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 About Pearson

Pearson is the world’s learning company, with presence across 70

countries worldwide. Our unique insights and world-class expertise
come from a long history of working closely with renowned teachers,
authors and thought leaders, as a result of which, we have emerged
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the world.

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and hence better lives. We hence collaborate with the best of minds
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to it.
 SIXTEENTH EDITION

Marketing Management
Philip Kotler
Northwestern University

Kevin Lane Keller

Dartmouth College

Alexander Chernev
Northwestern University

Jagdish N. Sheth
Emory University

G. Shainesh
IIM Bangalore
 Words of endorsement from
scholars and leaders...

Businesses are undergoing massive digital transformations and

disruptions. In their book, Dr. Sheth and Dr. Shainesh provide a
comprehensive and contemporary guide to cope with such
challenges. With a focus on South Asia, the book is a wonderful
collection of insights and perspectives from the world-renowned
marketing guru, Prof. Philip Kotler. It is a must-read for marketing
professionals who want to cultivate impactful leadership for a better
world.
Dr. Dipak C. Jain
President (European) & Professor of Marketing – CEIBS
Dean - Kellogg School of Management (2001-09) and Dean –
INSEAD (2011–13)

The authors provide in-depth marketing perspectives from a growth

market lens to cover the role of technology and digital media as well
as traditional channels in the dynamic marketplace. The text is rich
in frameworks and case studies that enable both design and
implementation of proactive marketing strategies.
Dr. Rajendra Srivastava
Novartis Professor of Marketing and Innovation and Dean (2016–21)
– Indian School of Business

This Indian adaptation of Philip Kotler’s classic textbook will help

students and managers learn the principles and applications of
marketing management. Its analytical approach and managerial
orientation will augment learning. The concepts, frameworks and
contemporary examples of several Indian brands will provide the
foundation to succeed in the emerging hyper-competitive market
environment.
Harsh Mariwala
Chairman – Marico Ltd.

The South Asian adaptation of Kotler’s classic text is a timely, much-

needed contribution to marketing educators, students, and
practitioners. It preserves the bedrock marketing principles from
previous editions. At the same time, it re-examines and augments
those principles from a fresh, forward-looking perspective,
particularly vis-à-vis the growing impact of globalization, digitization
and corporate social responsibility on marketing decisions.
Dr. A. Parasuraman
Emeritus Professor of Marketing & James W. McLamore Chair
Emeritus – University of Miami and Mentor – AIM-Parasuraman
Centre for Service Excellence, Jagdish Sheth School of Management
(JAGSoM)

‘Marketing Management’ continues to be the seminal book on the

subject and, in its 16th edition, is the best example of what it
quintessentially embodies - how to remain relevant and
differentiated in an increasingly noisy and competitive world. With
illustrations and case studies covering various products and service
domains, it refreshes and reinforces why marketing continues to be
the driver of value creation for businesses.
Vinita Bali
Strategy Adviser & Independent Director
Former MD & CEO, Britannia
This book incorporates the realities of the post-pandemic era and the
impact of the 4th Industrial Revolution in the marketing domain.
Readers will develop a better understanding of the emerging
business realities in South Asia. A must-read for all marketers.
Dr Harivansh Chaturvedi
Director. Birla Institute of Management Technology

MBA students will enjoy learning from this South Asian adaptation of
the classic book ‘Marketing Management’. Examples of successful
Indian brands and themes like business model design and socially
responsible marketing make this edition very contemporary.
Sameer Suneja
Global CEO, Perfetti Van Melle Group B.V., Amsterdam

The two distinguished scholars, Prof. Jagdish Sheth and Prof. G.

Shainesh, have leveraged their rich experience in marketing to adapt
a “bible”: Philip Kotler’s ‘Marketing Management’ to the South Asian
market. I strongly feel it will offer significant learning on global
marketing practices. Contemporary Indian cases will make it
extremely useful to management students and faculty.
Dr. Rajan Saxena
Former Vice-Chancellor, NMIMS (Deemed University) and
Distinguished Professor of Marketing, NMIMS (2009–2020)

The 16th edition of the marketing bible “Marketing Management” is

now even more impactful, especially for Indian students. With rich
case studies from India covering the fast-changing marketplace and
a focus on areas like digital, e-commerce, and social media, it truly
continues to be the holy grail of marketing.
Manish Tiwary
VP & Country Manager, Amazon.in

This best-selling marketing textbook builds on the authors’ deep

scholarship and practical insights. New concepts and frameworks,
along with several examples, will enhance the understanding of the
entire value delivery process for business growth.
Dr. Amit Mookerjee
Professor and Head, University School of Management and
Entrepreneurship,
Director, East Campus, Delhi Technological University

Wonderful effort from the authors! Timely revision to an all-time

classic. Local examples and case studies will be of particular
relevance to students; a must-read for any MBA graduate in India.
Dr. S. Bharadhwaj
Dr. Bala V and Vasantha Balachandran Chair Professor of Marketing,
Great Lakes Institute of Management

Marketing Management’s enduring appeal as one of the best

business books lies in its comprehensive coverage and
evolution. The 16th edition will be an important guide for students
and managers as it incorporates the latest developments in concepts
and practices while showcasing several leading and new-age Indian
brands.
Neelesh Garg
MD & CEO, Tata AIG General Insurance Co Ltd.

This book offers a plethora of case studies and examples of brands

& organizations that operate in India. These insights coupled with
the conceptual foundations of marketing management, make it an
essential reading for MBA students as well as experienced
practitioners.
Dr. Moutusy Maity
Professor of Marketing and Dr. Ishwar Dayal Chair for Futuristic
Issues in the Behavioral Sciences, Indian Institute of Management
Lucknow
This edition encapsulates the interdisciplinary role of marketing in
the realm of globalization & digitization through new-age
technologies, data analytics, social media, and sustainability. The
authors unpack these key themes in a systematic manner with real-
life case studies of leading Indian brands. This is a must-read book
for all learners and practitioners
Prof. Dr. Uday Salunkhe
Group Director, WeSchool

The book has been written keeping the Indian students in mind and
it captures the cases, illustrations and anecdotes from across Indian
corporate. The book helps the students of management in forming a
clear perspective on various marketing concepts with reference to
India as well as globally. This book is a must have for every student
and teacher of marketing in India.
J. Mahendra Reddy
Vice Chancellor (Incharge), ICFAI Foundation for Higher Education
This book is dedicated to my wife and best friend, Nancy, with love.
—PK

This book is dedicated to my wife, Punam, and my two daughters,

Carolyn and Allison, with much love and thanks.
—KLK

This book is dedicated to my parents, Irina and Christo, with love

and gratitude.
—AC

This book is dedicated to Professor John A. Howard who was my

thesis advisor, mentor and coauthor of The Theory of Buyer
Behavior.
—JNS

This book is dedicated to my wife, Leena and our children, Priya and
Aditya, with love.
—GS
 Brief Contents

Preface

PART 1 Fundamentals of Marketing Management

chapter 1 Defining Marketing for the New Realities
chapter 2 Marketing Planning and Management

PART 2 Understanding the Market

chapter 3 Analyzing Consumer Markets
chapter 4 Analyzing Business Markets
chapter 5 Conducting Marketing Research

