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This article is based on the notion that buyer-seller relationships can only be understood as part of the channel in which they are located. This article is also concerned with the factors that stabilize both the relations between individual companies and the channel as a whole. Some suggestions on how channels may be changed are also presented.

Notes buyer‐seller interdependence is crucial to industrial marketing — industrial firms establish buyer‐seller relationships of the close kind and long term. Examines buyer‐seller nature in industrial markets by considering development as a process through time, it is based on ideas from the IMP Project. Analyses the process of establishment and development of relationship over time by considering stages in revolution. Notes also that this process described herein does not argue the inevitability of relationship development. Discusses the pre‐relationship stage: the early stage; the development stage; the long‐term stage; and the final stage with points to debate. Describes how the development of buyer‐seller relationships can be seen as a process in terms of: the increasing experience of the two companies; reduction in their uncertainty and the distance between them; growth of both actual and perceived commitment; formal and informal adaptation to each other and the investments and savings involved. Finally, states it is important to emphasize that companies should examine existing relationships according to the potential and stage of development.

This article focuses on one key aspect of industrial buying behaviour, namely the buying process itself. Using a common questionnaire, a large sample of respondents in Australia, Canada, the UK and the US were interviewed by mail from two sectors, the paper and pulp and chemical and allied products industries. The similarity of results between the different industries and the countries — as well as similarities between this and previous surveys in the UK and US — allows generalisations to be made about the respective involvement of corporate departments in the purchase process for equipment, materials and components.

This article reports on a cross-sectional, longitudinal, and comparative study of industrial buyer behavior. The study points to clear similarities in industrial purchasing between buyers in two industries in four countries. It also shows similarities in results using the same instrument taken in studies several years apart and points to generalizations about the involvement of different departments in the purchase of a variety of product types in different international markets.

In recent years Senior Managers have often been told by management gurus that ‘Technology Strategy’ has joined the ever-lengthening list of concerns which demand their major attention. Despite the dire warnings of the consequences of failing to face up to this issue, managers have been given very little idea of what Technology Strategy might mean, or what is involved in its introduction. This article, based on research in the United States and Europe, attempts to fill this gap by answering some basic questions: (1) What exactly is Technology Strategy?; (2) Why is it important for a corporation to develop a Technology Strategy?; (3) Is Technology Strategy just for ‘High-Tech’ firms or for everyone?; (4) Why does developing a clear approach to managing technology seem to be such a problem, at least for many Western corporations?; and (5) How could you develop a Technology Strategy?

Sera from 7 patients with paraneoplastic opsoclonus were examined for antineuronal autoantibodies. An antibody against neuronal nuclei was found in serum from a patient with breast cancer, opsoclonus, and ataxia. This antibody recognized 53- to 61-kDa and 79- to 84-kDa antigens in immunoblots of neurons. Antineuronal antibodies were not found in other patients with paraneoplastic opsoclonus.

The clinical and pathological findings in 4 adults with cancer and opsoclonus were compared with those of 15 other patients described elsewhere. The clinical syndrome of paraneoplastic opsoclonus is characterized by the acute onset of opsoclonus and truncal ataxia, often accompanied by encephalopathy, myoclonus and a cerebrospinal fluid pleocytosis. Unlike most other paraneoplastic syndromes, the course is often remitting and relapsing. Neuropathological examination in 3 of our patients showed lymphocytic cuffing of occasional blood vessels throughout the central nervous system, associated with a mild, diffuse proliferation of microglia in 1 patient. Apart from a mild, patchy loss of Purkinje cells in 1 patient, there was no loss of neurons from the cerebellum, brainstem, cerebral hemispheres, or spinal cord. These patients differ from those with the more common paraneoplastic cerebellar degeneration by the predominance of truncal over limb ataxia, the presence of myoclonus, the absence of severe dysarthria, a tendency for remission, and the preservation of Purkinje cells.

All totally real quartic fields of discriminant less than 106 are computed. The method used to generate the fields is derived from Delone and Faddeev, with corrections and improvements. A new method for deciding field i8omorphism is used to eliminate redundant examples. Integral bases and Galois groups are given for each field. 1. Introduction. In (3, pp. 184-200) Delone and Faddeev give a number- geometric method for computing generating equations for all totally real quartic fields of discriminant not exceeding a fixed upper bound L E R>0. This method is well suited for implementation on a computer. Unfortunately, the original paper contains many mistakes, and the proofs are sometimes hard to understand. In the present paper we give a corrected version of the Delone-Faddeev algorithm, we describe its implementation, and we give a table of all totally real quartic fields of discriminant less than 1,000,000, including their integral bases and the Galois groups of their normal closures. A different method for computing totally real quartic fields was given by God- win (6), and for general algorithms for computing fields of small discriminants, see Martinet (8) and Pohst (9), (10).

