S E LL I N G T O C O LL E C T I VE B UY E R^69
cipl es by which a selle r m ay turn i t to hi s
ac co un t.
We sh all b e abl e to sec ur e som e ligh t upon
thi s questi on if w e a n alyz e fa shion, sh owing
wh a t i t i s an d h o w i t op era te s. W e shal l do
thi s by i temizin g seve ral of th e m ost p romi
nen t ch a ra ct eri stic s c onc erne d in i ts birth
a n d d evel op men t.(^1). Th e fi rs t i s unive rsality. I t may a tt ach
i tself to any kind of h uma n c onduc tâd res s,
speech , dancing, gai t, h ai r-dressing. A
fu rth e r form o f i t s unive rsal i ty i s th a t it i s
preval en t through o u t th e h uman ra c e. O n
Fifth avenue a n d o n th e pal m-fri n ge d b ea ch
o f a S outh S ea i sl a nd it fl ourish e s wi th e qual
l uxuria nc e an d exube ranc e.
(^2). I t Is no t determined by use ful ness ; in
deed, m any fa shion s thri ve b eca use th ey are
c on sp ic uously no t u seful. F or ex ampl e, o ne
thing th a t m ake s F rench h eel s fa shi onabl e
i s th a t th ey h in de r a w oma n from working
ve ry actively, an d t h us te stify to th e w o rl d
th a t sh e i s a w oma n of l ei sure.
3. A fa shion a t it s i ncep ti on m us t h ave
som e el em en t of newn ess.
(^4). I t ori gi nally rep re sents th e de si re of
som e indivi dual to m a rk him sel f o ff from
o th e rs. If a b elle o n R iverside Drive o r in