such interruptions on the accuracy of work,
difficulties in the way of necessary physical adjustments, and many
other questions that would occur to the practical manager.

The scientific method of approach would first inquire whether there are
any principles derived from previous motion study or other
investigations, that apply to the case in hand. In accord with such
principles it would then proceed, as far as possible, to eliminate
neutral or disturbing third factors and to arrange a test. The results
of the test would lead, either to a continuance of the old practice, or
to the establishment of a new practice for a certain period, after
which, if serious difficulties were not revealed, the new practice
would be definitely installed.

It should be emphasized at this point, that there is a fundamental
difference between investigations or tests which contemplate an
immediate modification of practice and those investigations in which
research--that is, the discovery of new truths--is the sole object.
Tests which are carried on within the business must never lose sight of
the fact that a business is a going concern and that it is
impracticable and usually undesirable to transform a business into a
research laboratory. Scientific methods in business should not be
confused with the larger problem of scientific business research. This
larger task, if undertaken by the individual business concern, is the
work of a separate department. For business generally, it will have to
be conducted either by the Government, or by business-research
endowments. The point at which, in practical business, research should
give place to action is a question that wise counsel and the sound
sense of the trained executive must determine.

An example of the contrast between a scientific and a rule-of-thumb
approach, as applied to a question of major policy, is found in
discussions of the relative advantages of a catalogue and mail-order
policy over against a policy of distribution by traveling salesmen. A
few years ago the head of one of the largest wholesale organizations in
the United States, talking with an intimate friend, expressed fear that
his house, which employed salesmen, might be at a dangerous
disadvantage with its chief competitor, which did an exclusively
mail-order business. The friend comforted him with the assurance that
there are many buyers who prefer to be visited by salesmen and to have
goods displayed before them. This fac