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Title: Applied Psychology: Driving Power of Thought

Author: Warren Hilton

Release date: July 4, 2010 [eBook #33076]

Language: English

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*** START OF THE PROJECT GUTENBERG EBOOK APPLIED
PSYCHOLOGY: DRIVING POWER OF THOUGHT ***

Applied Psychology

DRIVING
POWER OF THOUGHT
Being the Third of a Series of Twelve
Volumes on the Applications of Psychology
to the Problems of Personal and Business
Efficiency

BY

WARREN HILTON, A.B., L.L.B.
FOUNDER OF THE SOCIETY OF APPLIED PSYCHOLOGY

ISSUED UNDER THE AUSPICES OF

THE LITERARY DIGEST

FOR

The Society of Applied Psychology
NEW YORK AND LONDON

1920

COPYRIGHT 1914
BY THE APPLIED PSYCHOLOGY PRESS
SAN FRANCISCO

(Printed in the United States of America)

CONTENTS

Chapter Page

I. JUDICIAL MENTAL OPERATIONS

VITALIZING INFLUENCE OF CERTAIN IDEAS 3
WORK OF PRINCE, GERRISH, SIDIS, JANET, BINET 4
THE TWO TYPES OF THOUGHT 5

II. CAUSAL JUDGMENTS

ELEMENTARY CONCLUSIONS 9
FIRST EFFORT OF THE MIND 10
DISTORTED EYE PICTURES 11
ELEMENTS THAT MAKE UP AN IDEA 12
CAUSAL JUDGMENTS AND THE OUTER WORLD 13

III. CLASSIFYING JUDGMENTS

THE MARVEL OF THE MIND 17
THE INDELIBLE IMPRESS 18
HOW IDEAS ARE CREATED 19
THE ARCHIVES OF THE MIND 22

IV. THE FOUR PRIME LAWS OF ASSOCIATION

THE SEEMING CHAOS OF MIND 27
PREDICTING YOUR NEXT IDEA 28
THE BONDS OF INTELLECT 29
BRANDS AND TAGS 32

HOW EXPERIENCE IS SYSTEMATIZED 33
HOW LANGUAGE IS SIMPLIFIED 34
PROCESSES OF REASONING AND REFLECTION 35

V. EMOTIONAL ENERGY IN BUSINESS

IDEAS THAT STIMULATE 39
PIVOTAL LAW OF BUSINESS PASSION 40
ENERGIZING EMOTIONS 41
CROSS-ROADS OF SUCCESS OR FAILURE 42
THE LIFE OF EFFORT 43
THE MOTIVE POWER OF PROGRESS 44
THE VALUE OF AN IDEA 45
THE HARD WORK REQUIRED TO FAIL 46
CREATIVE POWER OF THOUGHT 47
CONSCIOUS AND UNCONSCIOUS TRAINING 48
TWO WAYS OF ATTACKING BUSINESS PROBLEMS 49
CUTTING INTO THE QUICK 50
EXECUTIVES, REAL AND SHAM 51
MENTAL ATTITUDE OF ONE'S BUSINESS 52
PSYCHOLOGICAL ENGINEERING 53

VI. HOW TO SELECT EMPLOYEES

A CLUE TO ADAPTABILITY 57
MAPPING THE MENTALITY 58
THE KIND OF "HELP" YOU NEED 59
TESTS FOR DIFFERENT MENTAL TRAITS 60
TEST OF UNCONTROLLED ASSOCIATIONS 61
TEST FOR QUICK THINKING 62
MEASURING SPEED OF THOUGHT 63
RANGE OF MENTAL TESTS 64
TESTS FOR ARMY AND NAVY 65
TESTS FOR RAILROAD EMPLOYEES 66

WHAT ONE FACTORY SAVED 67
PROFESSOR MÜNSTERBERG'S EXPERIMENTS 68
TESTS FOR HIRING TELEPHONE GIRLS 69
MEMORY TEST 71
TEST FOR ATTENTION 72
TEST FOR GENERAL INTELLIGENCE 74
TEST FOR EXACTITUDE 76
TEST FOR RAPIDITY OF MOVEMENT 77
TEST FOR ACCURACY OF MOVEMENT 78
RESULTS OF EXPERIMENTS 79
THEORY AND PRACTICE 85
HOW TO IDENTIFY THE UNFIT 87
MEANS TO GREAT BUSINESS ECONOMIES 88
ROUND PEGS IN SQUARE HOLES 89
THE DANGER IN TWO-FIFTHS OF A SECOND 90
PICKING A PRIVATE SECRETARY 91
FINDING OUT THE CLOSE-MOUTHED 92
A TEST FOR SUGGESTIBILITY 93
SELECTING A STENOGRAPHER 95
TESTS FOR AUDITORY ACUITY 96
A TEST FOR ROTE MEMORY 97
A TEST FOR RANGE OF VOCABULARY 100
CRIME-DETECTION BY PSYCHOLOGICAL TESTS 105
THE FACTORY OPERATIVE'S ATTENTION POWER 106
KINDS OF TESTING APPARATUS 108
ANALYSIS OF DIFFERENT CALLINGS 109
EXERCISES FOR DEVELOPING SPECIAL FACULTIES 110
PRINCIPLES THAT BEAR ON PRACTICAL AFFAIRS 111

Chapter I

JUDICIAL MENTAL OPERATIONS

ne of the greatest discoveries of modern times is the Vitalizing Influence
O impellent energy of thought. of Certain Ideas

That every idea in consciousness is energizing and carries with it an impulse to
some kind of muscular activity is a comparatively new but well-settled principle
of psychology. That this principle could be made to serve practical ends seems
never to have occurred to anyone until within the last few years.

Certain eminent pioneers in therapeutic psychology, such men
as Prince, Gerrish, Sidis, Janet, Binet and other physician- The Work of
Prince, Gerrish,
scientists, have lately made practical use of the vitalizing Sidis, Janet, Binet
influence of certain classes of ideas in the healing of disease.

We shall go farther than these men have gone and show you that the impellent
energy of ideas is the means to all practical achievement and to all practical
success.

Preceding books in this Course have taught that—

I. All human achievement comes about through some form of bodily activity.

II. All bodily activity is caused, controlled and directed by the mind.

III. The mind is the instrument you must employ for the accomplishment of any
purpose.

You have learned that the fundamental processes of the mind
are the Sense-Perceptive Process and the Judicial Process. The Two Types of
Thought

So far you have considered only the former—that is to say, sense-impressions and
our perception of them. You have learned through an analysis of this process that

the environment that prescribes your conduct and defines your career is wholly
mental, the product of your own selective attention, and that it is capable of such
deliberate molding and adjustment by you as will best promote your interests.

But the mere perception of sense-impressions, though a fundamental part of our
mental life, is by no means the whole of it. The mind is also able to look at these
perceptions, to assign them a meaning and to reflect upon them. These operations
constitute what are called the Judicial Processes of the Mind.

