The time has come when a man's knowledge of his business, if the larger success is to be won, must embrace an understanding of the laws which govern the thinking and acting of the men who make and sell his products as well as those others who buy and consume them.
The achievements of the human mind and the human body seem to many to be out of the range of possible improvement through application of any science which deals with these human activities. Muscular strength and mental efficiency seem to be fixed quantities not subject to increase or improvement.
The contention here supported, however, is that human efficiency is a variable quantity which increases and decreases according to law. By the application of known physical laws the telephone and the telegraph have supplanted the messenger boy. By the laws of psychology applied to business equally astounding improvements are being and will be secured. <p 8>
Employers sometimes find that their men are not working well, that they loaf and kill time on every possible occasion. The men are not trying and are indifferent to results. Under such circumstances a new foreman, the dismissal of the poorer workmen, modification of the wage scale or method of payment, or some other device may correct the evil and induce the men to exert themselves.
Again, the men are working industriously and may feel that an increase in output would be injurious to health or even impossible. They think they are doing their best; while the employer himself may feel that he is achieving but little, although he assumes that he is doing as much as it is wise to attempt. For instance, Mr. Taylor, in his studies, found that both employers and men had only a vague conception of what constituted a full day's work for a first-class man. The good workmen knew they could do more than the average; but refused to believe when, after close observation and careful timing of the ele- <p 9> ments of each operation, they were shown that they could accomplish twice or three times as much as their customary tasks.
Actual instances prove that great increase of work and results can be secured by outside stimulus and by conscious effort.
If there is one place where the limit of exertion can be counted upon, it is in an inter- collegiate athletic contest. While taking part in football games, I frequently observed that my team would be able to push the opposing team halfway across the field. Then the tables would be turned and my team would give ground. At one moment one team would seem to possess much superior physical strength to the other; the next moment the equilibrium would be changed apparently without cause. Often, however, the weaker team would rally in response to the captain's coaching. On the field a player frequently finds himself unable to exert himself. His greatest effort is necessary to force himself to work. In such a mental condition a vigorous and enthusiastic appeal from the coach may <p 10> supply the needed stimulus and stir him to sudden display of all his strength.
I recently conducted a series of experiments on college athletes to determine whether coaching could actually increase a man's strength when he was already trying his ``best,'' and whether he could continue to work after he was ``completely exhausted.'' I put each man at work on machines which allowed him to exert himself to his utmost and measured his accomplishment. While he was thus employed, the coach began urging him to increase his exertion. Ordinarily the increase was marked—sometimes as much as fifty per cent.
Again, when the man had exhausted himself without coaching, the extra demand would be made on him; usually he was able to continue, even though without the coaching he had been unable to do any more. There was, of course, a point of exhaustion at which the coaching ceased to be effective.
The tests proved conclusively that when a man is doing what he believes to be his best, he is still <p 11> able to do better; when he is completely exhausted, he is, under proper stimulus, able to continue.