Produced by Rick Niles, Karen Dalrymple, and the Online Distributed Proofreading Team. PSYCHOLOGY AND INDUSTRIAL EFFICIENCY BY HUGO MÜNSTERBERG BOSTON AND NEW YORK HOUGHTON MIFFLIN COMPANY The Riverside Press Cambridge 1913 TO HAROLD F. McCORMICK PREFATORY NOTE This book corresponds to a German book, which I published a few months ago, under the title _Psychologie und Wirlschaftsleben: Ein Beitrag zur angewandten Experimental-Psychologie_ (Leipzig: J.A. Barth). It is not a translation, as some parts of the German volume have been abbreviated or entirely omitted and other parts have been enlarged and supplemented. Yet the essential substance of the two books is identical. CONTENTS INTRODUCTION I. APPLIED PSYCHOLOGY II. THE DEMANDS OF PRACTICAL LIFE III. MEANS AND ENDS I. THE BEST POSSIBLE MAN IV. VOCATION AND FITNESS V. SCIENTIFIC VOCATIONAL GUIDANCE VI. SCIENTIFIC MANAGEMENT VII. THE METHODS OF EXPERIMENTAL PSYCHOLOGY VIII. EXPERIMENTS IN THE INTEREST OF ELECTRIC RAILWAY SERVICE IX. EXPERIMENTS IN THE INTEREST OF SHIP SERVICE X. EXPERIMENTS IN THE INTEREST OF TELEPHONE SERVICE XI. CONTRIBUTIONS FROM MEN OF AFFAIRS XII. INDIVIDUALS AND GROUPS II. THE BEST POSSIBLE WORK XIII. LEARNING AND TRAINING XIV. THE ADJUSTMENT OF TECHNICAL TO PSYCHICAL CONDITIONS XV. THE ECONOMY OF MOVEMENT XVI. EXPERIMENTS ON THE PROBLEM OF MONOTONY XVII. ATTENTION AND FATIGUE XVIII. PHYSICAL AND SOCIAL INFLUENCES ON THE WORKING POWER III. THE BEST POSSIBLE EFFECT XIX. THE SATISFACTION OF ECONOMIC DEMANDS XX. EXPERIMENTS ON THE EFFECTS OF ADVERTISEMENTS XXI. THE EFFECT OF DISPLAY XXII. EXPERIMENTS WITH REFERENCE TO ILLEGAL IMITATION XXIII. BUYING AND SELLING XXIV. THE FUTURE DEVELOPMENT OF ECONOMIC PSYCHOLOGY NOTES INDEX PSYCHOLOGY AND INDUSTRIAL EFFICIENCY INTRODUCTION I APPLIED PSYCHOLOGY