Showing papers in "Industrial Marketing Management in 1972"

TL;DR: In this article, the authors reviewed the role of organizational buying research and concluded that studies of the buying behavior of organizations are as important to the industrial marketer as they are to vendors of consumer goods, though in the industrial case, considerably more complicated than studies of household behavior.

TL;DR: Harrison and Pearce as discussed by the authors present a comprehensive account of trend extrapolation techniques, as practised in Imperial Chemical Industries Ltd. The authors deal explicitly with six basic trend curves, available in the current ICI Central Management Services computer forecasting program: which are: straightline, parabola, exponential, log parabolas, modified exponential, and Gompertz curves.

TL;DR: In this paper, the feasibility of optimizing marketing strategies through the analysis of industrial buyers' perception of product groups was investigated, and it was shown that the industrial buyer perceives products as falling into either of two dichotomous concept classes and that the class determines the set of choice criteria he will utilize in evaluating and selecting his source of supply.

TL;DR: In this article, various forecasting techniques are examined and the possible application of these techniques in the chemical industry is discussed, in particular, the problems of price forecasting are dealt with and a modified theory taking the effect of technological changes into account is proposed.

TL;DR: Burke as mentioned in this paper states that "I really did not think it safe, or manly, to have fresh principles to seek upon every fresh mail which should arrive from Amerrca.. in order, amidst so vast a fluctuation of passions and opinions, to concenter my thoughts; to ballast my conduct; to preserve me from being blown about by every wind of fashionable doctrine".

TL;DR: In this paper, the authors present a review of environmental problems, backed by useful references, and conclude that the bulk of these problems are not amenable to "scientific" solutions, partly because the linear methods which have been successful in the physical sciences are largely inapplicable, and partly because many of the problems simply do not have technical solutions.

TL;DR: The Club of Rome on the Earth's "problematique" as mentioned in this paper has been criticised for the non-explicit causal relationships fed into the mathematical model of the M.I.T. work on Limits to Growth.

TL;DR: In this paper, the authors examined the role of marketing in small technology-oriented business and is based on an extensive investigation of the marketing problems and programs of 76 small enterprises located in a large scientific complex in the midwestern United States.

TL;DR: In this article, the authors examine the marketing of poromerics, water vapour-permeable leather substitutes aimed specifically at the footwear uppers market, and highlight the problems facing a major industrial company when it attempts to penetrate an unfamiliar fragmented industry which is closely aligned to the consumer market.

TL;DR: Demetrescu as mentioned in this paper, Corresponding Member of the Romanian Academy of Social and Political Sciences, is of great interest because it reveals an Eastern European view of the concept of marketing, and to aid comparison with the West European viewpoint, despite the fact that some of the content exactly mirrors views previously published in the West.

TL;DR: Thomas Kratschmar, Senior Analyst at a Brussels consultancy, takes as his theme the evaluation of the impact on future markets of new technological breakthroughs as mentioned in this paper, and concludes with some cautionary advice for those who would assess the impact of technological breakthrough.

TL;DR: In this paper, the authors point out that observed market prices are very often taken as measures of social value in benefit/cost analyses which purport to balance economic and social benefits against economic disbenefits.

TL;DR: In this paper, an extended version of the invited talk he gave to EVAF's Technological Forecasting Division in 1971 is presented, with the theme being that the institutions of society react to new ideas and new professions in such a way as to annual the effect of philosophical ideas.

TL;DR: The International Institute for the Management of Technology (IIMT) as mentioned in this paper has recently begun in Milan, Italy, where the authors describe the exciting experiment which is currently taking place, with backing from several European countries, in the newly formed Institute.

TL;DR: In this article, the authors argue that marketing can play a greater role in the development of these countries; specifically, they write on the status of marketing and the indigenous obstacles to the inception of distributive and marketing systems.

TL;DR: It is probably unrealistic to suggest that direct measures will ever replace such proxies, although advice is given on useful steps which can be taken to improve the utility and use of data employed for the measurement of industrial markets.

TL;DR: Christian Estrup discusses Leontief's input-output technique and its relevance to the marketing of chemicals and a practical example is given, from research work done in the Technical University of Denmark by Instittutet for Kemi-industri, which should make the article of interest to non-mathematically oriented readers.

TL;DR: The Chemical Division of the European Association for Industrial Marketing Research (EVAF) as mentioned in this paper has been discussed in detail in a recent article by J. W. Vernon,Chairman of the EEMRA (European Chemical Marketing Research Association).

TL;DR: In this article, a possible standard procedure for acquisition projects is outlined; it includes four main phases: 1. Determination and investigation of the sector of industry, where to look for acquisition candidates. 2. Selection of the acquisition candidate. 3. Preparation of the decision to take over the acquisition proposal. 4. Realisation of the proposed acquisition.

TL;DR: In this article, G.S. Planner discusses the case history and successful outcome of Rank Xerox's planned attempt to improve their trade with the East Europeans, and suggests some of the factors which contributed to their breakthrough into a market where there is an unprecedented demand.

TL;DR: Monsieur Chaumier as discussed by the authors has written informatively, in this article, on existing methods of electronic storage and retrieval of information and their usefulness to marketing organisations, the importance, in decision making, of a readily available source of cogent information is convincingly argued.

TL;DR: In this article, the authors discuss the impact and cross-fertilization that has taken place between Industry and the new Centres of Management Education over the last decade and discuss the changing pattern of management education in the United Kingdom.