The Judicial Processes of the Mind are of two kinds, so that, in the last analysis,
there are, in addition to sense-perceptions, two, and only two, types of thought.

One of these types of thought is called a Causal Judgment and the other a
Classifying Judgment.

Chapter II

CAUSAL JUDGMENTS

Causal Judgment interprets and explains sense-perceptions. For instance, the
A tiny baby's first vague notion that something, no knowing what, must have
caused the impressions of warmth and whiteness and roundness and
smoothness that accompany the arrival of its milk-bottle—this is a causal
judgment.

The very first conclusion that you form concerning any
sensation that reaches you is that something produced it, Elementary
Conclusions
though you may not be very clear as to just what that
something is. The conclusions of the infant mind, for example, along this line
must be decidedly vague and indefinite, probably going no further than to
determine that the cause is either inside or outside of the body. Even then its
judgment may be far from sure.

Yet, baby or grown-up, young or old, the first effort of every
human mind upon the receipt and perception of a sensation is First Effort of the
Mind
to find out what produced it. The conclusion as to what did
produce any particular sensation is plainly enough a judgment, and since it is a
judgment determining the cause of the sensation, it may well be termed a causal
judgment.

Causal judgments, taken by themselves, are necessarily very indefinite. They do
not go much beyond deciding that each individual sensation has a cause, and is
not the result of chance on the one hand nor of spontaneous brain excitement on
the other. Taken by themselves, causal judgments are disconnected and all but
meaningless.

I look out of my window at the red-roofed stone schoolhouse
across the way, and, so far as the eye-picture alone is Distorted Eye
Pictures
concerned, all that I get is an impression of a flat, irregularly

shaped figure, part white and part red. The image has but two dimensions, length
and breadth, being totally lacking in depth or perspective. It is a flat, distorted,
irregular outline of two of the four sides of the building. It is not at all like the big
solid masonry structure in which a thousand children are at work. My causal
judgments trace this eye-picture to its source, but they do not add the details of
distance, perspective, form and size, that distinguish the reality from an architect's
front elevation. These causal judgments of visual perceptions must be associated
and compared with others before a real "idea" of the schoolhouse can come to me.

Taken by themselves, then, causal judgments fall far short of
giving us that truthful account of the outside world which we Elements that Make
Up an Idea
feel that our senses can be depended on to convey.

If there were no mental processes other than sense-perceptions
and causal judgments, every man's mind would be the useless Causal Judgments
repository of a vast collection of facts, each literally true, but and the Outer
World
all without arrangement, association or utility. Our notion of
what the outside world is like would be very different from what it is. We would
have no concrete "ideas" or conceptions, such as "house," "book," "table," and so
on. Instead, all our "thinking" would be merely an unassorted jumble of simple,
disconnected sense-perceptions.

What, then, is the process that unifies these isolated sense-perceptions and gives
us our knowledge of things as concrete wholes?

Chapter III

CLASSIFYING JUDGMENTS

A Classifying Judgment associates and compares present and The Marvel of the
Mind
past sense-perceptions. It is the final process in the production
of that marvel of the mind, the "idea."

The simple perception of a sensation unaccompanied by any other mental process
is something that never happens to an adult human being.

In the infant's mind the arrival of a sense-impression arouses only a perception, a
consciousness of the sense-impression. In the mind of any other person it
awakens not only this present consciousness but also the associated memories of
past experiences.

Upon the slumbering mind of the newborn babe the very first
message from the sense-organs leaves its exquisite but The Indelible
Impress
indelible impress. The next sense-perception is but part of a
state of consciousness, in which the memory of the first sense-perception is an
active factor. This is a higher type of mental activity. It is a something other and
more complex than the mere consciousness of a sensory message and the decision
as to its source.

The moment, then, that we get beyond the first crude sense-perception
consciousness consists not of detached sensory images but of "ideas," the
complex product of present sense-perceptions, past sense-perceptions and the
mental processes known to psychology as association and discrimination.

Every concrete conception or idea, such as "horse," "rose,"
"mountain," is made up of a number of associated properties. It How Ideas are
Created
has mass, form and various degrees of color, light and shade.
Every quality it possesses is represented by a corresponding visual, auditory,
tactual or other sensation.

Thus, your first sense-perception of coffee was probably that of sight. You
perceived a brown liquid and your causal judgment explained that this sense-
perception was the result of something outside of your body. Standing alone, this
causal judgment meant very little to you, so far as your knowledge of coffee was
concerned. So also the causal judgment that traced your sense of the smell of
coffee to some object in space meant little until it was added to and associated
with your eye-vision of that same point in space. And it was only when the causal
judgment explaining the taste of coffee was added to the other two that you had
an "idea" of what coffee really was.

When you look at a building, you receive a number and variety of simultaneous
sensations, all of which, by the exercise of a causal judgment, you at once ascribe
to the same point in space. From this time on the same flowing together of
sensations from the same place will always mean for you that particular material
thing, that particular building. You have a sensation of yellow, and forthwith a
causal judgment tells you that something outside of your body produced it. But it
would be a pretty difficult matter for you to know just what this something might
be if there were not other simultaneous sensations of a different kind coming from
the same point in space. So when you see a yellow color and at the same time
experience a certain familiar taste and a certain softness of touch, all arising from
the same source, then by a series of classifying judgments you put all these
different sensations together, assign them to the same object, and give that object
a name—for example, "butter."

This process of grouping and classification that we are
describing under the name of "classifying judgments" is no The Archives of the
Mind
haphazard affair. It is carried on in strict compliance with
certain well-defined laws.

These laws prescribe and determine the workings of your mind just as absolutely
as the laws of physics control the operations of material forces.

While each of these laws has its own special province and jurisdiction, yet all
have one element in common, and that is that they all relate to those mental
operations by which sense-perceptions, causal judgments, and even classifying
judgments, past, present and imaginative, are grouped, bound together, arranged,
catalogued and pigeonholed in the archives of the mind.

These laws, taken collectively, are therefore called the Laws of Association.

Chapter IV

THE FOUR PRIME LAWS OF ASSOCIATION

f there is any one thing in the world that seems utterly The Seeming Chaos
I chaotic, it is the way in which the mind wanders from one of Mind
subject of thought to another. It requires but a moment for it to flash from New
York to San Francisco, from San Francisco to Tokio, and around the globe. Yet
mental processes are as law-abiding as anything else in Nature.

So much is this true, that if we knew every detail of your past
experience from your first infantile sensation, and knew also Predicting Your
Next Idea
just what you are thinking of at the present moment, we could
predict to a mathematical certainty just what ideas would next appear on the
kaleidoscopic screen of your thoughts. This is due to laws that govern the
association of ideas.

These laws are, in substance, that the way in which judgments and ideas are
classified and stored away, and the order in which they are brought forth into
consciousness depends upon what other judgments and ideas they have been
associated with most habitually, recently, closely and vividly.

There are, therefore, four Prime Laws of Association—the Law of Habit, the Law
of Recency, the Law of Contiguity and the Law of Vividness.

