, 177.

Suggestion, 177, 178, 183, 185.

Sunday,219.

`` Swell,'' 196.

Swift, E. J., ``Mind in the

Making,'' 231.

System, apprentice, 26; suggestion,

44; premium, 178.

Talks to Teachers,'' 208, 219.

Taylor, F. W., 5 ff., 24.

Teachers, college, 270.

Team work, go, 145.

Telegraph, 7; operator, 226 f.

Telephone, 2, 7.

Temperature,

165.

Tennis, 284 f.

Therapeutics, mental, 214.

Thompson, Edgar, works, Si.

Torrid zone, 17 f.

Traditions and ideals, or.

Trifles, I.

Trips, educational, 44 ff.

Tugboat, 213, 2X4,

Union, assemblers', 152.

Union Pacific, 17.

Vacation camps, iox.

Vacations, 14.

Ventilation, 179.

Wages, fair, 82, 153,~ cOrAmiFsions,

143; piece rates for, i5o;

maximum, 152; sums paid in,

153; value, 241; little or no,

262.

Wanamaker, John, 271.

Warming up, I 1, 12, 232.

``Wars,'' 68.

Washington, 85) 91.

Waste,

elimination of, 6; body,

173; poisonous, 173; in methods,

261.

Watson, E. P., 13 f.

Weariness, 12; aftermath of, 177-

``Welfare,'' features, 122.

Westinghouse, 37.

Will, effort of, 111, 124; strength

Of, ITLI.

Wizard, I.

Yawning, contagion of, 31.

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life's foibles with a hero characterized by inimitable kindness and

humor.''--The Independent.

Mason--The Four Feathers. By A. E. W. MASON.

``' The Four Feathers ' is a first-rate story, with more legitimate

thrills than any novel we have read in a long time.''--New York

Press.

Norris -Mother. By KATHLEEN NORRIS.

`` Worth its weight in gold.''--Catholic Columbian.

Oxenham- The Long Road. BY JOHN OXENHAM.

``I The Long Road' is a tragic, heart-gripping story of Russian

.political and social conditions.''--The Craftsman.

Pryor- The Colonel's Story. By MRS. ROGER A. PRYOR.

``The story is one in which the spirit of the Old South figures

largely; adventure and romance have their play and carry the plot

to a satisfying end.''

Remington -Ermine of the Yellowstone. By JOHN REMINGTON.

``A very original and remarkable novel wonderful in its vigor and

freshness.''

Roberts--Kings in Exile. By CHARLES G. D. ROBERTS.

``The author catches the spirit of forest and sea life, and the reader

comes to have a personal love and knowledge of our animal friends.''

- Boston Globe.

Robins -The Convert. By ELIZABETH ROBINS.

``' The Convert ' devotes itself to the exploitation of the recent

suffragist movement in England. It is a book not easily forgotten

by any thoughtful reader.''--Chicago Evening Post.

Robins--A Dark Lantern. By ELIZABETH ROBINS.

A powerful and striking novel, English in scene, which takes an

essentially modern view of society and of certain dramatic situations.

Ward- The History of David Grieve. By MRS. HUMPHREY WARD.

`` A perfect picture of life, remarkable for its humor and extraordinary

success at character analysis.''

========

THE MACMILLAN JUVENILE LIBRARY

This collection of juvenile books contains works of standard quality,

on a variety of subjects--history, biography, fiction, science, and

poetry--carefully chosen to meet the needs and interests of both

boys and girls.

Each volume, cloth, 12mo, 50 cents net; postage, 10 cents extra

Altsheler--The Horsemen of the Plains. By JOSEPH A. ALTSHELER.

A story of the West, of Indians, of scouts, trappers, fur traders,

and, in short, of everything that is dear to the imagination of a healthy

American boy.''--New York Sun.

Bacon--While Caroline Was Growing. By JOSEPHINE DASKAM

BACON.

Only a genuine lover of children, and a keenly sympathetic

observer of human nature, could have given us this book.''

Boston Herald.

Carroll--Alice's Adventures, and Through the Looking Glass. By

LEWIS CARROLL.

One of the immortal books for children.''

Dix- A Little Captive Lad. By MARIE BEULAH Dix.

``The human interest is strong, and children are sure to like it.'' Washington

Times.

Greene--Pickett's Gap. BY HOMER GREENE.

``The story presents a picture of truth and honor that cannot fail

to have a vivid impression upon the reader.''--Toledo Blade.

Lucas--Slowcoach. By E. V. LUCAS.

``The record of an English family's coaching tour in a great old-

fashioned wagon. A charming narrative, as quaint and original as

its name.''--Booknews Monthly.

Mabie--Book of Christmas. By H. W. MABIE.

``A beautiful collection of Christmas verse and prose in which all

the old favorites will be found in an artistic setting.''--The St.

Louis Mirror.

Major- The Bears of Blue River. BY CHARLES MAJOR.

`` An exciting story with all the thrills the title implies.''

Major--Uncle Tom Andy Bill. BY CHARLES MAJOR.

``A stirring story full of bears, Indians, and hidden treasures.'' Cleveland

Leader.

Nesbit--The Railway Children. By E. NESBIT.

``A delightful story revealing the author's intimate knowledge of

juvenile ways.''--The Nation.

Whyte- The Story Book Girls. BY CHRISTINA G. WHYTE.

``A book that all girls will read with delight--a sweet, wholesome

story of girl life.''

Wright- Dream Fox Story Book. BY MABEL OSGOOD WRIGHT.

``The whole book is delicious with its wise and kindly humor, its

just perspective of the true value of things.''

Wright- Aunt Jimmy's Will. BY MABEL OSGOOD WRIGHT.

Barbara has written no more delightful book than this.''

Increasing Human Efficiency in Business A Contribution to the Psychology of Business · 第 13 / 13 章