PART 3 Developing a Viable Market Strategy

chapter 6 Identifying Market Segments and Target Customers
chapter 7 Crafting a Customer Value Proposition and Positioning

PART 4 Designing Value

chapter 8 Designing and Managing Products
chapter 9 Designing and Managing Services
chapter 10 Building Strong Brands
chapter 11 Managing Pricing and Sales Promotions

PART 5 Communicating Value

chapter 12 Managing Marketing Communications
chapter 13 Designing an Integrated Marketing Campaign in the Digital Age
chapter 14 Personal Selling and Direct Marketing

PART 6 Delivering Value

chapter 15 Designing and Managing Distribution Channels
chapter 16 Managing Retailing

PART 7 Managing Growth

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chapter 17 Driving Growth in Competitive Markets
chapter 18 Developing New Market Offerings
chapter 19 Building Customer Loyalty
chapter 20 Tapping into Global Markets
chapter 21 Socially Responsible Marketing

Endnotes
Glossary
Name Index
Company, Brand, and Organization Index
Subject Index
 Contents

Preface

PART 1 Fundamentals of Marketing Management

1 Defining Marketing for the New Realities
The Scope of Marketing
What Is Marketing?
What Is Marketed?
The Marketing Exchange
The New Marketing Realities
The Four Major Market Forces
The Three Key Marketing Outcomes
The Concept of Holistic Marketing
The Role of Marketing in the Organization
Organizing and Managing the Marketing Department
Organizing the Marketing Department
Managing the Marketing Department
Building a Customer-Oriented Organization
marketing insight The 10 Deadly Marketing Sins
summary
marketing spotlight Nike
marketing spotlight Disney

2 Marketing Planning and Management

Corporate and Business Unit Planning and Management
Defining the Corporate Mission
Building the Corporate Culture
Defining Strategic Business Units
Allocating Resources Across Business Units
Developing Market Offerings
Developing the Marketing Strategy
The Five Cs and the Five Forces of Competition
 Designing the Marketing Tactics
The Seven Ts and the Four Ps
Creating a Market Value Map
Planning and Managing Market Offerings
The G-STIC Approach to Action Planning
Setting a Goal
Developing the Strategy
Designing the Tactics
Identifying Controls
Developing a Marketing Plan
Modifying the Marketing Plan
Updating the Marketing Plan
Conducting a Marketing Audit
marketing insight A Template for Writing a Marketing Plan
summary
marketing spotlight Google
marketing spotlight Zappos

PART 2 Understanding the Market

3 Analyzing Consumer Markets
The Model of Consumer Behavior
Consumer Characteristics
Cultural Factors
Social Factors
Personal Factors
Consumer Psychology
Consumer Motivation
Perception
Emotions
Memory
The Buying Decision Process
Problem Recognition
Information Search
Evaluation of Alternatives
Purchase Decision
Postpurchase Behavior
marketing insight Behavioral Decision Theory
marketing insight Circular Customer Decision Journey
summary
 marketing spotlight Aravind Eye Care System
marketing spotlight Paytm

4 Analyzing Business Markets

The Organizational Buying Process
Understanding Business Markets
Types of Buying Decisions
The Buying Center
The Composition of the Buying Center
The Role of the Buying Center in the Organization
Buying Center Dynamics
Selling to Buying Centers
Understanding the Buying Process
Problem Recognition
Need Description
Product Specification
Supplier Search
Proposal Solicitation
Supplier Selection
Contract Negotiation
Performance Review
Developing Effective Business Marketing Programs
Transitioning from Products to Solutions
Enhancing Services
Building Business-to-Business Brands
Overcoming Price Pressures
Managing Communication
Managing Business-to-Business Relationships
Understanding the Buyer–Supplier Relationship
Managing Corporate Trust, Credibility, and Reputation
Risks and Opportunism in Business Relationships
Managing Institutional Markets
summary
marketing spotlight udaan
marketing spotlight Salesforce.com

5 Conducting Marketing Research

The Scope of Marketing Research
Importance of Marketing Insights
Who Does Marketing Research?
 The Marketing Research Process
Defining the Problem
Developing the Research Plan
Collecting the Information
Analyzing the Information and Making the Decision
Measuring Market Demand
Key Concepts in Demand Measurement
Forecasting Market Demand
Measuring Marketing Productivity
Marketing Metrics
Marketing-Mix Modeling
Marketing Dashboards
marketing insight Six Ways to Draw New Ideas from Your Customers
summary
marketing spotlight IDEO
marketing spotlight LEGO

PART 3 Developing a Viable Market Strategy

6 Identifying Market Segments and Target Customers
Identifying Target Customers
The Logic of Targeting
Strategic and Tactical Targeting
Strategic Targeting
Target Compatibility
Target Attractiveness
Tactical Targeting
Defining the Customer Profile
Aligning Customer Value and Customer Profile
Bringing Target Segments to Life with Personas
Single-Segment and Multi-Segment Targeting
Single-Segment Targeting
Targeting Multiple Segments
Segmenting Consumer Markets
Demographic Segmentation
Indian Socio-Economic Classification Parameters
Geographic Segmentation
Behavioral Segmentation
Psychographic Segmentation
Segmenting Business Markets
 marketing insight Behavioral Decision Theory
summary
marketing spotlight L’Oréal
marketing spotlight mjunction

7 Crafting a Customer Value Proposition and Positioning

Developing a Value Proposition and Positioning
Developing a Value Proposition
Developing a Positioning Strategy
Choosing a Frame of Reference
Identifying Potential Points of Difference and Points of Parity
Identifying Points of Difference
Identifying Points of Parity
Aligning the Frame of Reference, Points of Parity, and Points of Difference
Creating a Sustainable Competitive Advantage
Sustainable Competitive Advantage as a Marketing Concept
Strategies for Creating a Sustainable Competitive Advantage
Communicating the Offering’s Positioning
Crafting a Positioning Statement
Communicating Category Membership
Communicating Conflicting Benefits
Positioning as Storytelling
marketing insight Positioning a Start-Up
summary
marketing spotlight Unilever: Axe and Dove
marketing spotlight Lenskart

PART 4 Designing Value

8 Designing and Managing Products
Product Differentiation
Product Design
Power of Design
Approaches to Design
Product Portfolios and Product Lines
Product Portfolio Design
Product Line Analysis
Product Line Length
Managing Packaging and Labeling
Packaging
Labeling
 Managing Guarantees and Warranties
marketing insight When Less Is More
summary
marketing spotlight Apple
marketing spotlight Casper
marketing spotlight Toyota

9 Designing and Managing Services

The Nature of Services
The Service Aspect of an Offering
Distinctive Characteristics of Services
The New Services Realities
Increasing Role of Technology
Customer Empowerment
Customer Coproduction
Satisfying Employees as Well as Customers
Achieving Service Excellence
Best Practices of Top Service Companies
Differentiating Services
Innovation with Services
Managing Service Quality
Managing Customer Expectations
Managing Service Quality
Managing Self-Service
Managing Product–Service Bundles
marketing insight Emergence of Contact Centers with Chat Bots
summary
marketing spotlight The Ritz-Carlton
marketing spotlight Nordstrom