Every idea that can possibly arise in your thoughts has its vast array of associates,
to each of which it is linked by some one element in common. Thus, you see or
dream of a yellow flower, and the one property of yellowness links the idea of
that flower with everything you ever before saw or dreamed of that was similarly
hued.

But the yellow-flower thought is not tied to all these countless
associates by bonds of equal strength. And which associate The Bonds of
Intellect

shall come next to mind is determined by the four Prime Laws of Association.

The Law of Habit requires that frequency of association be the one test to
determine what idea shall next come into consciousness, while the Laws of
Recency, Contiguity and Vividness emphasize respectively recency of occurrence,
closeness in point of space and intensity of impression. Which law and which
element shall prevail is all a question of degree.

The most important of these laws is the Law of Habit. In obedience to this law,
the next idea to enter the mind will be the one that has been most frequently
associated with the interesting part of the subject you are now thinking of.

The sight of a pile of manuscript on your desk ready for the printer, the thought of
a printer, the word "printer," spoken or printed, calls to mind the particular printer
with whom you have been dealing for some years.

The word "cocoa," the thought of a cup of cocoa, the mental picture of a cup of
cocoa, may conjure with it not merely a steaming cup before the mind's eye and
the flavor of the contents, but also a daintily clad figure in apron and cap bearing
the brand of some well-known cocoa manufacturer.

If a typist or pianist has learned one system of fingering, it is almost impossible to
change, because each letter, each note on the keyboard is associated with the idea
of movement in a particular finger. Constant use has so welded these associations
together that when one enters the mind it draws its associate in its train.

Test the truth of these principles for yourself. Try them out and see whether the
elements of habit, contiguity, recency and intensity do not determine all questions
of association.

If you wanted to buy a house, what local subdivision would
come first to your mind, and why? If you were about to Brands and Tags
purchase a new tire for your automobile or a few pairs of
stockings, what brand would you buy, and why? When you think of a camera or a
cake of soap, what particular make comes first to your mind? When you think of a
home, what is the mental picture that rises before you, and why?

Whatever the article, whether it be one of food or luxury or investment, or even of
sentiment, you will find that it is tagged with a definite associate—a name, a
brand, or a personality characterized by frequency, recency, closeness or
vividness of presentation to your consciousness.

The grouping together of sensations into integral ideas is one step in the
complicated mental processes by which useful knowledge is acquired. But the
associative processes go much beyond this.

We also compare the different objects of present and past
experience. We carefully and thoroughly catalogue them into How Experience is
Systematized
groups, divisions and subdivisions for convenient and ready
reference. This we do by the processes of memory, of association and of
discrimination, previously referred to.

Through these processes our knowledge of the world, derived
from the whole vast field of experience, is unified and How Language Is
Simplified
systematized. Through these processes is order realized from
chaos. Through these processes it comes about that not only individual thought,
but the communication of thought from one person to another, is vastly
simplified. Language is enabled to deal with ideas instead of with isolated sense-
perceptions. The single word "horse" suffices to convey a thought that could not
be adequately set forth in a page-long enumeration of disconnected sense-
perceptions.

The associative process covers a wide range. It includes, for example, not only the
simple definition of an aggregate of sense-perceptions, as "horse" or "cow"; it
includes as well the inferential process of abstract reasoning.

The only real difference between these widely diverse mental
acts, one apparently so much less complicated and profound Processes of
Reasoning and
than the other, is that the former involves no act of memory, Reflection
while the latter is based wholly on sensory experiences of the
past.

Abstract reasoning is merely reasoning from premises and to conclusions which
are not present to our senses at the time.

Chapter V

EMOTIONAL ENERGY IN BUSINESS

t is a recognized fact of observation that Every idea has a Ideas that Stimulate
I certain emotional quality associated with it, a sort of
"feeling tone."

If ideas of health and triumphant achievement are brought into consciousness, we
at the same time experience a state of energy, a feeling of courage and capability
and joy and a stimulation of all the bodily processes. If, on the other hand, ideas
of disease and death and failure are brought into consciousness, we at the same
time experience feelings of sorrow and mental suffering and a state of lethargy, a
feeling of inertia, impotence and fatigue.

THE LAW

Exalted ideas have associated with them a vitalizing and energizing emotional
quality. Depressive memories or ideas have associated with them a depressing
and disintegrating emotional quality.

The wise application of this law will lead you to vigorous
health and material prosperity. Its disregard or misuse brings Pivotal Law of
Business Passion
deterioration and failure.

The distinction between wise use and misuse lies in whether disintegrating or
creative thoughts, with their correspondingly energizing or depressing emotions
or feelings, are allowed to hold sway in consciousness.

When we speak of energizing emotions or feelings we mean
love, courage, brightness, earnestness, cheer, enthusiasm. Energizing
Emotions
When we speak of depressing emotions or feelings we mean
doubt, fear, worry, gloom.

No elements are more essential to a successful business or a successful life than
the right kind of emotional elements. Yet they are rarely credited with the
importance to which they are entitled.

To the unthinking the word "emotion" has the same relation to success that foam
has to the water beneath. Yet nothing could be farther from the truth. Emotion,
earnestness, fire, enthusiasm—these are the very life of effort. They are steam to
the engine; they are what the lighted fuse is to the charge of dynamite. They are
the elements that give flash to the eye, spring to the step, resoluteness to the
languid and certainty to effort. They are the elements that distinguish the living,
acting forces of achievement from the spiritless forces of failure.

No man ever rose very high who did not possess strong
reserves of emotional energy. Napoleon said, "I would rather Cross-Roads of
Success or Failure
have the ardor of my soldiers, and they half-trained, than have
the best fighting machines in Europe without this element."

Emotional energy of the right kind makes one fearless and undaunted in the face
of any discouragement. It is never at rest. It feeds on its own achievements. It is
the love of an Heloise and the ambition of an Alexander.

It is this emotional energy that makes business passion, that
makes men love their business, that brings their hearts into The Life of Effort
harmony with their undertakings, and that gives them splendid
visions of commercial greatness.

Through all the ages great souls have drowsed in spiritless
acquiescence until some tide of emotional energy swept over The Motive Power
them, "as the breeze wanders over the dead strings of some of Progress
Aeolian harp, and sweeps the music which slumbers upon them now into divine
murmurings, now into stormy sobs." And then, and then, these Joans of Arc, these
Hermit Peters, these Abraham Lincolns, these Pierpont Morgans, these warriors,
statesmen, financiers, business men, salesmen, these practical crusaders and
business enthusiasts, have sent out their influence into measureless fields of
achievement.

Emotional energy generated on proper lines, and based on the support of a fixed
intent, is a force that nothing can withstand, and we tell you that every idea that
comes into your mind has its emotional quality, and that by the intelligent
direction of your conscious "thinking" you can call into your life or drive out of it
these powerful emotional influences for good or evil.

As Mr. Waldo P. Warren says, "Who can measure the value of
an idea? Starting as the bud of an acorn, it becomes at last a The Value of an
Idea
forest of mighty oaks; or beginning as a spark it consumes the
rubbish of centuries.

