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736 has three major limitations. One, it is restricted to warning statements in cigarette advertising, not packaging. Two, the sample of respondents is not representative of the American public, and thus the projectability of the study's results is questionable. Three, the study ir.cluded only two new warning statements and the current statement as a control; the two ~ statements tested are not among those prcposed by the present bill. Given these limitations, it is clear that the study does not provide empirical support for the present proposal. But even were one to assume away the limitations a_^:d accept the results of the study as valid, they demonstrate only that consumers best recall those matters that they already had learned from the present warning statement and from the numerous other sources of information about smoking and health. °~ Thus, for example, the study found that a specific lung cancer ~ warning was "no more effective than the non-cancer warnings in eliciting mentions of the relaticnship between smoking and cancer." Indeed, it is quite possible that the rotational warnings proposed by E.R. 5653 would have an opposite effect of what is intended by the bill's sponsors. The present Surgeon General's warning statement is embedded in the pub- lic lic consciousness, as well or better '.tzown than the propos'_- `L tion that people should wear seat belts. If instead appear statements linking smoking to specific health problems, e ~.. zcnsumers might well conclude ::anged his opinion and no lo ;er.erally hazardous to health s:ecific problems, the warnin _:'_evant to various segments _:= example, are unlikely to ::=a=t disease; single men and _?.r attention to a warning th ___ng pregnancy. Neither ti: =esent bill appears to have _ ':_ntial consequences of a r In conclusion, noth __C Staff or the rationale su =crts (a) the diagnosis that c:aimed health hazards of smo =:.at the replacement of the c' =:g with a rotational system 'a='_1 have any positive effect smcking and health issues. T: are unsupported by facts or t =e-ce, I urge this Subcommitt ~- the labeling provisions of

sentative of the American ,r of the study's results is '_uded only two new warning t as a control; the tao se proposed by the present ng statement and from the ion about smoking and health. that a specific lung cancer :n the non-cancer warnings 3ible that the rotational ld have an opposite effect sponsors. The present zt is embedded in the pub- :er t-iown than the proposi- belts. If instead appear zific health problems, 737 - 12 - consumers might well conclude that the Surgeon General has changed his opinion and no longer considers smoking to be generally hazardous to health. Moreover, by focussing on specific problems, the warnings become significantly less relevant to various segments of the population. Teenagers, for example, are unlikely to bf: concerned about emphysema or heart disease; single men and f)lder women are not likely to pay attention to a warning that smoking may cause problems during pregnancy. Neither the FTC Staff Report nor the present bill appears to have given any consideration to these potential consequences of a rbtational warning system. III. In conclusion, nothing in the studies cited by the FTC Staff or the rationale suggested in the bill itself sun- ports (a) the diagnosis that the public is unaware of the claimed health hazards of smoking and (b) the prescription that the replacement of the current Surgeon General's warn- ing with a rotational system of seven dif°erent warnings will have any positive effect on consumers' awareness about smoking and health issues. The labeling proposals simply are unsupported by facts or theories about consumer behavior. Hence, I urge this Subcommittee to reconsider the advisability of the labeling provisions of H.R. 5653.

