Satellite TV programming

The German TV viewer catches CBS news by satellite. The Italian farmer watches a dubbed British documentary on a Dorset farming community. Harrods' shoppers see Soviet sports on TV screens on offer in this London store. A Parisian opera lover tunes into a Vienna Opera production, brought to him live via broadcast satellite and his Left Bank flat's earth station. Many of Europe's viewers stimultaneously take in a Coca-Cola ad specially conceived for the international satellite market.     

Satellite broadcasting to homes: Service options,policy issues and costs

Comsat's proposal to launch a direct-to-home broadcast satellite (DBS) service has stimulated a vigorous policy debate on a wide range of issues. The authors examine briefly the economic and technological factors that seem to favour new DBS services, suggest a panoply of services that could be provided via DBS, and relate the policy issues to specific potential services. They also present a financial analysis of a hypothetical firm's DBS pay-TV service, enabling them to suggest the possible shape of a new DBS industry.     

Direct broadcasting by satellite in the USA: Interim regulations and implications

Technological advances in satellite communications and changes in regulatory philosophy in the USA came together at the end of the 1970s to foster a new medium — direct broadcasting by satellite (DBS). DBS, similar to other new television distribution systems, holds the promise not only of serving the people who cannot be reached by conventional television systems, but also of offering diverse programming to existing television audiences. However, the potential problems raised by the FCC's interim DBS regulations might jeopardize the economic viability and the development of future DBS systems in the USA, and might affect the interests of DBS audiences.     

Communications and information resources in Canada

The author details Canada's efforts to maintain unity and national economic and cultural identity through its communication and information resources. The country's dependence on the USA is stressed. Computer communications, broadcasting and publishing industries, telephone and satellite communications, and research and development are covered and several Canadian innovations are introduced. It is concluded that, with appropriate action, Canadian communications and information resources could be used to strengthen national sovereignty.     

Olive oil in the EC: Gift from the gods or Trojan Horse

The European Commission fears huge olive oil surpluses as a result of Spain's accession to the Community. It believes it can prevent this, at great cost, by increasing consumer aid for olive oil and adopting a protectionist policy towards other vegetable oils and fats. Thus, the burden would be shifted to consumers of other products and the outside world. Trade relations would suffer. The author considers that the Commission's analysis is unfounded and the Commission's remedies should be questioned. The author also points to possible budgetary savings in the Community's expenditure on olive oil.     

China's wheat import programme

China is the world's largest foodgrain producer. It is also the world's major grain trader. China's participation in the world's grain market is unique because of its importance as both a grain importer and exporter, unlike other grain trading nations. This article considers the reasons for China's wheat import programme by following the controversy among Chinese academics, and attempts a more systematic appraisal by the application of regression analysis.     

A model of industrial satisfaction/complaining behavior

A model of the purchaser's satisfaction with supplier response to a formal buyer complaint is developed and tested. The authors answer two important questions: (1) what variables affect the purchasing agent's satisfaction with a supplier's response to a complaint? and (2) how can the supplier respond so as to keep that customer in the future?     

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.     

SAM — a baby with many faces

In the last issue of Food Policy, two articles appeared on the subject of the Mexican Food System, or the Sistema Alimenticio Mexicano (SAM). The first article by Frank Meissner¹ reviewed the background to SAM, the proposed strategies, intended targets, its funding and put forward a strong case for considering SAM as a constructive policy for alleviating Mexico's food and nutrition problems. However, Michael Redclift commented in his article that:² ‘There are three principal points to be made of Dr Meissner's article: its interpretation of Mexico's recent agrarian development is questionable; it does not distinguish between the analysis provided in the SAM documents and the policy measures to which they give rise; and, it glosses over serious problems of implementation, giving too little weight to the participatory element without which SAM is doomed to failure’. This rejoinder is Frank Meissner's response to Michael Redclift's comments.     