"Ideas are as essential to progress as a hub to a wheel, for they form the center
around which all things revolve. Ideas begin great enterprises, and the workers of
all lands do their bidding. Ideas govern the governors, rule the rulers, and manage
the managers of all nations and industries. Ideas are the motive power which turns
the tireless wheels of toil. Ideas raise the plowboy to president, and constitute the
primal element of the success of men and nations. Ideas form the fire that lights
the torch of progress, leading on the centuries. Ideas are the keys which open the
storehouses of possibility. Ideas are the passports to the realms of great
achievement. Ideas are the touch-buttons which connect the currents of energy
with the wheels of history. Ideas determine the bounds, break the limits, move on
the goal, and waken latent capacity to successive sunrises of better days."

Even without our telling you, you know that whenever a man makes up his mind
that he is beaten in some fight his very thinking so helps on the fatal outcome.

The truth is, It takes just as much brain work to accomplish a
failure as it does to win success—just as much effort to build The Hard Work
Required to Fail
up a depressive mental attitude as an energizing one.

Take for granted that you have the courage, the energy, the
self-confidence and the enthusiasm to do what you want to do, Creative Power of
Thought
and you will find yourself in possession of these splendid
qualities when the need arises.

Consciously or unconsciously, you have already trained your mind to discriminate
among sense-impressions. It perceives some and ignores others. For each
perception it selects such associates as you have trained it to select. Have you
trained it wisely? Does it associate the new facts of observation with those
memory-pictures that will make the new ideas useful and productive of fruitful
bodily activities?

If not, it is time for you to turn over a new leaf and habitually
and persistently direct your attention to those associative Conscious and
Unconscious
elements in each new-learned fact that will make for health Training
and happiness and success. Train your mind deliberately, and
day by day, to such constant incorporation of feelings of courage and confidence

and assurance into all your thoughts that the associated impulses to bodily activity
will inevitably influence your whole life.

At the outset of every undertaking you are confronted with two ways of attacking
it. One is with doubt and uncertainty; the other is with courage and confidence.

The first of these mental attitudes is purely negative. It is
inhibitory. It is made up of mental pictures of yourself in Two Ways of
Attacking Business
direful situations, and these mental pictures bring with them Problems
depressing emotions and muscular inhibitions.

The second attitude is positive. It is inspiring. It is made up of mental pictures of
yourself bringing the affair to a triumphant issue, and these mental pictures bring
with them stimulating emotions and the impulses to those bodily activities that
will realize your aims.

You have only to start the thing off with the right mental attitude and hold to it.
All the rest is automatic. Think this over.

Put this same idea into your business. Analyze your business with reference to its
mental attitude. Of course, you know all about its organization, its various
departments, its machinery and equipment, its methods, its cost system, its
organized efficiency. But what about its mental attitude? Every store, every
industrial establishment has an air of its own, an indefinite something that
distinguishes it from every other. This is why you buy your cigars at one place
instead of at another.

Look behind the methods and the systems and all the wooden
machinery of your business and you come to its throbbing life. Cutting into the
Quick
There you find the characteristic quality that governs its future.
There you find the attitude, the mental attitude, that pulls the strings determining
the conduct of clerks and salesmen, managers and superintendents, and this
attitude is in the last analysis a reflection of the mental attitude of the executive
head himself—not necessarily the nominal executive head, but the real executive
head, however he be called.

Does the truckman whistle at his work? Is the salesman proud
of his line and his house? Does he approach his "prospect" Executives Real
and Sham
with the confident enthusiasm that brings orders? Does the
shipping clerk take a delighted interest in getting out his deliveries? They must
have this mental attitude, or you will never win. Are you yourself "making good"

in this respect? Remember that, whether you know it or not, your inmost thoughts
are reflected in your voice and manner, your every act. And all your subordinates,
whether they know it or not, see these things and reflect your attitude.

Therefore, in all you do, and in all you think, do it and think it
with courage and with unwavering faith, fearing nothing. Mental Attitude of
One's Business

Later on we shall instruct you in specific methods that will enable you to follow
this injunction. For the present we must be content with emphasizing its
importance.

In what follows in this book we shall bring forth no new
principle of mental operation, but shall illustrate those already Psychological
Engineering
learned by reference to certain practical uses to which they can
be applied. Our purpose in this is to impress you with the immense practical value
of the knowledge you are acquiring, and to show you that this course of reading
has nothing to do with telepathy, spiritism, clairvoyance, animal magnetism,
fortune-telling, astrology or witchcraft, but, on the contrary, that in its revelation
of mental principles and processes it is laying a scientific basis for a highly
differentiated type of efficiency engineering.

Chapter VI

HOW TO SELECT EMPLOYEES

n the preceding volume, entitled "Making Your Own World," you learned that
I reaction-time is the interval that elapses between the moment when a sense-
vibration reaches the body and the moment when perception is made known by
some outward response.

Reaction-time can be made to furnish a clue to the adaptability
of the individual for any business, profession or vocation. A Clue to
Adaptability

To determine the character, accuracy and rapidity of the mental reactions of
different individuals under different conditions, various scientific methods have
been evolved and cunning devices invented.

There are decisive reaction-time tests by which you may
readily map out your own mentality or that of any other Mapping the
Mentality
person, including, for instance, those who may seek
employment under you.

Have you been harboring the delusion that "quick as thought" is a phrase
expressive of flash-like quickness? Have you had the idea that thought is
instantaneous? If so, you must alter your conceptions.

The fact is that your merely automatic reactions from sense-impressions can be
measured in tenths of a second, while a really intellectual operation of the
simplest character requires from one to several seconds.

An important thing for you to know in this connection is that no two people are
alike in this respect. Some think quickly along certain lines; some along other
lines.

And the man or woman that you need in any department of
your business is that one whose mind works swiftly in the The Kind of "Help"
You Need
particular way required for your business.

How rapidly does your mind work? How fast do your thoughts come, compared
to the average man in your field of activity?

How fast does your stenographer think? Your clerk? Your chauffeur? Are they up
to the average of those engaged in similar work? If not, you had best make a
change.

A large number of tests and mechanical devices, some of them
most complicated, have been scientifically formulated or Tests for Different
Mental Traits
invented to measure the quickness of different kinds of mental
operations in the individual.

One very simple test which we give merely to illustrate the principle is called the
"Test of Uncontrolled Association." All the materials needed for this test are a
stop-watch and a blank form containing numbered spaces for one hundred words.

Give these instructions to the person you are examining:
"When I say 'Now!' I want you to start in with some word, any Test of
Uncontrolled
one you like, and keep on saying words as fast as you can until Associations
you have given a hundred different words. You may give any
words you like, but they must not be in sentences. I will tell you when to stop."
You then start your stop-watch with the command "Now!" and write the words on
the blank form as fast as they are spoken. Mere abbreviations or shorthand will
suffice. When the hundredth word is reached, stop the watch and note the time.