10 Building Strong Brands

How Does Branding Work?
The Essence of Branding
The Role of Brands
Brand Equity and Brand Power
Designing the Brand
Defining the Brand Mantra
Choosing Brand Elements
Choosing Secondary Associations
The Magic of Brand Characters
 Brand Hierarchy
Managing Brand Portfolios
Cobranding
The Brand Value Chain
Brand Dynamics
Brand Repositioning
Brand Extensions
Managing a Brand Crisis
Luxury Branding
Characteristics of Luxury Brands
Managing Luxury Brands
marketing insight Constructing a Brand Positioning Bull’s-Eye
summary
marketing spotlight Louis Vuitton
marketing spotlight MUJI

11 Managing Pricing and Sales Promotions

Understanding Pricing
Consumer Psychology and Pricing
Setting the Price
Defining the Pricing Objective
Determining Demand
Estimating Costs
Analyzing Competitors’ Prices
Selecting a Pricing Method
Setting the Final Price
Product-Mix Pricing
Initiating and Responding to Price Changes
Initiating Price Cuts
Initiating Price Increases
Responding to Competitors’ Price Changes
Managing Incentives
Incentives as a Marketing Device
Major Incentive Decisions
marketing insight Ethical Issues in Prescription Drug Pricing
summary
marketing spotlight Priceline
marketing spotlight Uber

PART 5 Communicating Value

12 Managing Marketing Communications
The Role of Marketing Communication
The Communication Process
Developing an Effective Communication Program
Setting the Communication Objectives
Defining the Focus of Company Communications
Setting the Communication Benchmarks
Determining the Communication Budget
Identifying the Target Audience and Crafting the Communication Message
Identifying the Target Audience
Crafting the Communication Message
Deciding on the Communication Media
Defining the Communication Media Mix
Developing a Media Plan
Winning the Super Bowl of Advertising
Developing the Creative Approach
Determining the Message Appeal
Selecting the Message Source
Developing the Creative Execution
Measuring Communication Effectiveness
marketing insight Celebrity Endorsements
summary
marketing spotlight Red Bull
marketing spotlight The Best Job in the World

13 Designing an Integrated Marketing Campaign in the Digital Age

Managing Integrated Marketing Communications
Advertising
Television Advertising
Print Advertising
Radio Advertising
Online Advertising
Place Advertising
Online Communication
Company Website
Driving Online Traffic
Social Media
The Growth of Social Media
Social Media Platforms
Mobile Communication
 Events and Experiences
Managing Events
Creating Experiences
Word of Mouth
Publicity and Public Relations
Publicity
Public Relations
Packaging
marketing insight Measuring Social Media ROI
summary
marketing spotlight Burger King
marketing spotlight AccorHotels

14 Personal Selling and Direct Marketing

Personal Selling
Personal Selling as a Process
Managing the Sale
Designing the Sales Force
Sales Force Objectives
Sales Force Strategy
Sales Force Structure
Sales Force Size
Sales Force Compensation
Managing the Sales Force
Recruiting the Sales Force
Training and Supervising the Sales Force
Managing Sales Force Productivity
Motivating the Sales Force
Evaluating the Sales Force
Direct Marketing
Direct Marketing Channels
The Future of Direct Marketing
marketing insight Major Account Management
summary
marketing spotlight Avon
marketing spotlight Progressive Insurance

PART 6 Delivering Value

15 Designing and Managing Distribution Channels
The Role of Distribution Channels
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Exploring the Variety of Random
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cheap; I know you think I always talk like that, but I swear I am
speaking true.”

There was an earnestness in the man’s tone and manner that was
quite unlike his usual jaunty way of talking and Ian felt he might
venture to say more.

“I believe you,” he said. “Well, I will buy it and send a letter with
it, but promise me that no one else shall see you give it to her.”

“You know the old cat too, then, do you?” said Margrove, a little
off his guard.

“Mistress Mowbray, you mean,” said Ian. “Well, I know about her;
and in these days least said is soonest mended.”

“Yes, we dwell in strange times,” the packman responded, “the

land has passed through sad experiences,” and then, fearing he
might have said too much, he added, “Maybe it is all right, but I
have no fancy to see human flesh fry.”

“Nor I either,” said Ian. “I saw them burn George Wishart, and I
shall not forget that on this side of my grave.”

“It’s my belief,” said Walter, “that the church does itself more harm
than good by the burnings; it does not have the effect that they
expect.”

“I believe your sympathy is with those who are burned,” said Ian,
looking at him keenly.

“Maybe it is and maybe it isn’t; but anyway I say that Mother

Church does not always see where her own interests lie. But my
business is chaffering and I do not meddle in these matters, see you
there.”
 “Tut, tut, man, you need not mind me, say what you like. I care
for the burning no more than you do and no finger of mine would
ever be stirred to get a man into trouble.”

“Well, neighbour,” said Margrove, “you speak fair, neither would I.

If George Wishart had come to me I should not have told them
where to find him.”

“Then keep my secret,” said Ian, “and give Mistress Aline the
buckle without a soul knowing it. While I am about it,” he added, “I
will take this chatelaine, and that will do for the other little mistress.”

“Then it was not only in Scotland that you knew Mistress Aline,”
remarked Walter, looking at him shrewdly.

Ian was half sorry that he had said so much, he might have
enclosed the chatelaine for Audry without telling Walter Margrove;
but he said off-handedly;—“The Gillespies lived in Scotland, but were
cousins of Richard Mowbray. I have never seen him, but I know he
has a daughter.”

“Ay, he has a daughter, and she would be worth going some way
to see too; only she is outshone by her cousin. But Mistress Audry is
a bonnie lassockie and will make a fine woman. Yet it’s a pity the
Mowbrays have no boy. It’s a sad thing for the family to die out.”

Both men were silent for a time and then Margrove spoke. He
looked at Ian questioningly,—“I believe I have seen your face
before,” he said; “your name’s not James Mitchell.” He gave the fire
a stir, and as the flame shot up he said, “Were you ever at
Northampton?”

“I was,” said Ian.

“Then you are the man to whom I owe everything. Why did I not
recognise you before? I have heard they had seized you and I heard
afterwards that you had escaped to France,—see this,” he went on,
drawing a small copy of the New Testament from his doublet. “I
have not the courage to go about as you do; but I too have done a
little, and, if need be, I hope I shall have strength not to deny the
faith.”

There was silence again, this time Ian spoke. “I wonder if you
know where a Greek Testament could be obtained, you travel much
and see many things.”

“It is strange that you should say that. I have two concealed in an
inner pouch in my pack, that have come over from Amsterdam and I
was taking them to Master Shipley near York, who had asked me to
obtain one for him.”

“Then will you let me have the better one and take it along with
the buckle?”

“Is that it, then?” said Margrove. “Poor child, poor child!”

“No,” said Ian, “you are wrong, they do not know at Holwick that
the child has any thoughts that way; you must act with all the
caution you can command.”

Walter brought the testaments and Ian chose the smaller one,
which was most beautifully bound with little silver clasps. Walter
wanted not to charge for it, but Ian pointed out that that would
deprive him of the pleasure of being the donor.