Seeks to identify peculiarities involved in the sale of know‐how, suggesting various marketing strategies. Differentiates between three marketing activities: the use of a technology in manufacture or design; the marketing of a service based on a particular technology; and the sales of a technology in its entirety. Describes this as an exploratory study of issues and problems arising from the marketing of a company's technology or know‐how. Concludes that this work has sought to identify the peculiarities involved in the sale of know‐how, aiming to increase understanding.

A non-analytical proof of recurrence is obtained via an embedding procedure for a two-dimensional correlated lattice random walk.

Introduction This paper is the result of a research project into the use of concepts and ideas from the marketing literature by small companies operating in industrial markets. The research was based on ideas generated by one of the authors in consultancy and research and by the other in the day‐to‐day management of a small company.

A non-analytical proof of recurrence is obtained via an embedding procedure for a two-dimensional correlated lattice random walk.

This paper is based upon a research project which examined what are commonly known as industrial ‘make-or-buy’ decisions. The project stemmed from the simple idea that decisions as to which activities should be carried out within the company and which should be contracted out can be crucial to business effectiveness. In doing this, management faces complex choices as to which elements of its manufacturing, marketing and the services which it needs in its operations should be provided ‘in-house’, and which should be bought in. Several case examples illustrate the potential involved.

The export arrangement which makes use of overseas distributors is examined in this article. Although this method is important for many manufactures operating in foreign markets there are reservations about the performance levels that are achieved under such arrangements. It is suggested that there is an important link between the performance level achieved and the very nature of the relationship that exists between the manufacturer and overseas distributor. The authors assert also that the nature of the manufacture-overseas distributor relationship is associated with certain characteristics of the participating companies; namely, their stake in the relationship, their experience, and their uncertainty surrounding the relationship. These propositions are tested and largely corroborated through analysis of data collected from 41 companies in Canada and the UK.© 1982 JIBS. Journal of International Business Studies (1982) 13, 57–72

The authors report the results of a small-scale study of the attitudes of 174 British companies to managing their technology. Their data sources were replies to a questionnaire and interviews with 18 senior managers of the respondent companies. They relate their findings to current academic thinking about technolgy strategy, of which a bibliography and critical review is presented in the paper. The results showed that the firms in the survey did not give much specific attention to technology when formulating their strategies. Some do not have a clear notion of what is meant by ‘their technology’, and others have difficulty in deciding its character. In any case a ‘firm's technology’ is usually seen as a cluster of technologies, which is enmeshed in a network of external technologies such as those practised by suppliers and customers, rather than as a single entity. After in-house R&D the most often used forms of technology acquisition are licensing-in and contract R&D. The import of technology presents difficulties, such as codifying it in usable form and making sure that there are in-house staff capable of using it. The authors conclude overall that few firms in the sample can assess their technological strengths and weaknesses or clearly conceptualize their situation. They remark that academic approaches to technology strategy are oversimplified and do not sufficiently address the main problems in this area, which are to help managers to understand the nature of their technology position and the technological network of which their firm forms a part.

Summary The sequence and structure of the Millstone Grit and Coal Measures rocks in the Ingleton area are described in detail, and comparisons made with neighbouring areas in the Pennines. The Millstone Grit succession exposed on the southern and western flanks of the coalfield syncline is shown by its contained faunas to be representative of the E 2 to G 1 stages inclusive, and is a complete but somewhat attenuated equivalent of the better known succession of the Yorkshire-Lancashire borders. The Coal Measures are shown to consist of two series separated by an unconformity. The lower series, or Grey Measures, have yielded faunas and floras indicative of the lenisulcata, communis and part of the modiolaris zones. Workable coals are confined to the lower part of the modiolaris Zone. The Grey Measures are shown to be overlain unconformably by an upper series, or Red Measures, mainly of phillipsii-tenuis age. These are overlain unconformably by breccias probably of Permian age. The structural development of the coalfield is described and the effects of intra-Coal-Measures and Permo-Carboniferous movements discussed. I. Introduction The greater part of the Ingleton Coalfield lies in the West Riding of Yorkshire with small areas in the adjacent counties of Lancashire and Westmorland, some 30 miles from the nearest parts of the Yorkshire and Lancashire coalfields and 50 miles from the Durham and Cumberland coalfields (Fig. I). It consists of about 28 square miles of Coal Measures lying immediately south-west of the Craven faults and bounded on the south and west by the upper

Two infants, one full term and the other premature, presented symptoms of "congenital stippled epiphyses" (dysplasia epiphysialis punctata, chondrodystrophia calcificans congenita). The outstanding characteristics of the entity are the presence of multiple, discrete, dense calcifications in many cartilaginous epiphyses and apophyses. The diagnosis, necessarily, rests upon roentgenographic examinations.

