He found that many of them are content when
their wage covers a sum which represents for them their personal
requirements; that they cannot interest them in trying for more. On
that account the manager takes up the case of the individual girl to
see if her ambition to earn more money cannot be stimulated. They find
sometimes that a mother requires her daughter to give in her whole
wage at the end of the week and that the girl has no pleasure in the
spending of it; they visit the mother and persuade her to let the girl
keep a proportion of her wage and point out to the mother that she is
limiting the girl's ambition. They also find girls who have entire
control over the spending of their wages, who are without ambition to
earn over and above a certain sum because that sum will meet their
own recognized needs. The case of these girls the management tries to
cover by encouraging them to save for vacations and other purposes
which they offer by way of suggestion. In both of these instances the
management undertakes to create new wants or ways of realizing wants
which were not recognized by the workers themselves. The satisfaction
of these wants may or may not be in the direction of extending
experience and expanding contacts. But that is neither here nor there.
The point is, the manager of the industry has used an incentive for
increasing production which has no relation to production itself.
He is forced to do this because he fails to make the process of
production a matter of interest to the worker.
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