“Before we retire,” said Ian, “I should like to ask you how you
came to meet Andrew Woolridge. Do you know his story? You can be
quite open with me, as I know why he left Holwick.”

“Then for heaven’s sake don’t tell the people here,” said Walter.
“The man is consumed by remorse, though he tries to pass it off
lightly. He is honestly trying to do everything that he can. You are
not the only one who has sent a present to Mistress Aline. I can tell
you that much, and if Andrew knew who you were, he would not
mind. He is a changed man since he left Holwick. He told me that
the vision of the child haunted him day and night.

“He does not like to talk about the child, but really, if I believed in
spells, I should think the child had magic in her. I never saw a man
so completely spell bound and I must confess that although I only
saw her once, she holds me almost as though I were enchanted.”

“It is the same here,” said Ian.

“It is a most marvellous thing,” Walter continued, “because she

seems quite unconscious of it; not in all my experience have I ever
met or heard of anything like it before. That’s three of us, in fact the
only people that we know anything about, and it may be the same
with every one she meets.”

They talked a little longer and Ian discussed his plans for taking
up the packman’s life when he had gathered sufficient money, as a
means of spreading his message through the land. Then as the hour
was getting late they went to their rooms.
 CHAPTER XVIII

A DIPLOMATIC VICTORY

I AN had started a letter to Aline some time before, using the

parchment with the holes. This he finished and carefully wrapped
it up with the buckle, the testament and the chatelaine.

In the morning he found Walter and drew him aside. “She may
have a letter to send back,” he said, “so try and give her an
opportunity. Keep your eyes and ears open too, and find out and tell
me everything that you can.”

Walter Margrove put the packet inside his doublet, and, after
settling the girths of his horses, shook hands warmly with Ian,
mounted and rode away down English Street to the South Gate,
leaving Ian looking after him, as he gradually drew away.

He had a long journey before him and his thoughts were full of
the man he had left behind. He had heard Ian Menstrie speak at an
open air meeting in Northampton, and at first had been struck by
the fiery eloquence of the young Scot and had then been arrested
by his message. He had always longed to meet him again; and here
he was, actually able to do him a small service. Then his thoughts
turned to Holwick and the beautiful irresistible child that had so
strangely fascinated him, in spite of himself, in the few minutes that
he had seen her. He had not liked to question Master Menstrie, but
he wondered what could be the connection between the two; what
could the child, obviously a lady, have to do with Menstrie, a
common carpenter? Truly it was a remarkable world.
 He reached Haltwhistle that evening and did a little business there
on the following day and called at a number of outlying houses on
the way to Hexham. Business was good and it was nearly three
weeks before he found himself turning his horses’ heads over
Middleton bridge to reach the hamlet that has a way in but no way
out. “No wonder they say, ‘do as they do in Holwick,’” he muttered,
—the local proverb for “doing without,” as his horse stumbled in the
thick muddy track.

Somehow he felt full of forebodings as he approached the Hall.

Fortune favoured him in one respect, however, as he met Aline

herself a few hundred yards from the gate. She smiled brightly when
she saw him, and held up her hand. He took the little hand and then
dismounted and led the horse. “I am so glad to have you come,” she
said; “I have been looking for you for a long time. You look tired. I
wonder if Elspeth could get you something nice before you have to
undo your pack. I’ll run on and ask her.”

Before he could stop her she had run on, and he had to mount his
horse and trot after her and call;—“Not so fast, Mistress Aline, I
have something to say to you and we may not get another
opportunity. Here is a small packet from Master Menstrie. Hide it in
your dress.” Aline’s eyes shone with sudden pleasure; but as Walter
looked at her he thought she was not looking well.

“How did you find him? Do you know him? Where is he? How is
he? What is he doing?” said Aline, all in a breath.

“Softly, softly, fair and softly; one question at a time,” said Walter.
“I found him in Carlisle, and by accident I mentioned Holwick and he
sent this to you.”

“But how is he and what is he doing?” asked Aline.

“He seems fairly well and is working as a carpenter.”

 Aline looked surprised. “I did not know he was a carpenter,” she
said. Ian had not spoken much about his past life. She remembered
him saying something about working on hinges, but she had thought
of him in that connexion as a master artist, and so humble an
occupation to one of her birth and surroundings was a little bit of a
shock; but she checked it instantaneously and added, “But I expect
he is a very good carpenter.”

Walter Margrove was puzzled. Aline then apparently did not know
a great deal about Ian Menstrie and he did not know how much to
say and how much to leave unsaid.

“I am afraid I do not know very much about him,” Walter deemed

the safest reply; “but he seemed to be getting on all right.”

Aline too felt something of the same sort, while Walter thought it
best to change the subject, and added,—“But I have something else
for you, Mistress Aline.” He produced another small packet, which he
undid, and took out a beautiful carved ivory comb. “This,” he said,
“is from Andrew Woolridge. You can let the others see it if you like,
but perhaps it would be wiser not.” Walter was thinking that it would
be best not to call the attention of people to the fact that he was in
any way a means of communication between Aline and others.
“Andrew cannot write, like Master Menstrie, but he bade me tell you
that he wished you well and that he hoped some day to show
himself worthy of your forgiveness, but that meantime he would say
nothing more.”

Aline was quite overcome for a moment. “I am afraid I judged him

too harshly, and he has already sent something to Master Mowbray.”

“Yes,” said Walter, “I think the man has turned over a new leaf.
But we are near the house and I want also to give you a little thing
from myself; it is only a length of fine linen, but it may be as useful
as trinkets. I have it here in my holster. If you do not care to be seen
with it, I daresay old Elspeth will manage it for us.”
 “But you must not give me things,” said Aline. “Why should you?”

“Well, Mistress Aline, I know of something in Master Menstrie’s

package, as he bought it from me, and I fear me that you will meet
with trouble. Pray God the way may be smooth to you; but it is not
so for many who have dared to read the Scriptures for themselves. I
am of the reformed faith myself and He has dealt mercifully with
me; for I know I am a weak vessel. But remember you have only to
call on Walter Margrove and if ever he can help you he will do it.”

“Good day to you, Walter,” said the voice of Master Mowbray. They
were approaching the drawbridge and there was no opportunity for
further conversation.

Master Mowbray was coming out, but he turned back when he

saw them approaching. “So you have fetched the packman and all
his fine wares,” he said to Aline. “Are you trying to buy up the best
things before we get a chance, lassie?”

The thud of the hoofs on the drawbridge and their clatter on the
stones within, had already drawn forth heads from the windows and
in a moment a crowd of persons was gathering round Walter and
asking him a hundred questions.

Walter answered the questions as well as he could and made his

way to the great hall, where Mistress Mowbray had the first chance
of inspecting his stock.

She was in a more affable mood than usual and laid in a good
supply of materials, amongst others some very fine kersey, which
she said should be used to make a cote-hardie for each of the
children, and a piece of applied embroidery for orphreys.[20] Audry
was standing with her arm round Aline, next to Walter, and, as
Mistress Mowbray turned aside to examine some silk nearer the
light, he slipped the parcel of linen into her hand and whispered that
it was for Aline.
 20
Broad bands of applied embroidery.