738 ICRAM (JERRY) WIND Professional Resu^e Dr. Yoram (Jerry) Vind is a Professor of Marketing and Director of the Wharton Center for International !lanagenent Studies at the Wharton School, University of Pennsylvania. He is an area editor of the new Journal of Marketing Science and the previous editor of the Journal of Marketing. He joined the Nharton staff in 1967 after receiving his doctoral degree from Stanford University. Be is the recipient of a number of research awards, including two Alpha Kappa Psi Foundation Awards for the best articles published in the Journal of Marketing in 1973 and 1976. Dr. Wind has consulted and conducted research projects for close to 100 companies. His current clients include Pfizer Pharaaceuticals, !RCA, Pepsico, and E.F. Hutton Company. In ddition, he is a frequent lecturer in faculty seminars at numerous universities and various executive progra_s in the C.S., Canada. Australia, Japan, Europe. South America and the Middle East. Dr. Wind is the author of a recently published book on Product Policv and a co-autbor of several books including Advertising Measurenent an Decision Makina, Market Segmentation, Organizational Buying Behavior, and riulci- Attribute Decisions in Marketing. Be is a regular contributdr to professional markecing literature, which have included about one-hundred and fifty of his articles, monographs and chapters. His writings have encompassed a wide spectrum within marketing, with special emphasis on marketing research, product and markecing strategy, and consumer and industrial buyer behavior. He has served on the editorial boards ot all the major marketing journals and as an occasional reviewer to numerous other professional journals. He is also the consulting editor of Addison-Wesley's marketing series and the editox-o!-xbaf nsvly-established Wharton Executive Library. Dr. Wind is an active member in a number of professional associations. Ne is a past Chairman of the Institute of Management Science, College of Marketing and the Policy Board of the Journal of Consumer Research. He is a current member of the Board of Directors of the Philadelphia Chapter of the AMA and the Parlin Board of Governors (which he chaired). I EDIICATIOH Stmford Oaiversit , G: 964-1266. Stanford Oniversity, It Education, Certificate The Hebrew University, H.A. (Business Adminis (Economics and Politic. UNIVERSITY POSITIONS University of Pennsvlv Professor of Marketi Senior Fellov of the liember of the OR Gra Secondary Appointmen Member of the kztend to present. Associate Professor Asst. Prof. of Markc The University of Nev Visiting Hoover Four University of Califorr Visiting Professor, IIniversitv of Tel Avix Visiting Senior t.ect Stanford Universitv C: Research Assistant, The Hebrew Dniversity. Teaching Assistant : Administration, Sspr

-z- and Director of the s at the Wharton School. of the new Journal of aurnal of Markecing. ; his doctoral degree acts for close to 100 rzaceuticals, lMCA, is a frequent lecturer arious executive progracs th America and the )k on Product Policv and a '.easurement an Decision : Behavior, and Multi- contributor to .uded about one-hundred His writings have special emphasis on and eonsuaer and 3sjor marketing journals -ofessional journals. ,'a marketing series ceeutive Library. - ssional associations. mt Science, College of :onsumer Research. He :he Philadelphia Chapter eb be chaired). ., 739 ACADEMIC E70?ERIENCE Stanford Dniversit , Graduate School of Business, Ph.D. (Marketing), 9 64 - 12/66. Stanford University, International Center for the Advancement of Management Education, Certificate in Marketing Managment, 9/63 - 6/64. The Hebrew Dniversity, Jerusalem, School of Economics and Social Sciences, M.A. (Business Administration and Political Science), 9/60 - 6/63; B.Soc.Sc. (E-cenomies and Political Science), 9/58 - 6/61. ONIVERSITY POSITIONS University of Pennsylvania, The Wharton School Professor of Marketing. July 1973 to prosent. Senior Fellow of the Leonard Davis Institute, 1977 to present. Member of the OR Graduate Group, 1979 to present. Secondary Appointment in the Dept, of Management, 1981 to present. Member of the Ertended Faculty of the Social Systems Sciences Dept., 1981 to present. Associate Professor of Marketing, June 1Q70 to June 1973. Asst. Prof. of Marketing & International ?usiness, J:nuary 1957 to Junc 1?7C The University of New South Wales (Australia) Visiting Hoover Foundation Professor, June 1977. Dniversitv of California at Berkeley. School of Business Administration Visiting Professor, Fall 1975. University of Tel Aviv, The LeonRecanati Graduate School of Business Admin. Visiting Senior lecturer, September 1968 to August 1969. Stanford IIniversity Graduate School of Business Research Assistant, June 1965 to September 1966. The Hebrew University, Jerusalem Teaching Assistant in the Departments of Policy Science and Business Administration, September 1961 to June 1963.