The average time for lists of words written in this fashion is about 308 seconds.

This is a fair test of the rapidity of the associative processes of
the mind. It will reveal many strange and characteristic Test for Quick
Thinking
idiosyncrasies. On the other hand, considering the vast number
of words available, it is remarkable to note the degree of community to be found
in the words that will be given by a number of persons. Thus, "in fifty lists (5,000
words) only 2,024 words were different, only 1,266 occurred but once, while the
one hundred most frequent words made up three-tenths of the whole number."

Professor Jastrow, of Wisconsin University, has found also that the "class to
which women contribute most largely is that of articles of dress, one word in

every eleven belonging to this class. The inference from this, that dress is the
predominant category of the feminine (or of the privy feminine) mind, is valid,
with proper reservations."

Another method of testing speed of thought is to pronounce a
series of words and after each word have the subject speak the Measuring Speed of
Thought
first word that comes to him. The answers are taken down and
are timed with a stop-watch. About the quickest answers by an alert person will
be made in one second, or one and one-fifth seconds, while most persons take
from one and three-fifths to two and three-fifths seconds to answer, under the
most favorable circumstances. Puzzling words or conflicting emotions will
prolong this time to five and ten seconds in many cases. Much depends upon the
kind of words propounded to the subject, starting with such simple words as "hat"
and "coat," and changing to words that tend to arouse emotion. A list of words
may be carefully selected to fit the requirements of different classes of subjects.

By appropriate tests, the quickness of response to sense-
impressions, the character of the associations of ideas, the Range of Mental
Tests
workings of the individual imagination, the nature of the
emotional tendencies, the character and scope of the powers of attention and
discrimination, the degree of persistence of the individual and his susceptibility to
fatigue in certain forms of effort, the visual, auditory and manual skill, and even
the moral character of the subject, can be more or less clearly and definitely
determined.

TESTING SHARPNESS OF HEARING WITH ACOUMETER.
PRIVATE LABORATORY, SOCIETY OF APPLIED PSYCHOLOGY

It is possible by these tests to distinguish individual differences in thought
processes as conditioned by age, sex, training, physical condition, and so on, to
analyze the comparative mental efficiency of the worker at different periods in the
day's work as affected by long hours of application, by monotony and variety of
occupation and the like, and even to reveal obscure mental tendencies and to
disclose motives or information that are being intentionally concealed.

Among the simplest of such tests are those for vision, hearing
and color discrimination. Tests of this kind are now given to all Tests for Army and
applicants for enlistment in the army, the navy and the marine Navy
corps, and more exacting tests of the same sort are given to candidates for
licenses as pilots and for positions as officers of ships.

Employees of railroads, and in some cases those of street
railroads, also, are subjected to tests for vision, hearing and Tests for Railroad
Employees
color-discrimination. In the case of trainmen the color-

discrimination tests result in the rejection of about four per cent of the applicants.
The tests are repeated every two years for all the men and at intervals of six
months for those suspected of defects in color discrimination. In all of these cases
the tests have for their object the detection and rejection of unfit applicants.

One of the earliest instances of work of this kind was the
introduction a few years ago of reaction-time tests in selecting What One Factory
girls for the work of inspecting for flaws the steel balls used in Saved
ball bearings. This work requires a concentrated type of attention, good visual
acuity and quick and keen perception, accompanied by quick responsive action.
The scientific investigator went into a bicycle ball factory and with a stop-watch
measured the reaction-time of all the girls then at work. All those who showed a
long time between stimulus and reaction-time were then eliminated. The final
outcome was that thirty-five girls did the work formerly done by one hundred and
twenty; the accuracy of the work was increased by sixty-six per cent; the wages of
the girls were doubled; the working day was shortened from ten and one-half
hours to eight and one-half hours; and the profit of the factory was substantially
increased.

To illustrate the methods employed and the importance of
work of this kind, we quote the following from the recent Professor
Münsterberg's
ground-breaking book, "Psychology and Industrial Efficiency," Experiments
by Professor Hugo Münsterberg, of Harvard University. This
extract is an account of Professor Münsterberg's experimental method for
determining in advance the mental fitness of persons applying for positions as
telephone operators. Such information would be of immense value to telephone
companies, as each candidate who satisfies formal entrance requirements receives
several months' training in a telephone school and is paid a salary while she is
being trained.

One company alone employs twenty-three thousand operators,
and more than one-third of those employed and trained at the Tests for Hiring
company's expense prove unfitted and leave within six months, Telephone Girls
with a heavy resulting financial loss to the company. The tests are numerous and
somewhat complicated and require more time to conduct them than tests in other
lines of work, but for these very reasons will be particularly illuminating.
Professor Münsterberg says:

"After carefully observing the service in the central office for a while, I came to
the conviction that it would not be appropriate here to reproduce the activity at the

switchboard in the experiment, but that it would be more desirable to resolve that
whole function into its elements and to undertake the experimental test of a whole
series of elementary mental dispositions. Every one of these mental acts can then
be examined according to well-known laboratory methods without giving to the
experiments any direct relation to the characteristic telephone operation as such. I
carried on the first series of experiments with about thirty young women who a
short time before had entered into the telephone training-school, where they are
admitted only at the age between seventeen and twenty-three years. I examined
them with reference to eight different psychological functions. * * * A part of the
psychological tests were carried on in individual examinations, but the greater
part with the whole class together.

"These common tests referred to memory, attention,
intelligence, exactitude and rapidity. I may characterize the Memory Test
experiments in a few words. The memory examination
consisted of reading the whole class at first two numbers of Test for Attention
four digits, then two of five digits, then two of six digits, and
so on up to figures of twelve digits, and demanding that they be written down as
soon as a signal was given. The experiments on attention, which in this case of
the telephone operators seemed to me especially significant, made use of a
method the principle of which has frequently been applied in the experimental
psychology of individual differences, and which I adjusted to our special needs.
The requirement is to cross out a particular letter in a connected text. Every one of
the thirty women in the classroom received the same first page of a newspaper of
that morning. I emphasize that it was a new paper, as the newness of the content
was to secure the desired distraction of the attention. As soon as the signal was
given, each one of the girls had to cross out with a pencil every 'a' in the text for
six minutes. After a certain time, a bell signal was given, and each then had to
begin a new column. In this way we could find out, first, how many letters were
correctly crossed out in those six minutes; secondly, how many letters were
overlooked; and thirdly, how the recognition and the oversight were distributed in
the various parts of the text. In every one of these three directions strong
individual differences were indeed noticeable. Some persons crossed out many,
but also overlooked many; others overlooked hardly any of the 'a's,' but proceeded
very slowly, so that the total number of the crossed-out letters was small.
Moreover, it was found that some at first do poor work, but soon reach a point at
which their attention remains on a high level; others begin with a relatively high
achievement, but after a short time their attention flags, and the number of
crossed-out letters becomes smaller or the number of unnoticed, overlooked

letters increases. Fluctuations of attention, deficiencies and strong points can be
discovered in much detail.

