Influencing men in business ; the psychology of argument and suggestion / by Walter Dill Scott.

  • Scott, Walter Dill, 1869-1955
Date:
1911
Catalogue details

Licence: In copyright

Credit: Influencing men in business ; the psychology of argument and suggestion / by Walter Dill Scott. Source: Wellcome Collection.

    34/176 (page 30)
    a feeling of greater certainty because of the formal steps taken in reaching it. There is an assurance in the choice made after due deliberation which makes the in- dividual feel satisfied with what he has chosen. However, a choice made without deliberation is frequently held to tenaciously even when assailed bj later arguments against the wisdom of the choice. The science of chemistry has rendered a great service to the manufacturer of mate- rial things by showing him exactly all the elements included in the material with which he works. The manufacturer adopts his methods to utilize so far as possible all the elements indicated by the chemical analysis. When the chemist reports the essential con- stituents of cement in the slag secured from steel, the manufacturer is enabled to convert his dump heap into a valuable by-product. The science of psychology makes clear to the superintendent and to the salesman the factors involved in an act of deliberation. The salesman may make radical changes in his methods when he realizes that every act of deliberation includes a feeling of value