Psychologists From The United States

"By the basis of power we mean the relationship between O and P which is the source of that power. It is rare that we can say with certainty that a given empirical case of power is limited to one source. Normally, the relation between O and P will be characterized by several qualitatively different variables which are bases of power (30). Although there are undoubtedly many possible bases of power which may be distinguished, we shall here define five which seem especially common and important. These five bases of O's power are:"

"under reward power, communications are likely to consist of promises and exchanges of information regarding the positive outcomes each side has in store for the other, thus increasing the likelihood of a mutually satisfactory agreement."

"In evaluating the adequacy of the sampled and anticipated outcomes of a relationship, the members of a dyad will have need for some kind of standard or criterion of the acceptability of outcomes. At least two important kinds of standard for such an evaluation can be identified. To try to make the distinction between these two standards as intuitively clear as possible, we may begin by saying that the first of these, called the comparison level (or CL), is the standard against which a member evaluates the 'attractiveness' of the relationship or how satisfactory it is. The second, called the comparison level for alternatives (or CLalt), is the standard the member uses in deciding whether to remain in or to leave the relationship."

"Interaction may begin for quite different reasons. One or both persons may know something about the other and, on the basis of this information, may (anticipate that interaction would yield good outcomes. This would result in a deliberate decision to seek out the other person and interact with him. Under other circumstances the two persons may be thrown together by the operation of factors beyond their control. Their jobs may bring them together, common friends may introduce them, or residence in the same neighborhood may result in a chance meeting. In these instances interaction is begun in response to the immediate situation without any necessary anticipation of the possible consequences by either participant."

"The selecting of men is one of the important functions in business and yet one that has not received much scientific attention. I feel sure that the time is ripe for action for two reasons. The psychologists have during the past few years made distinct advance in Mental Tests. My proposal is this: You get from your Class A members data as to their methods of selecting men. Any statements as to actual experience and as to principles or methods will be very valuable. I would make a study of these data and would have some of the men from our School of Commerce go over them with me. We would try to criticize them constructively. Perhaps we could make some suggestions that would be worth while. We would try to indicate the good points used and thus be of assistance to all members of the organization."

"There was a dearth of psychologists familiar with business operations. I finally persuaded Northwestern University to loan us Walter Dill Scott, who took up his duties in Pittsburgh on June 1, 1916, as the first American professor of applied psychology. His personal leadership coupled with his scientific preoccupations and his shrewd insight into business affairs were invaluable in this movement to study live problems in management by the methods of psychology."

"If they (the ) had not been (aware of human problems involved) — and Taylor either failed to encounter, or to recognize the significance of, the early work in industrial psychology contributed by Walter Dill Scott, Hugo Munsterberg, and others — there was the amazing fact that one of them, Frank Bunker Gilbreth, happened to fall in love with a girl who was a psychologist by education, a teacher by profession, and a mother by vocation. I know of no occurrence in the whole history of human thought more worthy of the epithet "providential" than that fact. Here were three engineers — Taylor, Gantt, and Gilbreth — struggling to realize the wider implications of their technique, in travail with a "mental revolution," their great danger that they might not appreciate the difference between applying scientific thinking to material things and to human beings, and one of them married Lillian Moller, a woman who by training, by instinct, and by experience was deeply aware of human beings, the perfect mental complement in the work to which they had set their hands."

"The man with the proper imagination is able to conceive of any commodity in such a way that it becomes an object of emotion to him and to those to whom he imparts his picture, and hence creates desire rather than a mere feeling of ought."

"I will show how a model might be applied to social control, and then more specifically focus on religions as mechanisms of social control."

"This is a report of an actual industrial experiment designed to determine why workers resisted job changes and what could be done about the problem. The research arose out of the need to change industrial operations to meet competitive conditions and was instituted after earlier incentives and propaganda procedures had proved ineffectual."

"The processes of power are pervasive, complex, and often disguised in our society."

