"rich,"--some in extraordinary measure. Did many of them
attribute this to the fact that there was a "sellers' market"
caused by the conditions over which the individual business man
had no control? On the contrary, the overwhelming majority quite
complacently attributed the success (which later proved
ephemeral) to their own ability.


Therefore, in estimating the character of any individual, one
must ask into the nature of his environment, the traits and
teachings of the group from which he comes and among whom he has
lived. To understand any one this inquiry must be detailed and
reach back into his early life. Yet not too much stress must be
laid upon certain influences in regard to certain qualities. For
example, the average child is not influenced greatly by
immorality until near puberty, but dishonesty and bad manners
strike at him from early childhood. The large group, the small
group, family life, gang life influence character, but not
necessarily in a direct way. They may act to develop counter-
prejudices, for there is no one so bitter against alcoholism as
the man whose father was a drunkard and who himself revolts
against it. And there is no one so radical as he whose youth was
cramped by too much conservatism.

One might easily classify people according to their reaction to
reward, praise, punishment and blame. This would lead us too far
afield. But at least it is safe to say that in using these
factors in directing conduct and character the individual must be
studied in a detailed way. The average child, the average man and
woman is found only in statistics. Everywhere, to deal