fication. Obviously, opportunity for increased income is a more satisfactory way of developing a man's industrial efficiency than is the threat of the loss of his job. Interesting the individual in the task itself, work for the sake of work, would be still more constructive.
The influencing of a person through an appeal to his desires is seldom so clear cut and direct a process as the illustrations thus far would perhaps indicate. Actually, the shortest interview may involve calling upon such a variety of motives as to make it hard to classify them. While a knowledge and an understanding of the individual in need of help will usually indicate the appeal that may be most effective, one must frequently rely upon trial and error, stimulating this desire and that, until success is achieved. Often, as with the encouraging of the old gentleman to move to the suburbs, it is impossible to tell what motive has been decisive. Seldom is a man influenced by any one thing. Usually he is moved by a complexity of considerations. The part of the person who would help him is to make sure that all appropriate suggestions have been presented and that he has had the opportunity which the motives carry with them, an opportunity of the greatest
