QUESTION TRADE TESTS 
221 
interviewer is only wasting time by asking questions on 
this subject; for no one would apply for work at such a 
place who was not determined to swear on his honor that 
he never touched a drop. 
These instances may be slight exaggerations, but they 
nevertheless serve to point out the absurdity of some 
questions. Moreover, they also point out the importance 
of the element of suggestion in an employment interview. 
One of the greatest discoveries of psychologists has been 
the part which suggestion plays in ordinary life, and the 
mechanism by which it works. In the case of the ordinary 
applicant, anxious to obtain a job, there is usually a great 
deal of room for the operation of this factor. The appli 
cant is naturally very desirous of pleasing the interviewer 
as far as possible; for with him rests the decision as to 
whether he will obtain a job or not, and whether it will 
be a poor or a good one. Consequently, the applicant 
watches the interviewer for the least little sign. He liter 
ally hangs upon his word and expression. He answers 
as nearly as possible what he thinks the interviewer 
would like to hear from him. He will praise the present 
company and condemn its rivals. He will insist on his 
willingness to work. He will be deferential and courteous. 
He will enlarge on his experience and training. He will 
describe his studies and call attention to his ambitions. 
In short, he will put his best foot forward. If, during the 
interview, he exaggerates slightly or distorts the truth, 
it is hardly fair to call him dishonest. He is simply giving 
himself the benefit of the doubt, and he is trying to rep 
resent himself as the kind of a man that the interviewer, 
at the moment, would like him to be,—is, in fact, sug 
gesting that he should be. If this is remembered, a great 
many questions which are now asked would be omitted,