The Psychology of SalesmanshipAtkinson, William Walker
Science
The Psychology of Salesmanship
Atkinson, William Walker
Selling -- Psychological aspects
IV. _Associated Interest._ This mental state is a higher form of
interest than Curiosity. It is a practical interest in things relating
to one's interests in life, his weal or woe, loves or hates, instead of
being the mere interest in novelty of Curiosity. It is an acquired
trait, while Curiosity is practically an instinctive trait. Acquired
Interest develops with character, occupation, and education, while
Curiosity manifests strongly in the very beginnings of character, and
before education. Acquired Interest is manifested more strongly in the
man of affairs, education and experience, while Curiosity has its
fullest flower in the monkey, savage, young child and uncultured adult.
Recognizing the relation between the two, it may be said that Curiosity
is the root, and Associated Interest the flower.
Associated Interest depends largely upon the principle of Association or
Apperception, the latter being defined as "that mental process by which
the perceptions or ideas are brought into relation to our previous ideas
and feelings, and thus are given a new clearness, meaning and
application." Apperception is the mental process by which objects and
ideas presented to us are perceived and thought of by us in the light of
our past experience, temperament, tastes, likes and dislikes,
occupation, interest, prejudices, etc., instead of as they actually are.
We see everything through the colored glasses of our own personality and
character. Halleck says of Apperception: "A woman may apperceive a
passing bird as an ornament to her bonnet; a fruit grower, as an insect
killer; a poet, as a songster; an artist, as a fine bit of coloring and
form. The housewife may apperceive old rags as something to be thrown
away; a ragpicker, as something to be gathered up. A carpenter, a
botanist, an ornithologist, a hunter, and a geologist walking through a
forest would not see the same things." The familiar tale of the
text-books illustrates this principle. It relates that a boy climbed up
a tree in a forest and watched the passers-by, and listened to their
conversation. The first man said: "What a fine stick of timber that tree
would make." The boy answered: "Good morning, Mr. Carpenter." The second
man said: "That is fine bark." The boy answered: "Good morning, Mr.
Tanner." The third man said: "I'll bet there's squirrels in that tree."
The boy answered: "Good morning, Mr. Hunter." Each and every one of the
men saw the tree in the light of his personal Apperception or Associated
Interest.
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