"The initial step in stating a theory of procedure is to recognize the fundamental dichotomy between the potential dispute resolution objectives of "truth" and "justice." This dichotomy, we suggest, is the necessary result of differences in the type of conflict involved in the dispute."

"It has always been characteristic of American Industry to change products and methods of doing jobs as often as competitive conditions or engineering progress dictates. This makes frequent changes in an individual's work necessary. In addition, the markedly greater turnover and absenteeism of recent years result in unbalanced production lines which again makes for frequent shifting of individuals from one job to another. One of the most serious production problems faced at the Harwood Manufacturing Corporation has been the resistance of production workers to the necessary changes in methods and jobs. This resistance expressed itself in several ways, such as grievances about the piece rates that went with the new methods, high turnover, very low efficiency, restriction of output, and marked aggression against management. Despite these undesirable effects, it was necessary that changes in methods and jobs continue."

"Some time ago a tailor in Chicago was conducting a vigorous advertising campaign. I did not suppose that his advertising was having any influence upon me. Some months after the advertising had begun I went into the tailor's shop and ordered a suit. While in the shop I happened to fall into conversation with the proprietor and he asked me if a friend had recommended him to me. I replied that such was the case. Thereupon I tried to recall who the friend was and finally came to the conclusion that this shop had never been recommended to me at all. I had seen his advertisements for months and from them had formed an idea of the shop. Later, I forgot where I had received my information and assumed that I had received it from a friend who patronized the shop. I discovered that all I knew of the shop I had learned from advertisements and I doubt very much whether I ever read any of the advertisements further than the display type. Doubtless many other customers would have given the same reply even though, as in my case, no friend had spoken to them concerning the shop."

"One young lady asserted that she had never looked at any of the cards in the cars in which she had been riding for years. When questioned further, it appeared that she knew by heart almost every advertisement appearing on the line (Chicago and Evanston line), and that the goods advertised had won her highest esteem. She was not aware of the fact that she had been studying the advertisements, and flatly resented the suggestion that she had been influenced by them. Some of the goods advertised were known to her only by these advertisements, yet she supposed that they had nothing to do with her esteem of the goods. She supposed that she had always known them, that they were used in her home, or that they had been recommended to her. She did not remember when she had first heard of them."

"Success or failure in business is caused more by mental attitude even than by mental capacity."

"The senses (the organs of sight, sound, taste, smell, temperature, and touch) are the guardians of the body, and whatever appears good to these sentinels is instantly desired, and ordinarily such things tend to the preservation and furtherance of the welfare of the body, but we choose them simply because they appear pleasing and not for ulterior ends."

"Mental attitude is more important than mental capacity"

"Advertising is a serious thing with the businessman of to-day. It is estimated that the businessmen of the United States are spending $600,000,- a year in printed forms of advertising. Furthermore one authority claims that seventy-five per cent, of all this is unprofitable. Every business man is anxious that no part of these unprofitable advertisements shall fall to his lot. The enormity of the expense, the keenness of competition, and the great liability of failure has awakened the advertising world to the pressing need for some basis of assurance in its hazardous undertakings."

"Man has been called the reasoning animal but he could with greater truthfulness be called the creature of suggestion. He is reasonable, but he is to a greater extent suggestible."

"During the last few decades the business world has brought about a complete revolution in the methods of manufacturing, distributing and selling goods. That the revolution is beneficial and important no businessman will deny. But however important'these things? are, the business man realizes that his most pressing problem is methods of influencing and handling men rather than things:"

"If they (the ) had not been (aware of human problems involved) — and Taylor either failed to encounter, or to recognize the significance of, the early work in industrial psychology contributed by Walter Dill Scott, Hugo Munsterberg, and others — there was the amazing fact that one of them, Frank Bunker Gilbreth, happened to fall in love with a girl who was a psychologist by education, a teacher by profession, and a mother by vocation. I know of no occurrence in the whole history of human thought more worthy of the epithet "providential" than that fact. Here were three engineers — Taylor, Gantt, and Gilbreth — struggling to realize the wider implications of their technique, in travail with a "mental revolution," their great danger that they might not appreciate the difference between applying scientific thinking to material things and to human beings, and one of them married Lillian Moller, a woman who by training, by instinct, and by experience was deeply aware of human beings, the perfect mental complement in the work to which they had set their hands."

