duces the man to do
more work, whether he sees any material reward for that work or not.

DEFINITIONS OF TWO TYPES.--We may call the incentive which
utilizes the natural instinct, "direct incentive," and the incentive
which utilizes these secondarily, through some set reward or
punishment, "indirect incentive." This, at first sight, may seem a
contradictory use of terms--it may seem that the reward would be the
most direct of incentives; yet a moment's thought will cause one to
realize that all the reward can possibly do is to arouse in the
individual a natural instinct which will lead him to increase
his work.

INDIRECT INCENTIVES INCLUDE TWO CLASSES.--We will discuss the
indirect incentives first as, contrary to the usual use of the word
"indirect," they are most easy to estimate and to describe. They
divide themselves into two classes, reward and punishment.

DEFINITION OF REWARD.--Reward is defined by the Century
Dictionary as--"return, recompense, the fruit of one's labor or
works; profit," with synonyms, "pay, compensation, remuneration,
requital and retribution." Note particularly the word "retribution,"
for it is this aspect of reward, that is, the just outcome of one's
act, that makes the reward justly include punishment. The word
"reward" exactly expresses what management would wish to be
understood by the incentive that it gives its men to increase
their work.

DEFINITION OF PUNISHMENT.--The word "punishment" is defined
as--"pain, suffering, loss, confinement, or other penalty inflicted
on a person for a crime or offense by the authority to which the
offender is subject," with synonyms, "chastisement, correction,
discipline."

The word punishment, as will be noted later, is most unfortunate
when applied to what Scientific Management would mean by a penalty,
though this word also is unfortunate; but, in the first place, there
is no better word to cover the general meaning; and in the second
place, the idea of pain and suffering, which Scientific Management
aims to and does eliminate, is present in some of the older forms of
management Therefore the word punishment must stand.

REWARDS AND PUNISHMENTS RESULT IN ACTION.--There can be no doubt
that a reward is an incentive. There may well be doubt as to whether
a punishment is an incentive to action or not. This, however, is
only at first glance, and the whole thing rests on the meaning of
the word "action." To be active is certai