Food and air are the first essentials of this restoration. Indirectly the perfect working of all the bodily organs contribute to the process --especially deepened breathing, heightened pulse, and increase of bodily volume due
to the expansion of the blood vessels running just beneath the skin.
_Here pleasure enters. Its effect on the expenditure of energy is to make muscle and brain cells more available for consumption, and particularly to hasten the process of restoration or recuperation_.
The deepened breathing supplies more air for the oxidation of body wastes. The heightened pulse carries nourishment more rapidly to the depleted tissues and relieves the tissues more rapidly from the poisonous wastes produced by work. The body, the machine, runs more smoothly, and fewer stops for repairs are made necessary.
In addition to these specific functions, pleasure hastens all the bodily processes which are of advantage to the organism. The hastening may be so great that recuperation keeps pace with the consumption consequent on efficient labor, with the result that there is little or no exhaustion. This is in physiological terms the reason why a person can do more when he ``enjoys'' his work or play, and can
continue his efforts for a longer period without fatigue. The man who enjoys his work requires less time for recreation and exercise, for his enjoyment recharges the storage battery of energy.
Not only can I endure more and achieve
more when I take pleasure in the task, but I
can also secure better results from others by
providing for their interest and for their pleasure
in what they are doing. This is a fact
which wise merchants and employers have
felt intuitively, but in most instances the
principle has not been consciously formulated.
High-grade stores do much to add to the pleasure
of their customers. Every resource of art
and architecture is employed to make store
rooms appeal to the
_The most successful establishments in the
world are the ones which do most to please their
patrons--not by cutting prices or simply by
supplying better goods, but by expediting and
making more pleasant the purchase of goods_.
They have discovered that customers inducted
into a beautiful shop and surrounded
by tactful obliging clerks are more willing to
buy and are more likely to be satisfied with
what they purchase. By adding to their patrons'
comfort and pleasure they are able to
accomplish more than by any other selling
argument. In like manner, restaurants and
hotels have learned that splendid rooms, flowers,
spotless linen, well-dressed and courteous
waiters, good furniture, and so on, all attract
customers and induce them to order more
generously.
Lawyers find in trying cases that it is quite
essential to regard the mood of clients, juries,
and judges. The pleased man is not suspicious;
he does not hesitate in coming to a conclusion,
and he is not likely to impute evil
motives to the actions of others. As has been
well said by Dickens, when speaking from the
viewpoint of the defendant, ``A good, contented,
well-breakfasted juryman is a capital
thing to get hold of. Discontented or hungry
jurymen always find for the plaintiff.''
The salesman with a pleasing personality
is able to sell more goods than others less
happily endowed. Some salesmen try to supplement
this power--or supply the lack of a
pleasing personality--by ``jollying'' the possible
customer in various ways. Dinners,
theaters, cigars, and various other devices
are thus used, and in many instances with success.
Modern business employs such methods less
and less, chiefly because the customer recognizes
the purpose of the attempt, and either
refuses to accept the ``hospitality'' or is on
his guard to resist the effect.