The Mind of the Buyer

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(^92) T H E M IN D O F T H E B UY E R
c ording a s h e i s c onfront ed with a n obj ec t
which i s pl easing o r di spl ea sin g. S ome tim es
hi s m ovem ent s of expansion and re trac tion
a re ea sily disc e rnibl e. A t oth e r tim es th ey
a re minut e, a n d p erc eptibl e only by m ean s of
delica te m ea surin g instrument s. F o r th ough
i n th e c ou rse o f o ur civilized exist enc e w e
l ea rn to co nc eal o ur outwa rd m anifes ta tion s
of feeling, we rarely suc cee d i n repressing th e
inne r ones. Th ey occ ur with o ut th e interp o s^1
tion of th e will. And th ey form a l a rge m a
j o rity of th e sign s of unpl easa nt ness. Th ey
are, a s w e say, ins tinc tive β€”to b e more th or
oughly di sc usse d i n Ch ap te r X I. Th ough w e
shall not e nume rate th em h e re, w e sh all in
dica te th ei r a stoni shing m ul tiplicity by men
tio ning a few. I t i s well known th a t th e
sweat gl ands a n d sa liva gla n ds a re affec te d
by st rong feelin g. O th e r gl ands no t so wel l
k now n are al s o a roused, such a s th e thyroid,
pi tuita ry, pineal, a drenal. Change s al so
oc cur i n th e circ ul at ory system ; th e h ea rt
beats ch an ge in ra te ; a nd th e a rt eri es expan d
a s in bl ushing, o r c on tract a s i n paling. El ec
tric disturb ance s oc cur~ man b ein g a so rt
o f el ec tri c ba ttery. Ch emical rea c ti ons oc c ur.
Is thi s no t proved by' th e fac t th at th e h air
m ay turn whit e i n a si ngl e nigh t?

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