“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:
The young man looking forward to a career sees that the man who has unusual ability in handling men is sure to attain the position of superintendent or manager; but that the man who has great cunning in handling material things is not thereby assured of a position above that of a skilled mechanic.”

Source: Influencing men in business, 1911, p. 9; Chapter 1 Introduction, lead paragraph

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Walter Dill Scott12

President of Northwestern university and psychologist 1869–1955

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