"1913: Hugo Münsterberg’s Psychology and Industrial Efficiency — presents a scientific study of human behavior in the work environment; analysis of individual differences."

"Munsterberg's Congress program seems to me to be sheer humbug."

"Goods offered as means of gaining social prestige make their appeals to one of the most profound of the human instincts. In monarchies this instinct is regarded as a mere tendency to imitate royalty. In America, with no such excuse, the eagerness with which we attempt to secure merchandise used by the "swell and swagger" is absurd, but it makes it possible for the advertiser to secure more responses than might otherwise be possible.. As an illustration of this fact we need but to look at the successful advertisements of clothing, automobiles, etc. The quality of the goods themselves does not seem to be so important as the apparent prestige given by the possession of the goods."

"WE have placed our psychotechnical interest at the service of economic tasks... The purpose before us was to find for every economic occupation the best-fitted personality, both in the interest of economic success and in the interest of personal development."

"Social power [is the] potential influence, the ability of a person or group to induce or prevent change in another. Social control [is] the process by which members of a social entity are influenced to adhere to values and principles of proper behavior deemed appropriate for that social entity."

"From the point of view of factory management, there were two purposes to the research: (1) Why do people resist change so strongly? and (2) What can be done to overcome this resistance?"

"An efficient and contented employee has a positive money value to any employer. To hold him and keep him efficient, his personal comfort and needs should be considered in every way not detrimental to the company's interests."

"Ethics could teach us only those purposes and ideals. If the teachers seeks insight into the means by which the aim can be reached, into the facts by which the child can be molded, his way must lead from ethics to psychology. (...) Water flows downhill, anyhow, but to bring the water uphill hydraulic forces are indeed necessary. To overcome nature and instead to prepare for a life of ideals, to inhibit personal desires and instead to learn to serve the higher purposes indeed demands most serious and most systematic efforts. It is the teachers' task to make these efforts with all his best knowledge of mind and body, of social and of cultural values."

"Our aim is to sketch the outlines of a new science which is to intermediate between the modern laboratory psychology and the problems of economics: the psychological experiment is systematically to be placed at the service of commerce and industry. So far we have only scattered beginnings of the new doctrine, only tentative efforts and disconnected attempts which have started, sometimes in economic, and sometimes in psychological, quarters. The time when an exact psychology of business life will be presented as a closed and perfected system lies very far distant. But the earlier the attention of wider circles is directed to its beginnings and to the importance and bearings of its tasks, the quicker and the more sound will be the development of this young science. What is most needed to-day at the beginning of the new movement are clear, concrete illustrations which demonstrate the possibilities of the new method. In the following pages, accordingly, it will be my aim to analyze the results of experiments which have actually been carried out, experiments belonging to many different spheres of economic life. But these detached experiments ought always at least to point to a connected whole; the single experiments will, therefore, always need a general discussion of the principles as a background. In the interest of such a wider perspective we may at first enter into some preparatory questions of theory. They may serve as an introduction which is to lead us to the actual economic life and the present achievements of experimental psychology"

"The knowledge of nature and the mastery of nature have always belonged together."

"Applied psychology can, therefore, speak the language of an exact science ill its own field, independent of economic opinions and debatable partisan interests."

"The inner labor, the inner values, and the inner difficulties and frictions are too often unknown to those who decide for a vocation, and they are unable to correlate those essential factors of the life-calling with all that nature by inheritance, and society by surroundings and training, have planted and developed in their minds."

"The theorists of scientific management seem to think that the most subtle methods are indispensable for physical measurements, but for psychological inquiry nothing but a kind of intuition is necessary."

"Only the subtle psychological individual analysis can overcome the superficial prejudices of group psychology."

