The Bismarck tribune., 1929-04-16
SCIENCE AS APPLIED
TO BUSINESS, TOPIC
AT KIWAN|S lunch
Or. J. V. BreitWieser Promises
lnescapabIe Marriage Pro-
posal at Dinner Tonight

The application OF science to hui
man conduct-thcrefore to business
principally Dr.. Joseph V. Brett
lrrchcon at noon, has progressed to
IA: stage where psychologists have
determined formula for marriage
proposal which the lady to whom it
is addressed positively cannot refuse.
He will announce the formula at the
dinner of the credit association this
evening at the Grand Pacific. Sey-
eral members Of the club Immediately
made arrangements to get tickets to
the dinner They happen not to
be married.
DR.. Breitwiescr was not humorous
except in spots. but he spoke with
rapid flow OF carnestness that held
the batcd attention of the diners.
His revelations OF the extent to which
psychology has entered into the prac-
tices Of salesmansl1ip were SO novel
as to be gripping SO as the
KiwaniS club is made up largely Of
business men.
Began With Insurance
DR.. Breitwieser said science was ap-
piled perhaps earlier to life insurance
than to other business. 1t was ap-
piled there in the form Of mathema-
tics and mortality tables.
The time has come, however, when
1t must be applied to buying as we'll
rs to selling, he said. This will be
due to the high pressure methods
used as in advertising. The buyer
will have to be educated In. and
taught the psychology OF buying.
The whole basis OF both processes.
he said, rests on the human element.
Humans after all are a biological
entity just as responsive psychol-
ogically to stimulate influence as are
chemical elements to the laws of
chemical relations. For that reason
it is necessary to have luncheon sery-
ice clubs whose purpose shall be to
keep the community stimuli going In
the right direction, SO that thus. by
cooperation more people may be
made happier for greater length Of
time than otherwise.
Talks Of University Program
The doctor cited some of the re-
actions developed in variety Of SELL
ing methods. It Is not wise to offer
a choice Of two articles to prospec-
tive buyer, he said The mind of the
buyer tends to become balanced be-
tween the two, like the philosophers S
donkey, which starved to death be-
tween two even piles Of hay. placed
equally distant on opposite sides OF
the animals head, SO that he could
not make up his mind which to cat.
Never offer buyer the choice Of two
houses. or coats or anything. he said.
Use an odd number. The mind thus
will avoid this balanced condition in
which choice is impossible.
DR.. BrcitwicScr also devoted part
OF his talk to what the university is
doing. He IS dean of the educational
division. One Of the new features OF
its work is the training Of teachers
to teach the deaf. North Dakota has
no native teachers in this line so far
and such as are needed, cs at Devils
Lake, have to BE- brought in.
Attendance Falling Short
Arthur B. SoccnSon won the at
tendance prize. This brought up the
record Of nine weeks in the district
attendance contest. There is another
week for this to run, and SO far the
percentages OF the local club have
been 8S.6, 81. 86.8, 80, 94.7. 92.5, 81,
IS and 835.
T. F. Kinn1an. of Fargo. district
sales manager of the Chevrolet Mo-
tor Sales company. was guest; also
J. H. Killing, manager Of the Bis
marck- -Mandan Credit association,
who was present with DR.. Breitwie5er
as an associate guest.
Fred Jan:onius presided as chair
man Of the day.
President Worth Lumry announced
that he and Secretary Jess Melton
would be absent next week at dis
trict meeting.