"The third test, which was tried with the whole class, referred
to the intelligence of the individuals. * * * The psychological Test for General
Intelligence
experiments carried on in the schoolroom have demonstrated
that this ability can be tested by the measurement of some very simple mental
activities. * * * Among the various proposed schemes for this purpose, the figures
suggest that the most reliable one is the following method, the results of which
show the highest agreement between the rank order based on the experiments and
the rank order of the teachers. The experiment consists in reading to the pupils a
long series of pairs of words of which the two members of the pair always
logically belong together. Later, one word of each pair will be read to them and
they have to write down the word which belonged with it in the pair." (For
example, "thunder" and "lightning" are words that "logically belong together,"
while "horse" and "bricks" are unrelated terms.—Editor's note.)

"This is not a simple experiment on memory. The tests have shown that if, instead
of logically connected words, simply disconnected chance words are offered and
reproduced, no one can keep such a long series of pairs in mind, while with the
words which have related meaning, the most intelligent pupils can master the
whole series. The very favorable results which this method had yielded in the
classroom made me decide to try it in this case, too. I chose for an experiment
twenty-four pairs of words from the sphere of experience of the girls to be tested."
(For instance, "door, house"; "pillow, bed"; "letter, word"; "leaf, tree"; "button,
dress"; "nose, face"; "cover, kettle"; "page, book"; "engine, train"; "glass,
window"; "enemy, friend"; "telephone, bell"; "thunder, lightning"; "ice, cold";
"ink, pen"; "husband, wife"; "fire, burn"; "sorry, sad"; "well, strong"; "mother,
child"; "run, fast"; "black, white"; "war, peace"; "arm, hand."—Editor's note.)

"Two class experiments belonged rather to the periphery of
psychology. Test for Exactitude

"The exactitude of space-perceptions was measured by demanding that each
divide first the long and then the short edge of a folio sheet into two equal halves
by a pencil-mark.

"And finally, to measure the rapidity of movement, it was
demanded that every one make with a pencil on the paper Test for Rapidity of
Movement
zigzag movements of a particular size during the ten seconds
from one signal to another.

"After these class experiments, I turned to individual tests.

"First, every girl had to sort a pack of forty-eight cards into four piles as quickly
as possible. The time was measured in fifths of a second, with an ordinary stop-
watch.

"The following experiment which referred to the accuracy of
movement impulses demanded that every one try to reach with Test for Accuracy
the point of a pencil three different points on the table in the of Movement
rhythm of metronome beats. On each of these three places a sheet of paper was
fixed with a fine cross in the middle. The pencil should hit the crossing point, and
the marks on the paper indicated how far the movement had fallen short of the
goal. One of these movements demanded the full extension of the arm and the
other two had to be made with half-bent arm. I introduced this last test because
the hitting of the right holes in the switchboard of the telephone office is of great
importance.

TESTING STEADINESS OF MOTOR CONTROL—INVOLUNTARY
MOVEMENT PRIVATE LABORATORY, SOCIETY OF APPLIED
PSYCHOLOGY

"The last individual experiment was an association test. I called six words, like
'book,' 'house,' 'rain,' and had them speak the first word which came to their
minds. The time was measured in fifths of a second only, with an ordinary stop-
watch, as subtler experiments, for which hundredths of a second would have to be
considered, were not needed.

"In studying the results, so far as the memory experiments
were concerned, we found that it would be useless to consider Results of
Experiments
the figures with more than ten digits. We took the results only
of those with eight, nine and ten digits. There were fifty-four possibilities of
mistakes. The smallest number of actual mistakes was two, the largest twenty-
nine. In the experiment on attention made with the crossing-out of letters, we
found that the smallest number of correctly marked letters was 107, the largest
number in the six minutes, 272; the smallest number of overlooked letters was
two, the largest 135; but this last case of abnormal carelessness stood quite
isolated. On the whole, the number of overlooked letters fluctuated between five
and sixty. If both results, those of the crossed-out and those of the overlooked
letters, are brought into relations, we find that the best results were a case of 236
letters marked, with only two overlooked, and one of 257 marked, with four
overlooked. The very interesting details as to the various types of attention which
we see in the distribution of mistakes over the six minutes were not taken into our
final table. The word experiments by which we tested the intelligence showed that
no one was able to reproduce more than twenty-two of the twenty-four words.
The smallest number of words remembered was seven.

"The mistakes in the perception of distances fluctuated between one and fourteen
millimeters; the time for the sorting of the forty-eight cards, between thirty-five
and fifty-eight seconds; the association-time for the six associated words taken
together was between nine and twenty-one seconds. The pointing experiments
could not be made use of in this first series, as it was found that quite a number of
participants were unable to perform the act with the rapidity demanded.

"Several ways were open to make mathematical use of these results. I preferred
the simplest way. I calculated the grade of the girls for each of these
achievements. The same candidate who stood in the seventh place in the memory
experiment was in the fifteenth place with reference to the number of letters

marked, in the third place with reference to the letters overlooked, in the twenty-
first place with reference to the number of word pairs which she had grasped, in
the eleventh place with reference to the exactitude of space-perception, in the
sixteenth place with reference to the association-time, and in the sixth place with
reference to the time of sorting. As soon as we had all these independent grades,
we calculated the average and in this way ultimately gained a common order of
grading. * * *

"With this average rank list, we compared the practical results of the telephone
company after three months had passed. These three months had been sufficient
to secure at least a certain discrimination between the best, the average, and the
unfit. The result of this comparison was on the whole satisfactory. First, the
skeptical telephone company had mixed with the class a number of women who
had been in the service for a long while, and had even been selected as teachers in
the telephone school. I did not know, in figuring out the results, which of the
participants in the experiments these particularly gifted outsiders were. If the
psychological experiments had brought the result that these individuals who stood
so high in the estimation of the telephone company ranked low in the laboratory
experiment, it would have reflected strongly on the reliability of the laboratory
method. The results showed, on the contrary, that these women who had proved
most able in practical service stood at the top of our list. Correspondingly, those
who stood the lowest in our psychological rank list had in the mean time been
found unfit in practical service, and had either left the company of their own
accord or else had been eliminated. The agreement, to be sure, was not a perfect
one. One of the list of women stood rather low in the psychological list, while the
office reported that so far she had done fair work in the service, and two others, to
whom the psychological laboratory gave a good testimonial were considered by
the telephone office as only fair.

"But it is evident that certain disagreements would have
occurred even with a more ideal method, as on the one side no Theory and
final achievement in practical service can be given after only Practice
three months, and because on the other side a large number of secondary factors
may enter which entirely overshadow the mere question of psychological fitness.
Poor health, for instance, may hinder even the most fit individual from doing
satisfactory work, and extreme industry and energetic will may for a while lead
even the unfit to fair achievement, which, to be sure, is likely to be coupled with a
dangerous exhaustion. The slight disagreements between the psychological results
and the practical valuation, therefore, do not in the least speak against the
significance of such a method. On the other hand, I emphasize that this first series

meant only the beginning of the investigation, and it can hardly be expected that
at such a first approach the best and most suitable methods would at once be hit
upon. A continuation of the work will surely lead to much better combinations of
test experiments and to better adjusted schemes."