It was somewhat late in the day when Walter arrived, so that he

decided that it was necessary to stay the night. His horses were
stabled at the Hall and he himself lodged at the house of Janet
Arnside.

Walter knew that she had recently come over to the new faith and
he sought an opportunity for a meeting with two or three others in
her house. They came very quietly, but their coming was not likely to
arouse suspicion, as the packman was considered good company
wherever he went.

After they had all gone Walter began to talk about Aline, her
strange power of fascination and her unique, almost unearthly
beauty. “I wonder if the child can be happy up there,” he said.

“I doubt if she is,” said Janet; “she comes in here often and John
and I have many times noticed a far-away wistful look in those deep
blue eyes of hers, bright and cheerful as she always is.”

“I wish, Mother, she could hold our faith,” said John. “I am sure it
would make her happier. Life has been a great deal more to me
since these things first came my way.”

Walter sat and said nothing; he thought that on the whole it was
far safer for little Aline if no one knew. “Poor little soul,” he said to
himself, “it is a different matter for these people who can confide in
each other, with no one else in the house; but for her, sweet
innocent, it is indeed a case of the dove in the eagle’s nest.”

John watched Walter’s thoughtful face and then said, “Is there
anything we could do for her?”

“Not that I can see,” said Walter; “but look you, there might be;
the child, as we know, is not exactly among friends and none can
say what a day may bring forth. She has had a narrow escape
already. You keep a careful look-out, my lad, and if ever you can get
a chance you can let Walter Margrove know all that goes on. By my
halidame, I would not have any harm come to the bairn. I do not
know why she has got such a hold on me, but so it is.”

“That will I do,” said John, “she has the same hold on all of us.
There can hardly be a man or woman in the parish that would not
die for that child. They just worship her. Those of the old faith are
sure she is a saint. I should not be surprised but that they say
prayers to her, and she is sweetly unconscious of it all. You know old
Benjamin Darley? Well, I was passing his house the other day, and
Mistress Aline was seated near the door with her feet on a little
wooden stool. She rose up when she saw me and said good-bye, as
she wanted to come and see my mother; but ran across into Peter’s
cottage to fetch something. Old Benjamin did not see me, as I stood
there waiting, but I saw him pick up the stool and kiss it reverently
and put it away on the shelf, while the tears stood in his eyes.”

“I guess, lad, you have done the same,” said Walter.

“And what about yourself, Walter?” said John, evading the

question.

“Maybe I do not get such opportunities; are you coming up to the

Hall with me to-morrow to see me off?”

“No, I must be off to work, but good luck to you.”

So the next day Walter said good-bye to Janet and went up to the
Hall. He met Elspeth in the courtyard. “Good morning, neighbour,
how is all with you and how is your bonnie little mistress?”

“I am doing as well as can be expected, and Mistress Audry is not

ailing.”

“I meant Mistress Aline, not that Mistress Audry is not as bonnie a

child as one would meet in a nine days’ march.”
 “Ay and a good hearted one too, neighbour,” said Elspeth. “It’s not
every child who would take kindly to ranking second after they had
always been reckoned the bonniest in the whole countryside. But
there, Mistress Aline might give herself airs, and yet one really could
not tell that she knew she was pretty; so I do not think it has ever
occurred to Mistress Audry to mind and she just enjoys looking at
her. They are fine bairns both of them.”

“Ay, they are that,” said Walter.

“I just pray,” continued Elspeth, “that I may live to see them well
settled. My mother served in the Hall and my grandmother and her
father and his father again, and so it is. As long as there is a
Mowbray I hope there will be some of our blood to serve them and
Mistress Gillespie is a Mowbray, mind you that, and some say,” she
went on in a whisper, “that she should be the Mistress of Holwick. It
was a new place when the old man built it, the old Mowbray
property is down Middleton way and is now let. Maybe, if there’s
anything in it, that’s partly why Mistress Mowbray does not love the
child. But there, it is all gossip, and I must be moving.”

Walter settled his packs and took as long over it as he could in the
hope of catching sight of Aline. In this he was successful, for a few
minutes afterwards he saw the children, who were really looking for
him. Aline handed him a letter for Ian and asked how soon he
expected to be able to deliver it.

“I wish we could see him,” said Audry involuntarily.

Aline looked at her and Audry subsided.

But Walter, who spent his life studying human nature, saw the
glance and began to puzzle it out. “So Ian Menstrie does know both
the children then and it was not a mere matter of courtesy to send
the chatelaine for Audry. But this is very curious,” he reasoned.
“Janet Arnside has not mentioned him nor have any others of the
reformed faith. Strange how he could be in Holwick and not see
them. And I mind too, that he said he had never seen Richard
Mowbray. Truly it is mystifying.”

Another thing that perplexed him was Janet and John’s desire that
Mistress Aline should hear of the faith. Obviously, she knew of it and
yet they were unaware of the fact. He began to see daylight;—
somehow the children must have found Menstrie in some hiding
place. Walter was too cautious a man to mention anything that he
discovered in his journeys that might conceivably bring mischief, and
too honourable a man to try and discover a secret that clearly did
not concern him.

The children seemed to cling to Walter as though loth to let him

go and even after he had mounted his horse they accompanied him
a long way down the road; then, fearing, if they went too far, it
might give rise to questionings they bade good-bye and after waiting
to wave a last farewell as he reached the next bend they turned
reluctantly back.

“You should not have said that just now,” observed Aline.

“Said what, dear?”

“Said that you wanted to see Ian. Of course Margrove may really
know Ian and his affairs but he may be doing this as a kindness to a
stranger and probably he did not know that Ian had ever been here,
he might simply have met my family in Scotland.”

“Well, all this suspicion and concealment is not like you, Aline,”
said Audry.

“Oh, dear,” Aline answered, “yes, I do not like it; life is really too
hard.”

The children had reached the Hall and went up to their own room
to undo the package. Aline opened it and within were the smaller
packets marked respectively,—“For Audry” and “For Aline.”
 Both uttered a cry of delight as they beheld their treasure.

“I am afraid you will hardly be able to wear the chatelaine,” said

Aline, as she bent affectionately over her cousin. “I am so sorry.”

“Not just now perhaps, and you will not be able to wear the
buckle, but isn’t it beautiful and was it not good of him to remember
that that was what I asked for; and after New Year’s Day, when I
have had other presents, I do not think it would be noticed. I have
always wanted a chatelaine so badly.”

Aline’s long hair had fallen forward as she stooped; she tossed it
over her shoulder with the back of her hand and rose and held out
the buckle to catch the light. It was far the finest thing she had ever
possessed. Fortune was not so unkind after all. Here was a treasure
indeed!

“Now we must see how the chatelaine looks,” she said, dropping
to her knees and sitting back on her heels, while she attached the
chatelaine to Audry’s belt. Then a thought struck her. “Let us also
see the effect of the buckle,” she went on with a laugh, and the
sensitive fingers deftly adjusted the buckle to seem as if it were
fastened to the belt.

“Oh, they do go well together! Audry, they look charming!” Would

Ian mind, she wondered to herself; no, he would like her to be
generous. So, stifling a touch of regret, she said aloud, “They look
so nice that you must keep the buckle”; and she pulled Audry down
to the floor and smothered her objections with kisses.

