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 old gentleman described at the beginning of the chapter, the motive appealed to is that of making happy some one with whom there is a continuing relationship. The social worker was justified in emphasizing the wish of the old gentleman's niece that he move to more comfortable quarters. The tie between the two had always existed and would endure as long as life lasted. To please her would be a constant source of pleasure to himself, but for him to have acquiesced for no other reason than because he recognized the well-intentioned earnestness of the social worker would have been a scant guarantee of his holding to the plan that had been proposed. Personality, in the sense of the unconscious attraction which one human being exercises over another, must almost inevitably be a factor in motivation, but it should seldom, if ever, be deliberately used to influence decisions.

Often that which prevents people from entering institutions is the fear of the unknown. One way of overcoming such a difficulty is to suggest a visit to the hospital or the home in question. Seeing the place gives it a concreteness and definiteness that clears away the disturbing element of vagueness and uncertainty. Its inherent attrac-