(^148) T H E M IN D O F T HE B U Y E R
c uriosity. Th ose which p rovide fo r the
c ontin uanc e o f th e ra c e and family” ; such a s,
m a ting, p rote c tio n o f h om e a n d of yo ung.
Th os e which m ake fo r th e welfa re of th e
t rib e o r social uni t” ; such a s gre ga ri ousness,
imit a ti on. “ S om e of th e a ct s belong to m ore
th a n o ne cla ss— in fac t, no one of th e secon d
o r thi rd woul d b e p ossibl e wi th o u t th e fi rs t
—b u t th e divi si on i s c onvenien t in gene ral
a nd may serve a s a guide th ro ugh th e maze. ”
It s value in the sale. O ut of this disc ussion
of th e ch a ra c te ristic s o f in stin c tive a ction,
m odifie d by t he a cknowledgment th a t a dult
instinc tive a c tio n i s usually a ss ocia te d wi th
ac quire d forms o f a c tion, t h e rea de r m ay
em e rge with a t l eas t on e cl e a r i dea, nam ely
tha t. th e a ction s of a. b uye r h ave tw o s ourc es
in divi dual exp erience s an d ra cial expe rience s.
Th ough th e two a re no t separa te in thei r
effec t s up o n h um an con duc t, still th ose o f
th e sec o nd cla s s a re probably th e one s up on
w hi ch th e selle r may d ep end m ore fi rmly i n
m oving th e will of th e b uye r. Th eir sup e ri or
s trength lie s i n th e foll owi ng fac ts :
R elativ ely more certain. Instinc tive a c ti on,
b eing th e imp rin t of th o usand s of experi enc e s
up on th ou sa nd s of a nc esto rs, i s fi rmly fixe d
within a n indivi dual ; h ence, th e approp riat e
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