Then she sat up somewhat dishevelled and reached over for the
Testament. “You wanted a chatelaine and I wanted a Greek
Testament. Isn’t it a lovely book?” and she fastened and unfastened
the chastely designed clasps. “With the help of the Latin I shall soon
be able to read it. I am so glad I can read Latin easily. I must keep it
in the secret room, I suppose. It would have been safe in the library;
but Ian has written my name in it.”
 “Master Menstrie is not as cautious as he might be,” observed
Audry, “but I must not stay here, Mother and Elspeth want me, to go
over my clothes. Then there are those people coming to-morrow
about that Newbiggin matter and she may want me to have some
special gown. Good-bye.”

Aline was left alone. So to-morrow was actually the day they were
coming! She had gathered her information, but she had not laid her
plans. Somehow or other those people at Newbiggin must not be
unjustly treated. Mistress Mowbray must not have her own way in
the matter if she could prevent it.

She found herself, therefore, definitely setting out to fight Mistress

Mowbray. She had never before quite realised that it was an actual
contest of wills; but, when she came to think about it, Mistress
Mowbray had been making so aggressive a display of her power
lately that Aline did not altogether shrink from a trial of strength, as
though she had been challenged; in fact she rather enjoyed it. The
problem was, how was it to be carried through?

It was certainly not likely that she would be invited to the

discussion. If she came in, as it were by accident, she would
undoubtedly be turned out. She must get Master Gower on her side
beforehand anyway. After that there were several possible plans of
campaign. They were certain to have a meal first and one plan
would be to raise the subject herself and get it discussed at the
table, another would be privily to interview every guest, if
opportunity offered.

She decided that she would go and see Master Gower alone and
set out on foot to Middleton. She crossed the bridge and turned up
to the left bank of the river till she came to Pawlaw Tower. It was a
small pele with a barmkin.[21]
21
A small tower with a little enclosure or courtyard.
 After being admitted at the gate, she asked to see the master, and
was conducted up a narrow wooden stairway to the hall, which was
on the first floor.

“What would you have with me, little maid?” said Hugh Gower, as
the child came in.

Aline had been very nervous, but his kindly manner reassured her.
“I want to talk about the people of Newbiggin,” she said.

“The people of Newbiggin! and a sorry set of loons, too!” and his
face clouded a little. “What have you to say about them, fair child!”

“I want to speak to you that they be not all dispossessed.”

“By all accounts,” he replied, “the sooner there standeth not stone
upon stone, nor one stick by another of all that place, the better will
it be for the country-side.”

“Not so,” she said, looking fearlessly at him, “it would be a right
sore thing that the innocent should suffer.” Aline was no
sentimentalist and was quite willing that the wicked should suffer
their deserts according to the stern measures of the day; but this
proposal of indiscriminate chastisement had roused the mettle of the
high spirited child.

“How now, Mistress Aline Gillespie; but you are too young to
understand these things. Children’s hearts are too soft and if we
hearkened to what they said, there would be an end to all order.”

“Marry, no,” she answered boldly, drawing herself up, “it is order I
want to see and not disorder. Punish the guilty and spare the
innocent. Wanton destruction is not order, and that indeed liketh me
not.”

“It is a nest of scoundrels, little maid, and all your pretty

haughtiness cannot save them.”
 “Some of them are scoundrels, I know, harry them as ye may, but
some are god-fearing folk that never did harm to you or other. I
know one carline there, whose like would be hard to find by all Tees-
side.”

Her mien was irresistible. “Come sit and talk,” he said. So Aline
pleaded for the better folk, while she spared no condemnation of the
worse.

She not only gained her point, but she gained a staunch ally as
well. Master Hugh fell under her witchery and nothing would content
him, but that he should find her a horse and ride back with her to
Holwick.

“It’s a fine old place, this home of yours,” he said, as he looked up

at the gateway-tower, with the arms of the Mowbrays over the
entrance archway;—“a meet abode for so fair a princess,” he added
gallantly; then helping her to alight and bowing low over her hand,
like a courtier, with a gravity half playful, half serious, he kissed it,
mounted his horse and rode away.

Aline had tried also to get hold of Lord Middleton’s reeve, but was
unsuccessful; her plans, however, were favoured next day by the
representative of the Duke of Alston arriving an hour too soon.

Mistress Mowbray was busy in preparations and, little knowing

what she was doing, caught sight of Aline and called,—“Hither,
wench, come you and take Master Latour into the pleasaunce and
entertain him as ye may.”

Ralph Latour was a tall stern man and Aline’s first thought was
that she would fail, but she soon found that, though hard and in a
measure unsympathetic, he had a strict and judicial mind, and was
quite ready to accept her standpoint, although entirely without
warmth or show of feeling.
 The child, however, fascinated him also, like the rest. Yet it was in
a somewhat different way from her hold on other people. He was a
man of considerable learning and taste, who had travelled widely,
and in his cold critical way was absorbed in the subtlety of her
beauty. Aline thought she had never met any one so awe-inspiring
as he made her walk in front of him or sat her down opposite to
him, in order that he might look at her.

They discussed the subject thoroughly and he concluded by

saying,—“Mistress Gillespie,—you are Mistress Gillespie, I
understand?”

“Mistress Aline,” she corrected.

“I am told that you have neither brothers nor uncles and that the
line ends in you, does it not?”

“True,” she said.

“Mistress Gillespie, then, I repeat, you have shown considerable

acumen and you may take it that there is a coincidence of view
between us. Yes,” he added, absent-mindedly speaking aloud, as he
looked at her little foot, “the external malleolus has exactly the right
emphasis, neither too much nor too little, and I observe the same at
the wrist in the styloid process of the ulna. I crave pardon,” he
added hastily, “it is time that we joined the others.”

They found that Master Bowman, Lord Middleton’s reeve, had just
arrived with his lady, and the company proceeded to the hall.

Aline had thought best not to mention the matter to Cousin

Richard, as he might discuss it with his wife and her plans be
frustrated. She felt sure, however, that he would take her part if any
were on her side at all.

“These be troublesome days, madam,” said David Bowman,

addressing Mistress Mowbray. “It looks as though all authority were
to go by the board and every man go his own way. Mother Church is
like to have her house overturned by these pestilent heretics.”

“Ay, and a man will not be master in his own house soon either,
methinks, neighbour,” said Richard Mowbray.

“How now, Mistress Mowbray, what think you?” Bowman resumed.

“Shall we not at least keep our kail better in future, when we have
cleared the rabbit-warren?”

“What rabbit-warren?” said Audry innocently.

“The rabbit-warren of Newbiggin, child,” replied Bowman; “only

these rabbits are fonder of sheep and chickens and folks’ corn and
money than of kail, but we’ll have them all stewed shortly.”

“In the pot, with the lid on,” chimed in Eleanor Mowbray, “and it
shall be hot broth too.”

“I hardly think your broth would be very tasty,” observed Master

Richard.

“Tasty,” echoed his wife; “it would be the tastiest dish served to
the Master of Holwick this many a long day.”

“Master Richard’s imagination is too literal,” said Bowman; “he’s

thinking of the old leather hide of William Lonsdale, and tough bony
morsels like Jane Mallet; but we could peel them and take out the
pips.”