Suppose R is a complete local Dedekind domain with quotient field F, and let f(x) be a monic polynomial in R[x] having non-zero discriminant. We present here a new algorithm to construct the maximal order of the algebra Af = F[x]/f(x)F[x]. The new algorithm incorporates ideas of Zassenhaus (1975, 1980) concerning P-adic stability and the algebraic decomposition of A s . We show that it is always possible either

We follow, the evolution of ideas arising from Ramanujan's 1916 paper ‘On certain arithmetical functions’ by examining multiplicative η-products and quotients and their relation with the characters of the Mathieu groupM 24 and the automorphism group of the Leech lattice. This leads to the Monster and speculations on its geometric origin and current physics.

The properties described here were found while investigating relations between the Lie group E 8, Thompson’s simple subgroup of the “Monster” which centralizes an element of order three therein, and the cube root of the modular function j.

Modeling forest growth for yield prediction is at a fascinating stage of development. Yield prediction techniques, developed by forest mensurationists over decades and based on extensive empirical data bases, are increasingly being called into question. Burgeoning eco-physiological research offers tantalizing glimpses of mechanistic explanations of the growth process and the promise that new prediction techniques can be developed.

This thesis examines some of the organizational characteristics that restrict productivity in government organizations. The beneficial impact of clearly established organizational objectives on productivity is stressed, and the theory and practice of Management by Objectives is reviewed. The purpose of the thesis was to determine if the techniques of MBO, appropriately utilized, could be expected to improve the productivity of government organizations, and to assist government managers in avoiding common pitfalls in MBO applications. http://archive.org/details/managementbyobje1094517843 Pacific Missile Test Center, Point Mugu, Calif. Approved for public release; distribution is unlimited.

Network approaches are expanding our view of markets as interconnected networks of exchange relationships but our knowledge of the process of interaction in these networks is still limited. Interactions are complex processes that include the features of recursive time, manifold rationality, norm diversity, multilateral connectivity and joint consent. The present paper deals with an increasingly important aspect of network interaction, which is the role of umbrella agreements in business relationships. These umbrella agreements are attempts to mirror the reality of business interaction by providing a framework of principles within which exchanges may happen. The study builds on ideas on interaction to examine real-world cases of umbrella agreements, based on empirical research in manufacturer–retailer networks in Germany that covered the period between 2001 and 2004. The study draws conclusions on the role of these agreements for managers and more widely on the nature of interaction itself.

University of Bath Suppliers in business markets are faced with a relatively small number of significant customers with which they must negotiate about numerous issues surrounding complex offerings. Each of these negotiations does not take place in isolation. Each is part of a complex and continuing relationship between the companies and each affects and is affected by the other relationships and negotiations of the companies in the surrounding network. This paper moves beyond the tradition of examining dyadic processes in negotiation to investigate negotiations in networks of organisations, as a way of contributing to an understanding of customer behaviour. This is based on the idea that a network view can provide a more complete understanding of negotiations and conversely, that an understanding of the process of negotiations can improve our understanding of networks. Adopting this alternate perspective provides a new intellectual lens that allows managers to “unleash the power of options” inherent in networks of organisations. Instead of providing prescriptions for deal making, we draw from the research experience of the IMP group to develop a description that explores and explains some aspects of the practice of inter-organisational negotiations.

This article examines the hypothesis that industrial purchasers' assessments of their suppliers are not based on views of suppliers' technical and commercial skills in isolation. Instead they are closely associated with their assessment of suppliers' skills in developing a relationship with them.

A computer graphic technique, 3DPLOT, is presented. Its purpose is to identify occupational horizons in deep sites that have no visible stratification. The program treats the locations of subsurface artifacts in three-dimensional space as if they were in a clear matrix, rotating and tilting to any desired viewing angle. The benefits of this method are explained, and an example is presented.

Intra-specific plant competition has been studied (Ford (1975)) by planting individuals in regular lattice arrangements and then observing during growth both the frequency distributions of plant size and the occurrence of different sized plants across the lattice. Lattice distributions were studied through comparison with direct simulation of the random case and by the method of Krishna-Iyer (1950). A time-lapse film has been produced with one exposure every 10 minutes over a period of 6 weeks, to illustrate plant competition in lattice arrangements.

A number of studies on group problem-solving have shown that centrality of a subject's position influences: (1) his sense of being a part of the group, (2) the amount of information available to hi...

THE RESULTS of serial examinations of the spinal fluid in acute poliomyelitis, rather surprisingly, have not been reported. The need for such a study has been emphasized recently by Andelman and his co-workers1in their extensive analysis of values for spinal fluid protein in justifying the diagnosis of subclinical poliomyelitis. The opportunity was afforded us to study 142 specimens of spinal fluid from 31 patients with acute poliomyelitis, and the data obtained comprise the basis of this report. MATERIALS AND METHOD Originally, the study was directed toward the evaluation of an experimental chemotherapeutic agent which did not influence the course of the disease.2All patients were in the acute phase of poliomyelitis and were managed identically, whether nonparalytic or paralytic. There were 13 nonparalytic and 18 paralytic patients. The age range was from 9 months to 38 years, with 15 patients less than 8 years of age, 7