Risks and benefits of new communications services: The national perspective

New forms of data communications services influence the social, economic and strategic environment of a nation. The authors discuss new forms of data communications services from a Canadian perspective, and identify issues associated with the services and the new society they encourage. The relationships of new services to national sovereignty, employment, national trade balance, and regulation are discussed from a benefit-risk perspective. The authors conclude that a requirement exists for national planning and coordination mechanisms to assure that appropriate systems are in place to foster the orderly introduction, diffusion, and utilization of new forms of data communications.     

Applying territoriality to steps in the buyer/seller process

Territoriality is the drive of an individual to stake out, establish, maintain, and defend an area of space for personal use. The “area of space” may be physical or psychological. Industrial buyers and others involved in the buying process, as members of organizations, will act to establish individual territories within the organization and may also act to represent an organization's territorial needs. Because an understanding of the behavior of buyers is important to industrial sales people, and because the concept of territoriality is a mixture of psychological processes, physical behavior, and the space surrounding an individual, a Territoriality Scan System is proposed to assist the salesperson in improving his or her sales communications with industrial buyers. A salesperson can gather important information about an industrial buyer's psychological processes by observing the buyer's physical behavior and surrounding physical space using the Territoriality Scan System. These observational measurements can then be used to enhance the entire sales presentation.     

Telecommunications in Canada: The regulatory crisis

The article highlights the need for a national dimension in Canada's telecommunications systems. But the national dimension is undermined by the country's haphazard regulatory structure, and the consequent barriers to fair and equitable access to telecommunications services. A solution is proposed in the form of a national regulatory body which, without constitutional rearrangement, would yield effective federal authority and simultaneously ensure that valid concerns of a local or intraprovincial nature are taken into account.     

Food supply in Peru: Dependence and transnational monopolies

The Peruvian food supply system is characterized by the stagnation of agricultural production, by the increasing control of oligopolies and by dependence on imports. Traditional consumption patterns are changing and this has contributed to the national agricultural stagnation, the agro-industrial oligopoly and the increasing vulnerability of the country's food supplies. Against this background, the author reviews current strategies and policies for farming and food and resources. An alternative reform of the food supply system is then proposed.     

EUTELSAT's regional role

Interim EUTELSAT was established in 1977 as the provisional organization for the operation of commercial satellite telecommunications systems for the European region. EUTELSAT's definitive statute is expected to come into force at the beginning of 1984. This article looks at the objectives of EUTELSAT and considers the organization's role as a regional operator within the context of a global satellite communications system.     

Controlling unwanted communications to the home

A greater volume of communications into the home increases concerns about offensive messages and unwanted solicitations. The author presents legal, regulatory and technical approaches to giving individuals more control over the communications they receive through the mails, over the telephone network, via broadcast television, and from cable TV. Technical means for allowing greater subscriber control are available, but they generally receive low priority in system design. Although receivers' rights to avoid unwanted communications may conflict with senders' rights to free speech, the author favours placing more choice and responsibility on the recipient.     

Policy globalization and the “information society”: a view from Canada

The Canadian example suggests that recent shifts in communication policy frameworks should be understood as a transformation in how technology is organized politically, and not simply as a policy reaction to technological innovation. The process is tracked chronologically in three sections: institutional renewal (1993–1994); accelerated vertical slippage between national, regional and global policy levels (1995–1996); and horizontal dispersal of communication policy into new other sectors (1997). Across these stages, a series of convergences characterized by increased fluidity between territorial as well as sectoral jurisdictions are discussed; implications for the understanding of communication policy frameworks within the context of the “information society” project are identified.     

On-line information retrieval aids new product development

Innovation is one of a firm's most effective weapons in the war against competition. The need for new products is now greater because the production function is called upon to maintain, if not improve, the quality of life while using fewer resources. Accelerating innovation, is partially based on a crucial element, information. An-on-line information retrieval can be used in every phase of the new product development cycle.     

Telecommunications for development — an addendum

Further comments on the debate concerning the use of telecommunications for development, in response to John H. Clippinger's article ‘Can communications development benefit the Third World?’     

Communications programme in Montreal

The Graduate Studies Faculty of the University of Montreal offers a programme of study in communications, leading to an MSc degree. The Master's programme addresses two main objectives: first, the scientific analysis of the forms and contents of the new media and of the transformations they have brought about in interpersonal relations, within organizations, and within society as a whole; and second, the development of a general theory of communications.     