“Your humour is a trifle broad, neighbour,” remarked Master

Gower; “the little ladies might appreciate something finer.”

“Finer indeed—what, and get as thin as your humour, Master

Gower, that we must needs go looking for it with a candle. But
humour or no humour, what are we to do with these knaves? How
counsel you, Mistress Mowbray?”
 “Turn them out and burn their houses,” she answered, “and let
them shift for themselves.”

“I think we should give them something to help them to get

elsewhere,” said Master Richard.

“Ay, their corpses might be an unpleasant sight, lying round here,”

dryly put in Ralph Latour.

“But why turn them out at all?” asked Aline at last. “It’s only one
or two that have done any harm, why be so hard on the others?”

“Nonsense, child, where there’s a plague spot, the whole body is

sick,” cried Mistress Mowbray. “The plague spot will always spread,
and they are all involved already, I’ll warrant; away with them all I
say. And what do you mean, child, advising your betters and
thrusting yourself into wise folks’ counsels?”

“It liketh me to hear a child’s views, if the bairn be not too

forward,” said Latour gravely. “There is a freshness and simplicity
about them that we are apt to miss after our long travailing in the
world.”

“‘Simplicity,’ indeed,” rejoined Mistress Mowbray, “simpleton is the

kind of word you want. In my young days we were taught our place;
‘freshness,’ forsooth! We want no fresh raw wenches to open their
mouths in this place, anyway.”

Latour took no notice of his hostess’ rudeness, but turned to Aline

saying,—“But do you not think, child, that a severe example would
be a terror to evil-doers far and wide, and Mistress Mowbray is
doubtless right, they will all be infected, even if the evil in every case
does not show itself. All through the world’s story the innocent have
suffered with the guilty; moreover, it will quicken in them a
responsibility for their associates. Besides, if, as Master Mowbray
suggests, we help them on their way there will be no hardship done,
it is only a change of abode. Come now, Aline, is that not so?”
 Mistress Mowbray watched exultantly. She was not sure that these
calm measured phrases were not more crushing than her own
invective. “Now, child, you see how little you understand things,” she
observed patronisingly.

Master Latour, however, was not acting as a partisan; he was

merely putting the case, partly to show all sides and partly because
it interested him to test Aline’s powers.

“Master Latour is a just man,” said Aline with some hesitation,

“and I think he will understand when I say that I really know that
these people are not all bad,—that the disease, as you call it, has
not spread so far but that it may be checked.” She paused for a
moment from nervousness, and looked a little confused.

“Take your time;—festina lente,[22]—develop your argument at

your convenience,” said Latour not unkindly.
22
Make haste slowly.

“With regard then to the question of example,” Aline went on,

recovering herself and catching something of Latour’s manner of
speaking, “with regard to the question of example, you all know that
this ‘change of abode’ will only stir up bitterness and that that will
spread tenfold and may wreck us altogether. A punishment that the
others feel to be just is a lesson; a punishment that is felt to be
unjust is a flame for kindling a revolutionary fire.

“You say I am a child and I do not know; but, please, I do know

more about these people than any of you. I have spoken to every
one of them. I know them all; and about some of them I know a
great deal. I do not suppose there is any one here, except myself,
who even knows their names, beyond those of his own tenants.
Marry, now, is that not so?”

Aline having flung down her challenge looked around with flashing
eyes.
 Latour had been watching her with his cold aesthetic appreciation,
admiring her instinctively beautiful gestures, but this time, he too
felt a real touch of the child’s magic as she glanced scornfully round.

“I do not pretend to be old enough to know what is the right thing

to do,” Aline went on, “but surely, surely,” she said in earnest
pleading tones, “people who want to be just should carefully find out
everything first. Is that not so?” she asked, turning round quickly to
Mistress Mowbray;—“Do you not think so yourself?”

Eleanor Mowbray was so astonished at the child daring to cross-

examine her like that, that she was struck dumb with astonishment.

“Yes, of course you think so,” Aline said, giving her no time to
recover herself. “Mistress Mowbray entirely agrees,” she went on, “as
every just person would agree. That is so, is it not, Master Gower?”
Master Gower bowed assent. “And there is no need to ask you,
Cousin Richard.”

“Yes, dear, you are right,” he said.

Aline had swept swiftly round in the order in which she was most
sure of adherents, so as to carry away the rest.

“Master Latour,” she continued, “I am sure you will not disagree

with them and will say that a proper examination must be held first,
and that everything must be done that will stop bitterness and revolt
while keeping honesty and order.”

“That is entirely my view,” said Latour, captivated by the child’s

skill and the gentle modesty which, in spite of her earnestness,
marked every tone and gesture. “Who would have thought,” he said
to himself, “that anything so gentle and modest and yet so princess-
like withal could be in one combination at the same time?”

Aline was least sure of Bowman, but while looking at him she
concluded;—“Then I take it that you all think the same, Master
Bowman.”

She had not exactly asked him his own view, and he was sure that
if left to himself he would have taken a different line. He was by no
means certain that he was not literally spell-bound as he answered;
—“Surely, Mistress Aline, we are all of one mind, including my wife, I
think I may say.” The lady smiled her complete acquiescence.

“Oh, I am so glad,” Aline said, and slipping from her seat she went
up to Master Richard and, in her most irresistible way, put her arm
around him, saying:—“And you will let me help you to find out
things, won’t you, even though I am only a little girl?”

“Yes, if it is any gratification to you, sweet child,” he answered,

kissing her.

“That is all settled then,” she said, “and when the ladies retire, you
can examine me as the first witness.”

“A very good idea; you seem to know every one’s tenants,” said
Master Latour, much amused at Aline’s triumph and adroitness, and
determined that she should secure the fruits of her victory. As he
was the strongest man there, both in himself and as representing
the largest and most powerful owner, the others at once concurred.
Part of the secret of Aline’s extraordinary power was her entire
selflessness. In her most queenly moods there was never the least
suggestion of self, it was the royalty of love. Aline might use the very
words that in other children’s mouths would have been conceited
and opinionated; yet from her they were more like a passionate
appeal. This, associated with a quiet dignity of manner, generally
produced a feeling of “noblesse oblige” in the hearer. The basest
men will hesitate to use foul language and discuss foul things before
a child. In Aline’s presence the same occurred in an infinitely greater
degree. It was for most people, men or women, impossible to be
anything but their best selves before her; to do anything less would
mean to be utterly ashamed.
 Aline’s conquest was complete and Mistress Mowbray saw that she
would only expose herself to further defeat if she attempted now to
open the question again. It was made the more galling as Aline’s last
thrust had practically shut her out of the council altogether. Why did
that fool Bowman bring his wife with him? It would be too
undignified for her to insist on coming after they had accepted
Aline’s proposition, unless she forbade Aline to be there; and that
Aline had made impossible. So there was nothing left but to accept
the situation with the best grace that she could and bide her time.
 CHAPTER XIX

THE LOSS

M ISTRESS MOWBRAY had not long to wait. The day after the
matter of Newbiggin was settled Father Laurence was crossing
Middleton Bridge, when he met “Moll o’ the graves” coming in the
opposite direction. He instinctively crossed himself at her approach.
She saw his action, and stopping on the side of the bridge in one of
the refuges, she pointed her finger at him and laughed a shrill
discordant laugh. “Ha, ha, Sir Priest, you think you will triumph in
my despite. I dreamed a dream last night and all the devils in hell
got hold of thee.”

