The Mind of the Buyer

(^144) T H E M IN D O F T HE B UY E R
c alling up seve ral idea - system s i n t urn, whil e
th e i ndividual c ogita t es abo u t th e m a tte r an d
deba t es fo r a n d a gai nst t h e suggeste d a c tion.
In stinctive a ction , h ow eve r, being alrea dy
i nh e ren t i n th e organism , requires no a ppre
ciabl e ti m e for organiza tion. We sh all p res
en tly p oi n t ou t th e prac tical significanc e o f
t his i n selling.
(^4). O u r defini tion nex t desc ribes a n instinc
tive ac t a s o ne which th e indivi dual may
p erform with out knowl edge of th e en d. F o r
exa mple, wh e n on e t urn s pal e i n fea r, h e may
be awa re of th e fac t, bu t m ay no t see any
goo d p urpose i n i t. In fac t, h e m ay rega rd
i t a s detrim ental. N ow, th ough th e end of
palin g in fea r m ay no t b e a ppa rent th e re is
p rob ably a n e nd th ere, or th ere h a s b een at
som e tim e i n m a n’s histo ry. I t probably
serv e s i n som e way to p rese rve life. H o w
c an p aling b e c onne c te d wi th th e p re serv ati on
o f li fe? Le t u s reaso n i t o ut, following
D a rwin, o n th e ba si s of th e dist rib uti on o f
t h e bl o od. At time of fea r, wh a t is th e p oliti c
thing to do " R un away. B u t to run re
q ui re s a sud de n a c ce ss o f stre ngth in th e
m uscl es of th e l egs. To b ri ng this st rengt h,
bl oo d i s n ee de d th ere. N a ture p rovi de s fo r
thi s by withdrawing blood from p ortion s of