t, and
letting the response be aroused by the combination.

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EXERCISES

1. Outline the chapter.

2. Which of the previous chapters have the closest contacts with
the present chapter?

3. How does the popular conception of hypnotism differ from the
scientific?

4. List 8 acts performed during the day, and arrange them in order
from the most involuntary to the most voluntary.

5. Analyze a complex performance so as to show what in it is voluntary
and what involuntary.

6. Mention an instance of practice changing a voluntary performance
into an involuntary, and one of practice changing an involuntary
performance into a voluntary.

7. If an individual is influenced by two opposing motives, must he
act according to the stronger of the two?

8. Illustrate, in the case of anger, several ways of dealing with a
rejected motive. i.e., in what different ways can anger be
controlled?

9. How would you represent purpose in neural terms? How does
it compare with "mental set"?

REFERENCES

On the importance of self-assertion (and of submission) in will, and
on the relation of conduct to impulse and to reasoning, see
McDougall's _Social Psychology_, Chapter IX, on "Volition", and
Supplementary Chapter I, on "Theories of Action".

For a practical study of the question, how to secure action, see
Walter Dill Scott's _Increasing Human Efficiency in Business_, 1911.

On hypnotism, see Albert Moll's _Hypnotism_, translated by A. F.
Hopkirk; or James's Chapter XXVII in his _Principles of Psychology_,
1890.

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CHAPTER XXI

PERSONALITY

THE INDIVIDUAL AS A WHOLE, INTEGRATED OR PARTIALLY DISSOCIATED

People differ not only in intelligence and efficiency, but in an
intangible something referred to as "personality". If your
acquaintance is applying for a certain position, and has named you as
one of his references, you will be asked by the appointing officer to
tell what you know of the candidate's experience, his knowledge and
skill in the field where he desires a position, his character and
habits, and his _personality_; and in replying you state, if you
conscientiously can, that the candidate has a pleasing and forceful
personality, that he gets on well with superiors, equals and
inferiors, is cooeperative, energetic, ambitious without being selfish,
clean, modest, brave, self-reliant, cheerful, optimistic,
equal-tempered; and you perhaps include here traits that might al