“Peace, woman, peace, brawl not upon the Queen’s highway.”

“Nay, it is not peace,” she said; “who talketh to me of peace?”

“Mary, you had better go home,” said the priest kindly. “I was glad
to hear that little Mistress Aline Gillespie put in a word for you and
your folk at Newbiggin yesterday, so that there is the more reason
for your peaceful homecoming.”

“Mistress Aline Gillespie,” said the old woman calming down and
looking mysteriously about her. “Mistress Aline Gillespie, nay, she is
not on our side. I see the hosts gathering for battle and she and
thou are with the legions of the lost. Nay, Sir Priest, mock me not
and mock not the forces that are over against you.”

“Woman,” said Father Laurence, “you speak that you know not,
the powers of darkness shall flee before the powers of light.”
 “No, never, nothing groweth out of the ground but it withereth,
nothing is built that doth not fall to ruin, nothing made that doth not
grow old and perish, nothing born that doth not die. Destruction and
death alone triumph. Shew me one single thing of all the things that
I have seen perish before my eyes and that liveth again. No, you
cannot, Sir Priest.”

“The things that are seen are temporal, the things that are unseen
are eternal,” he answered.

“And who, thinkest thou, knoweth the unseen, thou or I? I tell

thee that all alike shall pass save the darkness and the void into
which all, both seen and unseen shall be swallowed up. Yes, in this
very valley where we now stand, you shall see iniquity triumph and
all your feeble prayers be brought to naught. Avaunt, avaunt, nor
may I tarry here longer.”

She brushed past him as she spoke, and the old priest looked
sadly after her. “Poor thing,” he said, “she is indeed in the hands of
Satan.”

He passed up the road on the way to Holwick and, as he entered

Benjamin’s cottage, he met Aline coming forth. The wind blew her
hair out somewhat as she stepped into the open, and the sun’s rays
caught it, while she herself was still a little in shadow and it shone
like a flaming fire. “It is a halo of glory,” said the old man to himself
as he looked into the beautiful innocent face. “Child, you did well
yesterday,” he said.

“Oh, but I am afraid, Father.”

“Afraid of what, my child?”

“Afraid that Mistress Mowbray was not pleased.”

“Fear not, Mistress Mowbray is an honest woman, she will approve

of what thou hast said.”
 Aline did not like to say more; she wondered whether she had
misjudged the lady of Holwick, or whether the old man’s estimate
was too charitable.

“God bless you, Aline,” he said, as she turned to go up the hill,

and before entering the door he stood and watched her out of sight.

She went straight up to the Hall and found Audry. “I wonder what
Ian is doing in Carlisle now,” said Aline. “Let us go down to the
secret room. I have just met Sir Laurence Mortham. I think he
looked sadder than ever, but he is a right gentle master. Do you
remember that talk we had with Ian about our forebodings? I
thought that it must have meant Ian’s departure, but it is something
more than that. I felt it again strangely to-day when I met Father
Laurence, and somehow it seemed to me as though there was some
terrible conflict going on somewhere, and Father Laurence was
trying to stop it, but that he could not do so.”

“Oh, do not talk like that, Aline, you do not know how creepy you
make me feel. Come.”

“The room looks very melancholy now,” Audry said when they had
descended. “I always associate this room with Master Menstrie. It
seems very curious that we should discover him and the room at the
same time.”

“It is very cold down here,” said Audry, “let us light a fire. That will
do something to make the place more cheerful.”

“Are there any fires lit upstairs?” asked Aline, pointing to the
inscription over the fireplace.

“Oh, yes,” said Audry, “several, it is getting nearly winter.”

So the children lit a fire and occupied themselves in giving the

room a thorough cleaning.
 “I wish we could open this chest,” Audry exclaimed, as she was
dusting the great iron coffer. “It is very strange that it has no lock.”
Aline came and bent over it too. But although they pressed here and
pushed there and peered everywhere, they only succeeded in
getting their hair caught on a rivet, so that both children were
fastened to each other and to the chest at the same time. So with
much laughter they abandoned the attempt for that day.

“You know it’s my belief,” said Audry, “that that old iron coffer is
the most important thing in this room; people don’t put great heavy
iron coffers into secret rooms unless they have secrets inside.”

“But the secrets might have been taken away,” said Aline,
“although I admit that it does not look likely. The room seems to
have been unused for so very long. But do you remember, Audry, we
never finished reading that book after all. Why should it not tell us
about the chest?”

“I expect it would; where is the book?”

“It is in this room, I think, in one of the bookcases.” Aline rose to

fetch it, but the book was not to be found. The children hunted all
round the room, but they could not find it. They then went upstairs
to their own room, but still it was nowhere to be seen. They looked
at each other aghast.

“Oh, whatever shall we do?” said Aline. “Suppose that they find it,
then our secret room will be no longer safe.”

“But they may not be able to read it,” Audry suggested.

“Oh, they are sure to find out, for they will have the parchment.”

“The parchment,” echoed Audry, “the parchment; then you will not
be able to write any more letters to Master Menstrie. Why, you must
have had it last night when you read his letter.”
 “So I must,” said Aline. “Well, that proves it cannot be out of the
house, for I have not been out except to see Walter Margrove go,
and I am certain I did not take it with me then. So it must be
somewhere here in our room.”

They turned everything off the bed, they looked in the ambry,
they lifted the movable plank and looked under the sliding panel, but
the book had absolutely disappeared.

“It is very mysterious; do you suppose any one has been in and
taken it, Aline; it is very small and thin, it is true, but it could not
actually vanish.”

Aline sat down on the bed and could not keep back the tears.
“There is only one comfort,” she said, “and that is that Master
Menstrie told us how to make another parchment; besides I read his
letter three times over last night and I think I could make a new one
from that, for I believe I could remember it. But, oh, dear, I am
certain some one has taken the book and it will be found out, and
then they will see that the secret room has been used and will guess
that that was how Master Menstrie escaped and that we helped him.
It may even lead to their finding out where he is.”

Audry knelt down on the floor and put her head in her cousin’s
lap, and her arms round her waist. The late Autumn sunshine
flooded the room, but it brought no joy to the sorrowing children.

“Who can have been in the room?” Audry said at last.

“Elspeth, I suppose,” said Aline. “I think we must run the risk of

asking her. She cannot read, but even if she has not seen it, she
might tell some one that we had lost it. However, we must take our
chance.”

So they went and found Elspeth and began to talk to her about
the packman’s visit. Just as they were going Audry managed to say
quite casually, “Oh, by the way, Aline, I suppose Elspeth cannot have
seen your little book.”

“What book, hinnie?” said the old dame. “I cannot read and all
books are alike to me.”

“Oh, it was a very thin little book; I must have mislaid it in our
room. You may possibly have noticed it lying round somewhere if
you have been in there this morning.”

“I have seen no such book, dearie, and I would not have touched
it if I had.”
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