740 Address: I. noo1:S AND .MF:OG3APHS -3- PEBSONAL DATA PVBL: c YoRAM (. Professoi The Sihart Dniversity c 2:oduct Polic9: Conceots. Methods ; 1982. Office: IIniversity of Pennsylvania The Wharton School Marketing Department Philadelphia, PA 19104 (215) 243-8267 Hesidence: 911 Summit Hoad Penn 7alley, PA 19072 (215) 667-7788 Date of Birth: Harch 27, 1938 ~ Place of Birth: Haifa, Israel Marital Status: Married to Vardina Wind (BA in Sociology, Hebrew University, 1962; ~ MA in Casmmunications, University of Pennsylvania, 1974); two children, 15 and 20. ~ Non-Professional Affiliations: The Institute of Contemporary Art of the University of Pennsylvania The Friends of the Pbiladelphia liuseum of Art . The Museum of Modern Art (Nev Yorkj Military Service: Complated active duty in the IsraeL• Artillery Corps. (1956 to 1958). Ban1c: Second Lautenant Jamsary 1982 •~arketint and Produet Planninz (in ` based in part on sections from Pro& of Expansion as the "Book of the Yea 9u1ti-Attribute Decisions in Yarketi land contributions by Douglas Carrol ~c;anizational Buvinz Behavior, with •_. Prencice=dall, Foundations of Y. Portuguese (Editor, Atlas, Sao Paulo Market Secmentation, with Ronald E. Prencica-Ha11, International Se Soveaber 1972, August 1974. -•. ACvertisinz Aeasurexent and Decision ~,?oston, IiA: Allyn 6 Bacon, 1968). :=d~serial Buyinz and Creative Narke• .astitute (3oston, :L4: Allyn & Baco: W-th Patrick J. Robinson three chapc. nd preparation of ths book. - • •:^dustrial Buvinz Behavior: Source t Lnpublished Ph.D. dissertation, Stan: II. EDI:'E7 BOOKS •vw Product Foreustina: Models and c~rdozo. (Lezingcon, 4L1: . Leuagton •Advances ia Orzanizational Buvin9i Res and Sechnical Inforaation, with Rober roundation, 1979. - • -' "ov!n• A Head with Attitude Research: Ccnference. Edited with iYarshall Gre Acsociation.) Designed, organized, a: Papers and eighteen application paper '.ehavioral Models of Market Analysis: vith ~r;.ncesco Nicosia. (llinsuale, I: organized the volusa of original papa, 'Single or Senior Author « M11

1. BOOFS A.VD .:oKOGdAPFiS 741 PUBLICATI@IS 0F YORAM (JERRY) AI:ID Professor of :arketing . The Wharton School University of Pennsvlvania January, 1982 •Product Policv: Concepts, Methods 5 Strate¢ies. (Reading, NA: Addison-Nesley), 1982. i Sociology, Hebrew University, 1962; ity of Pennsylvania, 1974); two he University of Pennsylvania . . . of Art ,rtillary Corps. (1956 to 1958). sHarketine and Product Planning (in Spanish)(Yexico: Expansion). (This book is based in part on sections from Product Policy which was selected by the editors of Expansion as the "Book of the Year" 1979. Multi-Attribute Decisions in Marketing: A Measureaent Aeoroanh, with Paul E. Green (and contributions by Douglas Carroll). (Hinsdale, IL: The Dryden ?ress, 1973). Orcanizational Euving Behavior, with Frederick E. Webster, Jr. (Englewood Cliffs, NJ: Prontice=dall, Foundations of Marketing Series, 1972). Translated to Portuguese (Editor, Atlas, Sao Paulo, Brazil, 1975). Reviewed T.Ilt August 1974. Market Secme.ntation, with Rcnald E. Frank and 47illian F. :assy. (Englewood Cliffs: NJ: Prenciea-8a11, International Series in :anagement, 1972). Reviewed ,!_t, November 1972, August 1974. - - • - Advertising :feasuremer.t and Decision Making, with Homer Dalby and Ir•ain Gross. (Boston, :SA: Allyn & Bacon, 1968). 1 Industrial Buying and Creative Marketing. Publication of the Marketing Science Institute (3oston, FLa: Allyn & Bacon, 1967). Contributed two chapters; co-authored with Patrick J. Bobinson three chapters; and participated in the overall organization and preparation of the book. •Industrial Buvin¢ Behavior: Source Lovaltv in the Purchase of Industr:al Comoonents. Unpublished Ph.D. dissertation, Stanford University, Decaeber 1966. II. EDITED B00&S eHev Product Forecasting: Models and Anvlications, with Vijay :ahajan and Richard Cardozo. (Lexington, N.1: Lexington Boo"), 1981. *Advances in Organizational Buvina Researeh: The Case of Aceuisition of Scientific and Technical Inforxation, vith Robert J. Thomas. Washington, DC: vational Science Foundation, 1979. . aMoving A Head with Attitude Research: Proceedinas of the Seventh Attitude Research Conference. Edited with Marshall Greeaberg. (C4icago, IL: :merican Marketing Association.) Designed, organized, and edited this book of eight invited position papers and eighteen application papers, 1977. Behavioral Models of Market Azalvsis: Foundations for Parketinq Action. Edited vith Froncesco Nicosia. Ulinsuale, IL: The Dryaen Press). Co-planned, edited and organized the volume of original papers, 1977. *Single or Senior Author