"On the basis of the preliminary theory that resistance to change is a combination of an individual reaction to frustration with strong group-induced forces it seemed that the most appropríate methods for overcoming the resistance to change would be group methods"

"Parents control their children in the interests of the family, universities exercise control over professors and students, government exercises control over citizens, and religions control their adherents... Society's need for social control was stated most dramatically by Hobbes (1651/1958), who observed that in the "natural" state (without social control), as each person attempted to satisfy his/her individual needs and desires at the expense of others, humankind would be in a war of all against all, such that life would be "nasty, brutish, and short.""

"Manifest bases for conflict may be there in actual inequities in education, but the possibilities for conflict are further increased as the result of underlying factors transferred from other situations."

"Attributional research shows that attributions affect our feelings about past events and our expectations about future ones, our attitudes toward other persons and our reactions to their behavior, and our conceptions of ourselves and our efforts to improve our fortunes."

"Tension between two or several social entities (individual, group or organizations) which arises from incompatibility of actual or desired responses."

"Harold Kelley’s long-term relationship with John Thibaut, from 1953 until Thibaut’s demise in 1986, is considered an exemplary model of scientific collaboration. It began with their being invited to write a major chapter on group problem-solving and process for the Handbook of Social Psychology (1954). That chapter, updated in 1968, not only became a major resource in that field, but it led them to a separate volume, The Social Psychology of Groups (1959), which became one of the most influential works in social psychology. Although Kelley was ordinarily modest in referring to his work, he aptly described the result as “a stable focus on phenomena at the group level…hitting upon a comprehensive and systematic theory, the elements of which others might regard as mundane, but the combinatorial nature of which brings order to numerous interpersonal and intergroup phenomena.” A second volume, Interpersonal Relations: A Theory of Interdependence, elaborating and extending the original analysis, was published in 1978."

"SALIENCE The notion here is that an effect is attributed to the cause that is most salient in the perceptual field at the time the effect is observed."

"PRIMACY The general notion here is that a person scans and interprets a sequence of information until he attains an attribution from it and then disregards later information or assimilates it to his earlier impression."

"Kelley’s (1967) paper on attribution theory in social psychology is generally considered the first systematic and general treatment of lay causal explanations. Kelley’s self-ascribed goal in the paper was “to highlight some of the central ideas contained in Heider’s theory” (Kelley, 1967, p. 192). Specifically, the two central ideas on which Kelley focused were:"

"under reward power, communications are likely to consist of promises and exchanges of information regarding the positive outcomes each side has in store for the other, thus increasing the likelihood of a mutually satisfactory agreement."

"The concepts of social power and social control are closely interrelated, since the process of social control involves the exercise of the bases and resources of power. But both terms also have their negative and even threatening connotations. All of us, or at least most of us, like to think that we are independent agents, and being subjected to social power restricts that sense of independence. The thought of being "socially controlled" also brings forth strong negative feelings. Yet, when we consider it more carefully, power and influence are part of our everyday interaction and contribute to individual and collective benefit. Similarly for social control."

"The last decade has seen a great deal of research on the perception of causation and the consequences of such perception. Conducted primarily within social psychology, the focus has been the perceived causes of other persons' behavior. A parallel analysis has been made of the perceived causes of one's own behavior, and the liveliest recent topic has concerned differences between other-perception and self-perception. The study of perceived causation is identified by the term "attribution theory," attribution referring to the perception inference of cause. As we will see, there is not one but many attribution "theories" and the term refers to several different kinds of problem. The common ideas are that people interpret behavior in terms of its causes and that these interpretations play an important role in determining reactions to the behavior."

"A majority of all grievances presented at Harwood have always stemmed from a change situation."

"A person is known by the behavior he displays consistently. An experiment by Himmelfarb (1972) makes the important point that consistency in other persons' characterizations of an actor carries more weight if they are based on observations in dissimilar rather than similar situations. The other side of the coin is that a person's inconsistent behavior is attributed not to him but to circumstances."