Telecommunications in China

Recently, a ten-man delegation of the United States' IEEE (Institute of Electrical and Electronics Engineers) visited the People's Republic of China, at the invitation of the Chinese Electronics Society. It was the first formal visit arranged under the auspices of these two organizations. The delegation represented wide-ranging interests in telecommunications, computer technology and engineering education. This report reflects one delegation member's observations in the field of telecommunications.     

Effective selling approaches to buyers' objections

Approaches for responding to an industrial buyer's indecision and price objections were uncovered. When an industrial buyer refuses to make a purchase decision or objects to price, an effective salesperson will seek understanding of the buyer's indecision, consciously look for common underlying objections, address the buyer's specific concern, and establish a decision deadline for the buyer.     

A policy for UK sugar supplies

A substantial shift in the balance of UK sugar supplies has taken place since entry into the European Economic Community (EEC) as a result of an increase in the production of domestic beet sugar, a fall in consumption, and a reduction in cane sugar imports. This shift in favour of beet sugar would have been greater had the domestic beet sugar industry been able to take full advantage of the increase in production quotas since 1975 under the Community's common sugar policy. A further increase in domestic beet sugar production might yet take place now that the Community's new sugar regulation, which was to have come into force in July 1980, has had to be deferred to 1981. The European Commission has proposed that under the new sugar regulation production quotas should be cut to reduce the size of the Community's structural sugar surplus. The UK government has issued a statement which welcomes the Commission's proposal to reduce the Community's sugar surplus but rejects any cuts in production quotas which would restrict the expansion of its own beet sugar industry.¹     

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.     

The future of industrial new venture departments

In the companies studied, the primary reason for “failure” of New Venture Departments (NVDs) did not appear to be ineffectiveness in new business development. An NVD was an effective structure for managing new ventures in many companies. The main reasons NVDs became inoperative were that (1) the corporate strategic situation changed and the NVD was no longer needed, and/or (2) the NVD's political position eroded within the company and it was rejected by the existing power structure. The NVD's performance may be a contributing factor to the erosion of its political position but in many companies there were more important factors such as the NVD's sponsor leaving the company, excessively high expectations generated or the NVD appearing to pose a threat to other divisions.     

The world food council at three years: Global food system manager?

Analyzing the results of the World Food Council's Third Ministerial Session (Manila. 1977), in terms of both substance and procedure, the authors discuss the Council's current role in international food policy making. It appears that the final communique from Manila, as well as the improved policy making processes begun there, point to a strengthened and more positive position for the Council in the future, as an advocate, catalyst and coordinator of action to alleviate global hunger.     

Time allocation of a pooled industrial sales force

The use of the salesman's daily call report has certain limitations regarding internal budgeting matters within a pooled industrial sales force. This article focuses on a case history of using “instantaneous observations” of a salesman's time for budgeting and control purposes.     

Somalia: Food aid in a long-term emergency

From the mid-1970s onwards Somalia has suffered from a number of emergencies — drought, population disruptions, political conflict and minor climatic problems. This article examines the impact of such continuous flows of food aid as a response to such emergencies, both in terms of the recipient government's attempts to stabilize the domestic economy and of donor governments' activities.     

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.     

A marketing simulation model across household and industrial goods

The purpose of this paper is to build a marketing simulation game with a semblance of reality. The decision-maker's goal is to maximize revenues for each decision period. Budgets for the four P's marketing mix variables are left to discretion, but are rejected by the model if they are outside reasonable guidelines.     

Developing and using a customer profile data bank

This article proposes the implementation of a customer profile system to aid the industrial marketer in: making daily sales decisions involving the firm's customers; the development of the vendor's “buyer mix”; and the production of marketing analysis reports used by the firm. The components of the customer profile are presented and the procedures by which these elements can be incorporated into the firm's decision making are explained. Working examples are also provided to reinforce the concepts. Unfortunately the names of the actual corporations had to be deleted or changed for reasons of confidentiality.