Psychological Aspects Of Business (Paperback)

PSYCHOLOGICAL ASPECTS OF BUSINESS PSYCHOLOGICAL ASPECTS OF BUSINESS BY EDWARD K. STRONG, JR. Professor of Psychology, Graduate School of Business, Stanford University, Author of Relative Merit of Advertisements, Psychology of Selling Life Insurance, 11 Psychology of Selling and Advertising, Change of Interest with Age Coauthor of Personnel System of the United States Army FIRST EDITION TENTH IMPRESSION McGRAW-HILL BOOK COMPANY, INC. NEW YORK AND LONDON 1938 To MY WIFE whose devotion and help have made this work possible PREFACE The chief theme of this book is influencing others. It is an activity common to nearly all the relationships existing between two or more people. We think of it ordinarily as characteristic of selling, advertising, and propaganda. But it is present in the relationships of husband-wife, parent-child, teacher-pupil, employer-employee, and all the rest. Society has advanced beyond the stage of owner-slave so that in the relationships of boss-workman, officer-enlisted man, and dictator-follower there is today far more influencing and persuasion than is customarily realized. Tomorrow there will be even less ordering and more persuading. Influencing another is primarily a psychological problem. It is important to know the principles underlying this function and the techniques that arc useful in carrying it out. All this is valuable, not only in order to influence others, but also in order to protect oneself against being unduly influenced by others. The same principles underlie all influencing but there is a great variety of techniques which are used, depending upon the particular situation. Some attention has been given the latter, especially in the field of personalselling, but the primary emphasis throughout is upon the principles of influencing, whether these involve the seller-buyer relationship in advertising or selling, the agitator-follower relationship in propaganda, or the employer-employee relationship in industrial relations. Among the functions of a leader there are three of paramount importance, namely to sense the problems that confront the group, to find ways of solving them, and to lead the group to put the solutions into operation. It is relatively easy to find men who can solve a problem once it is stated. It is much more difficult to find men who can sense a problem before it has been recognized or to secure the necessary cooperation in order to put the solution into operation. Much of our educational procedure consists in presenting answer able problems to students and in teaching them how to find the correct solutions. This probably accounts for the relative ease of solving stated problems as compared with the other two functions. This text has for its chief theme how to influence others, and will, it is hoped, supply a lack in our educational program and increase our viii PREFACE understanding of how to get people to cooperate in the execution of solutions. The author confesses he does not know how to go to work to train people to sense the existence of problems. Possibly the process is comparable to that of inventing and is to be expected in only a few people with peculiar natural gifts. It is possible, however, that far more people could perform this function if they were trained for it. Possibly one way of teaching them is to call their attention to problem after problem that has not been solved and so to get themaccustomed to thinking about problems whether or not they can solve them. It is with this thought in mind that the author has introduced in the text many problems for which he doesnt know the answer. Parts I to IV of this book are a thorough revision of the authors Psychology of Selling and Advertising published in 1925. Much of the earlier material has been condensed and a very considerable amount of new material has been added the two chapters on Con sumer Research and Propaganda being almost entirely new...

General

Imprint:	Read Books
Country of origin:	United Kingdom
Release date:	March 2007
First published:	March 2007
Authors:	Edward K Strong
Dimensions:	216 x 140 x 35mm (L x W x T)
Format:	Paperback - Trade
Pages:	640
ISBN-13:	978-1-4067-4741-6
Categories:	Books > Social sciences > Psychology > General Promotions
LSN:	1-4067-4741-6
Barcode:	9781406747416

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