Buyer and seller perceptions of transportation purchasing variables

The study in this article involved the investigation of 15 carrier selection variables over three dimensions by three groups with high involvement in the purchasing decision—traffic managers, sales representatives, and sales managers. The primary focus of the study was the identification of significant differences in the assessment of importance of the technical abilities of a carrier, the service orientation of a carrier and the image of a carrier as perceived by sales managers and sales representatives representing the selling systems, and traffic managers representing the buying systems.     

Book Reviews

Rashid Amjad (ed.), The Development of Labour Intensive Industry in ASEAN Countries, Geneva: Asian Employment Programme, International Labour Office, 1981, pp. v + 337. US$10.00.

G. J. Viksnins, Financial Deepening in ASEAN Countries, Pacific Forum. University of Hawaii Press, 1980, pp. ix + 76.

C. Sosya, L-S. Chia, W. L. Collier (eds). Man, Land and Sea, Bangkok: Agricultural Development Council, 1982, pp. ix + 320.

Joachim K. Metzner, Agriculture and Population Pressure in Sikka, Isle of Flores, (A contribution to the study of the stability of agricultural systems in the wet and dry tropics). Development Studies Centre Monograph No. 28. Canberra: Australian National University Press, 1982, pp. xxxii + 355. $A15.00.

Dwight Y. King, Interest Groups and Political Linkages in Indonesia 1800–1965. DeKalb: Northern Illinois University, Center for Southeast Asian Studies Special Report No. 20, pp. vii + 192, index.

Improving Access to Indonesian Collections in the Netherlands, Leiden: Intercontinenta No. 2, 1981, pp. 78. Dlf. l4.75.     

Some specifics on the loss of professional personnel from the Commonwealth Caribbean

The present study is concerned with migration from the Commonwealth Caribbean to the United States. The focus is on the migration of professionals, or the brain drain.     

The dynamics of population in Yugoslavia

A general review of population trends in Yugoslavia since the end of World War II is presented. Sections are included on natural population increase, including fertility, family planning, and mortality; migration, both internal and international; and changes in population characteristics. Data are primarily from official sources and are presented for Yugoslavia as a whole and its component republics and autonomous regions.     

Some characteristics of adopters of a major innovation in the computer field and its potential use in marketing

The computer industry is changing dramatically thanks to new technologies that facilitate departure from the lock-in strategies pursued by the long-term industry leaders. New, highly competent competitors have entered the market with the resulting lower profit margins. Innovations in hardware and software are continuously introduced, and a rapid, successful introduction in the market is essential to gain a foothold before new contenders erode the opportunity. The selection of the most likely buyers is therefore important to direct the marketing efforts optimally. An international and a regional field study were carried out to identify the profile of organizations and individuals most likely to adopt an innovation in the computer field. These findings coupled with data base marketing techniques seem promising for a higher success rate in reaching the early adopters (lead users), making it possible to establish a first-mover advantage. The suggested approach can be used in other industries in rapid change.     

Focusing the catastrophic illness debate.

Unlike other aspects of the American health experience, there is a current void of information on expensive illness experiences. This paper is designed to fill this void and prrsents an analysis of the incidence and cost of catastrophic illness in the United States. Catastrophic illness is defined as an illness episode for which a person incurs $5,000 or more of medical expenses in a calendar year. This information is used to provide a framework for focusing the debate about catastrophic and national health insurance.