Analytical test studies such as the foregoing form an almost
infallible means for finding out the unfit at the very beginning How to Identify the
Unfit
instead of after a long and costly experimental trying-out in
vocational training-school or in actual service.

Whatever your line of business may be, you may rest assured that an analysis of
its needs will disclose numerous departments in which specific mental tests and
devices may be employed with a great saving in time and money and a vastly
increased efficiency and output of working energy.

Suppose that you are the manager of a street railroad
employing a large number of motormen. Would it not be of the Means to Great
Business
greatest value to you if in a few moments you could determine Economies
in advance whether any given applicant for a position
possessed the quickness of response to danger signals that would enable him to
avoid accidents? Think what this would mean to the profits of your company in
cutting down the number of damage claims arising from accidents! Some electric
railroad companies have as many as fifty thousand accident indemnity cases per
year, which involve an expense amounting in some cases to thirteen per cent of
the annual gross earnings. Yet a comparatively simple mechanism has been
devised for determining by the reaction-time of any applicant whether he would
or would not be quick enough to stop his car if a child ran in front of its wheels.

The general employment of this test would result in the
rejection of about twenty-five per cent of those who are now Round Pegs in
employed as motormen with a correspondingly large reduction Square Holes
in the number of deaths and injuries from street-car accidents. And on the other
hand, the general use of psychological tests in other lines of work would make
room for these men in places for which they are peculiarly adapted and where
their earning power would be greater.

If, for example, the applicant responds to the signs of an emergency in three-fifths
of a second or less, and has the mental characteristics that will enable him at the
same time to maintain the speed required by the schedule, he may be mentally
fitted for the "job" of motorman; while if it takes him one second or more to act in
an emergency, he may be a dangerous man for the company and for the public.

Two-fifths of a second difference in time-reactions may mark
the line between safety and disaster. How absurd it is to trust to The Danger in
luck in matters of this kind when by means of scientific Two-FifthsSecond
of a

experimental tests you can accurately gauge your man before
he has a chance to involve you or your company in a heart-breaking tragedy and
serious financial loss!

You can readily see that very similar tests could be devised to meet the needs of
the employer of chauffeurs, as, for example, the manager of a taxicab company, or
the requirements of a railroad in the hiring of its engineers.

You should not employ as private secretary a person whose
reactions indicate a natural inability to keep a secret. This Picking a Private
Secretary
quality of mind can be simply and unerringly detected by
psychological tests.

One quality entering into the ability to keep a secret is the
degree of suggestibility of the individual. That person who Finding Out the
most quickly and automatically obeys and responds to Close-Mouthed
suggested commands possesses the least degree of conscious self-control. The
quality referred to is illustrated by the child's game of "thumbs up, thumbs down,"
and "Simon says thumbs up" and "Simon says thumbs down." Those persons who
are unable to wait for the "Simon says," but mechanically obey the command
"thumbs up" or "thumbs down" would be those least able to resist a trap artfully
laid to compel them to disclose what they wished to conceal. Like efficiency in
observation, attention and memory, however, suggestibility is specific, not
general, in character—that is to say, persons may be easily influenced by certain
kinds of suggestion while possessing a strong degree of resistance to other kinds.
Consequently actual tests of this quality cannot be limited to one method.

DETERMINING SUGGESTIBILITY BY PROGRESSIVE LINE TEST
PRIVATE LABORATORY, SOCIETY OF APPLIED PSYCHOLOGY

For purposes of illustration, here is a simple form of what is known as the "line"
test for suggestibility. The subject is seated about two feet away from and in front
of a revolving drum on which is a strip of white paper. On this strip of white
paper are drawn twenty parallel straight lines. These lines begin at varying
distances from the left-hand margin. Each of the first four lines is fifty per cent
longer than the one before it, but the remaining sixteen lines are all of the same
length.

The examiner says to the subject, "I want to see how good
your 'eye' is. I'll show you a line, say an inch or two long, and I A Test for
Suggestibility
want you to reproduce it right afterwards from memory. Some
persons make bad mistakes; they may make a line two inches long when I show
them one three inches long; others make one four or five inches long. Let's see
how well you can do. I shall show you the line through this slit. Take just one
look at it, then make a mark on this paper [cross-section paper] just the distance

from this left-hand margin that the line is long. Do that with each line as it
appears."

The lines are then shown one at a time, and after each is noted it is turned out of
sight. As the lines of equal length are presented, the examiner says alternately,
"Here is a longer one," "Here is a shorter one," and so on. The extent to which
these misleading suggestions of the examiner are accepted and acted upon by the
subject in plain violation of the evidence of his senses tests in a measure his
suggestibility, his automatic, mechanical and immediate responsiveness to the
influence of others and his comparative lack of strong resistance to such outside
influences. Inability to satisfactorily meet this and similar tests for suggestibility
would indicate an unfitness for such duties as those required by a private
secretary, who must at all times have himself well in hand and not be easily lured
into embarrassing revelations.

You should not employ as stenographer a person whose time-
reactions indicate a slowness of auditory response or an Selecting a
Stenographer
inability to carry in mind a long series of dictated words, or
whose vocabulary is too limited for the requirements of your business.

The quickness of auditory response may be determined either
by speech tests or by instrumental tests. In either case the Tests for Auditory
acuteness of hearing of the applicant is measured by the ability Acuity
to promptly and correctly report sounds at various known ranges, the acuity of the
normal ear under precisely similar conditions having been previously determined.
Speech involves a great variety of combinations—of pitch, accent, inflection and
emphasis. Consequently a scientific speech test involves the preparation of lists of
words based upon an analysis of the elements of whispered and spoken utterance.
This work has been done, and such lists and tests are available.

For testing the ability to remember a series of dictated words
the following lists of words are recommended: A Test for Rote
Memory

Concrete Abstract Concrete Abstract Concrete Abstract
street scope coat time pen law
ink proof woman aft clock thought
lamp scheme house route man plot
spoon form salt phase floor glee
horse craft glove work sponge life

chair myth watch truth hat rhythm
stone rate box thing chalk faith
ground cause mat tact knife mirth

The examiner should repeat these lists of words to the subject one at a time,
alternating the concrete and abstract lists. To insure the presentation of the words
with an even tempo, a metronome may be had by simply swinging a small weight
on a string, having the string of just sufficient length so that the beats come at
intervals of one second. Each word should be pronounced distinctly in time with
the beat of the metronome, but without rhythm. After each list has been
pronounced, have the subject write the list from memory. The lists thus made up
by the subject from memory are then to be inspected with reference to the
following points:

1. Memory errors (omissions and displacements), concrete lists.

2. Memory errors (omissions and displacements), abstract lists.

Every omission counts two errors; every displacement counts two-thirds when the
displacement is by one remove only, one and one-third when by more than one
move.