Marketing executives' perceptions of equitable salary increases

Employees' perceptions of fair and equitable salary increases is the subject of this article. Factors hypothesized to be the major determinants of the “perceived amount of pay that should be received” in Lawler's model of pay satisfaction are employed as predictor variables in a multiple regression equation context to explain the observed variation in executives' perceptions of fair and equitable salary increases. A national sample of industrial marketing executives were surveyed. A significant relationship was observed between employees perceptions of fair and equitable salary increases and a number of perceived personal job input and job demands related variables, current salary and wage history, and perceived non-monetary outcomes which are theorized in Lawler's model to be among the major determinants of the perceived amount of pay that should be received.     

The information society in California: Social factors influencing its emergence

The authors identify three elements which will influence California's future. First, demographic shifts in the state's population have altered California's ethnic and cultural foundations. Second, the state educational system does not seem prepared to train larger numbers for information work, especially members of its growing ethnic population. Third, almost half the state's workforce is now employed in information-oriented work, whether in the industrial, service, or agricultural sectors. The authors demonstrate that the interaction of these elements has profound implications for California's development.     

Communicating through computers: Impact on a small business group

A case study of the use and impacts of the NLS computer message system was performed by the Business Planning Group of Bell Canada. The author presents the results of the study, and compares the Group's findings with existing research on computer- mediated communications systems. Preliminary conclusions are drawn concerning the impact of such systems on the work habits of user groups.     

Managing a capital equipment business's market share

Several factors are investigated as possible contributors to market share for capital equipment business: product quality, service quality, a business's image for quality, and marketing communications. Cross-lagged correlations with PIMS data imply that product quality and image for quality influence market share, marketing communication influences image, and service quality results from all of these sources of influence.     

Teledemocracy from the top

Teledemocracy, the use of new communications and information technology to widen the scope of the public's political participation, is a hot topic. Over the past few years a number of wide-scale teledemocratic experiments have taken place, for example in New Zealand, the State of Washington, and Hawaii, and the idea is being increasingly discussed in the scholarly as well as popular literature.¹ The reasoning behind, and justification for, teledemocracy has been expounded before.² This Comment, however, attacks the problem from a new perspective - where do politicians fit into such a system, and why should they nurture its development?     

Industrial buying behavior in Brazil

Many firms in less developed countries (LDCs) make little use of available information when they are considering investing in new production technology. A very small number of alternative suppliers are generally considered and supplier evaluation is often perfunctory. A number of questions concerning the information on alternative suppliers are raised and answers were sought in a field study carried out in Brazil. The factors that influence the degree of search by managers for information on alternatives included the relative cost of the equipment, the familiarity of the buyer with the technology, the cost of acquiring the information, the available resources of the company, and the buyer's expectations concerning quality and price, Implications for industrial marketing in LDCs are discussed and suggestions are made concerning the assistance that LDC governments can provide to firms that import production technology from the industrialized countries.     

Implementation of food distribution policies: A case study in South India

Public policy for foodgrains distribution and consumption in Coimbatore District of South India involves processing through state trading institutions, and distribution through fair price shops, Food for Work and Employment Guarantee Schemes. Policies are evaluated in terms of their objectives, and institutions for the implementation of policy are analysed in terms of the way in which they mobilize and distribute resources: foodgrains, capital and labour. Although this deficit district has captured shares of Tamil Nadu State's publicly distributed grain which are disproportionate to its share of the state's ‘vulnerable’ population, nevertheless, schemes to increase the latter's foodgrain consumption have been patchily implemented over space and time, and they have had little measurable impact on intended beneficiaries.     

Library support for industrial marketing research

The literature of business and management often discusses the need for timely information as a prerequisite to decision-making and planning. The role of the corporate library in supporting management's information needs has rarely been discussed in professional management literature. This article examines the library's role in supporting industrial marketing research. Special reference is made to new technologies that enhance traditional library services.     

Sales management control and job performance

A national firm's salespeoples' perceptions of their management control system were related to their performance and satisfaction. Salespeople who perceived job goal clarity, control over their work, and job rewards as being based upon performance were found to be relatively higher performers and better satisfied with their job.