The Psychology of the Business Man 293 



our fellow creatures. They are simply the extreme products 

 of their strong heredity of activity and success, as developed 

 in the beating environment of business competition. 



Two more emotional traits are specially characteristic of the 

 business man. One trait is his buoyant optimism. His belief 

 that "it'll turn out all right" is almost unlimited. Even when 

 his bank account is overdrawn and he does not know where 

 the next dollar is coming from, he will give every stre-et- 

 greeter the confident assurance that his business is a ''fine 

 proposition." The pressure of the rent and collection agent 

 cannot phase the shop keeper's confidence that he is all right 

 any more than the lowering stock pointer or the losing gamb- 

 ling run can cool the better's confidence in his luck. And 

 what is often so pathetic to observe is that, as a result of the 

 business man's being rarely honestly content with his present 

 stage of business, he exists largely by discounting his future 

 "Great Expectations." A mighty business chorus never tires 

 of stoutly singing — ''There's a good time coming." While this 

 optimism is sometimes merely a deceptive keeping up of ap- 

 pear.mces for the sake of credit or advertisement, it seems 

 more often a genuine self-confidence and unconquerable belief 

 in one's own city and country. The high bodily tension and 

 vigorous health of the business man, — even if he does therebv 

 run down and wear out a score of years earlier than he should, 

 — is of course the physical basis of this undaunted optimism 

 which is so powerfully infectious. What a picture of this 

 American trait Dickens again has given in his jolly Mark Tap- 

 ley during his business experience in the wilderness Utopia of 

 Eden. 



Along Vv'ith this optimism is seen the other emotional trait 

 of good nature. Just as the discouraged business man is 

 quickly relegated to the care of his relations, so the recluse, un- 

 friendly, or sour business man cannot exist under competition. 

 Formerly, when the isolated shoemaker, tailor, or country store 

 keeper had a monopoly of his district's trade, he could main- 

 tain some unpleasant personal idiosyncracies. But now the 

 competition man of business has to fulfill the apostolic injunc- 

 tion, — '"Be all things unto all men." Without the obsequious- 

 ness of the Europeans the American business man has a 

 friendly face, cheerful greeting, and accommodating ways to 

 all men. The book seller, insurance solicitor, or floor walker 