3. Insertions. These are words added by the subject. They count for two errors
each, unless the added word resembles the word given in sound, in which case it
counts one and one-third.

4. Perseverations. These are reproductions in a given series of words already
given in a previous series. If frequent, this indicates a low order of intelligence,
with weak self-control and poor critical judgment. Each perseveration counts four.

5. Substitution of synonyms, when a word of like meaning but different sound is
substituted for the word given; counts one and one-third.

An approximate determination of the range of vocabulary of
your prospective stenographer can be had by the use of the A Test for Range of
Vocabulary
following comparatively short and simple test.

Hand the applicant a printed slip bearing the list of one hundred words given here
and ask him to mark the words carefully according to these instructions.

Place before each word one of these three signs:

(I) A plus sign (+) if you know the word.

(II) A minus sign (-) if you do not know the word.

(III) A question mark (?) if you are in doubt.

When you have finished, count the marks and fill out these blanks, making sure
that the numbers add to one hundred.

Number known
Number unknown
Number doubtful

abductor decide interim rejoice
abeam deception lanuginose rejoin
abed disentomb lanuginous rejoinder
abet disentrance lanugo rejuvenate
amalgamation disepalous lanyard scroll
amanuensis disestablish matting scrub
amaranth eschar mattock scruff
baron escheat mattress scrunch
baroscope escort maturate skylight
barouche eschalot muff skyrocket
barque filiform muffin skysail
bottle-holder filigree muffle skyward
bottom filing mufti subcutaneous
bottomry fill page sub-let
boudoir gourd pagoda subdue
channel gout paid tenderloin
chant govern pail tendinous
chanticleer gown photograph tendon
chaos hodman photographer tendril
concatenate hoe photography tycoon
concatenation hoecake photo-lithograph tymbal

concave hog publication type
conceal intercede pudding virago
decemvirate interdict puddle virescent
decency interest pudgy virgin

By adding find the total number of "plus" marks on the applicant's slip. Multiply
this number by 280, and you will then have obtained the applicant's absolute
vocabulary.

An absolute vocabulary of twenty thousand words or over may be graded as
excellent; 17,500 to 20,000 words, good; 15,000 to 17,500, fair; and below
15,000, poor.

You should not employ as train-dispatcher a person whose time-reactions indicate
a tendency to confuse associated ideas. The associated ideas may be related in
time, place or a variety of ways, and the memory of one who has an inherent
tendency to substitute an associate for the thing itself is a treacherous instrument.
The tendency to confuse associated ideas can be measured by psychological tests.

Your own knowledge of the work of the world will suggest other employments
besides that of train-dispatcher in which such a test could be used in hiring men to
the improvement of the service.

The employment of psychological tests in the detection of
crime is fast supplanting the brutalities of the "third degree." Crime-Detection by
Psychological Tests
Thus, for example, by the use of highly sensitive instruments we are able to detect
the quickened heart-beat, the shudder, and other evidences of emotion not
otherwise discernible, but due to the deliberate presentation of the details and
evidences of a crime. Though the subject may not himself be aware of the
slightest physical expression of emotion, these signs of a disturbed mentality are
unerringly revealed by the delicate instruments of the psychologist.

In some factories the operative is called upon to
simultaneously keep watch over a large number of parts of a The Factory
Operative's
moving mechanism, and to note and quickly correct a Attention Power
disturbance in any part. Eye and ear must have a wide range,
must be able to take account of a large number of operations widely separated in
space.

TESTING THE RANGE OF VISUAL ATTENTION. PRIVATE
LABORATORY, SOCIETY OF APPLIED PSYCHOLOGY

For the scientific determination of the operative's range of visual attention, the
"disc tachistoscope," shown facing page 106, may be used. This is a form of
short-exposure apparatus. The essential idea is to furnish a field upon which the
subject may for a moment fasten his attention, and then to substitute for this field
another containing certain prepared test-material. This last field is exposed for but
a brief instant and removed, and the subject is then called upon to report all that
he has seen during the last exposure. Tests of this kind have demonstrated that the
range of visual attention is a comparatively constant quantity with each
individual, having but little relation to general ability or intelligence and being but
little affected by practice.

It matters not how painstaking the individual may be, he will fail in a test of this
kind and at work of this kind if the type of attention that Nature gave him is
unfitted for such an "expanded" watchfulness. Yet in any type of work requiring a
focusing of the attention upon a minute operation so as to note nice

discriminations and detect subtle differences, he might prove a most excellent
worker.

The kind of apparatus, the method to be employed and the
place for the experiment are all matters that vary with the Kinds of Testing
conditions of the special problem. The apparatus may be Apparatus
simple and easily devised, or it may be intricate and the result of years of
investigation and a large expenditure of money.

If there seems to you to be anything impracticable in the employment of tests in
the manner we have indicated, please remember that for many years those seeking
employment as railroad engineers have been required to pass tests for color-
blindness, tests just as truly psychological as any that we have here referred to
and differing from them only in respect to the character and complexity of the
qualities tested.

Every calling can be analyzed and the mental elements
requisite for success in that particular line can be scientifically Analysis of
disentangled. Methods for testing the individual as to his Different Callings
possession of any one or all of the mental elements required in any given vocation
may then be devised in the psychological laboratory.

Furthermore, definite and scientific exercises can be formulated whereby the
individual may train and develop special senses, faculties and powers so as the
better to fit himself for his chosen field of work.

The use of the experimental method is new to every
department of science. Crude and occasional experiments have Exercises for
Developing Special
marked the advance of physics, physiology and chemistry, but Faculties
it is only with the recent innovation of the scientific laboratory
that these sciences have made their greatest strides.

The employment of this method in dealing with problems of the mind is
particularly new. So far as we are aware there is no school in all the world that
employs definite and scientific exercises in the discipline and training of its pupils
in power of observation, imagination and memory.

You have now completed a brief survey of the fundamental processes of the mind
and seen something of the practical utility of this knowledge. You have before
you "sense-perceptions," "causal judgments," "classifying judgments," and
"associated emotional qualities" or "feeling tones." Every suggested idea, every

act of reasoning is in the last analysis the product of one or more of these
elementary forms of mental activity.

We shall now go on to consider the operations of these mental processes in
connection with certain mental phenomena.

Our purpose in all this is not to teach you the elements of
psychology as it is ordinarily conceived or taught. Our aim is Principles that
Bear on Practical
to conduct you through certain special fields of psychological Affairs
investigation, fields that within the past few years have
produced remarkable discoveries of which the world, outside of a few specialists,
knows little or nothing. In this way you will be fitted to comprehend the practical
instruction, the application of these principles to practical affairs, toward which
this Course is tending.

Transcriber's Note:
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their corresponding text, or for ease of navigation around paragraphs. Duplicate
chapter headers have been removed from the text version of this ebook and
hidden in the HTML version.

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Contents: Changed UNCONCIOUS to UNCONSCIOUS (UNCONSCIOUS
TRAINING)

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