740 _3- PESSOHAL DAL1 I. BOORS A11D r:O::OC8APfiS : Pro Th ative 'produet Policy: Concepts, Me 1982. Address: Office: University of Pennsylvania The Wharton School Marketing Department Philadelphia, PA 19104 (215) 243-8267 Residence: 911 S-it Road Penn Valley, PA 19072 (215) 667-7788 Date of Birth: March 27, 1938 Place of Birth• Haifa, Israel t Marital Status: Married to Vardina Wind (BA in Sociology, Hebrew University, 1962; MA in Co=nnieations, University of Pennsylvania, 1974); two children, 15 and 20. *`+arketinc and Produet Plannir. based in part on sections frc of Expansion as the "Book of !iulti-Attribute Decisions in (and contributions by Douglas Orcanizational Buvins Behavic NJ: Prentice=dall, Fouadatic Portuguese (Editor, Atlas, Sa Market Secmentation, with 8cr :IJ: Prentica-Hall, Interntti vovember 1972, August 1974. Advertisinc Measurement md I (3oston, HA: Allyn & Bacon, Industrial Buying and Creativ :nstitute (3oston, HA: Allyr vich Patrick J. Robinson thre and preparation of the book. •Industrial Buvine Behavior: Cnpublished Ph.D. dissartatic Non-Professional Affiliations: The Institute of Contemporary Art of the University of Pennsylvania The Priends of tha Philadelphia Musesm of Art . 'Ihe 24:se1a of Modern Art Q7ev Yorkl Military Service: ,4 Complated active duty in the Israsl: Artillery Corps. (1956 to 1958). y Banit: Second Lautenan ~t January 1982 II. EDITED B00KS *!Iev product Forecastiaa• Mod Cirdazo. (Lezingtoa, MA: .Le 'Advances in Organizational Bu and Teci:nical Inforaation, rn r"oundation, 1979. - . Movinc A Head with Attitude F Wnference. Edited with Mars .lssociatlan.) Designed, orga Papers and eighteen applicati °ehavioral Yodels of Market A vith Francesco Nieosia. (ILL: organized the volime of origi 'Single or Senior Author

in Soeiology, Hebrew Jniversity, 1962; :rsity of Pennsylvania, 1974); two ~ tbe University of Pennsylvania aum of Art : -:_'._-....~. : Artillery Cosps. (1956 to 1938). ti M 741 POBLICATIONS 0F SOHAB (JERHY) pl2m Professor of Marketing The Wharton School Daivarsity of Pennsylvania January, 1982 I. BOOKS A.RD ::O50G8APFS *Product Policv: Concepts. Methods b Strateaies. (Reading, NA: Addison-uesley), 1982. *llarketinc and Product Planning (in Spanish) (Mexico: Expansion). (Shis book is based in part on sections from Product Policy which was selected by the editors of Expansion as the "B ook of the Year" 1979. Hulti-Attrl3ute Decisi cns in )Sarketinc: A Heasurement ADoroach, with Paul E. Green (and contributions by Douglas Carroll). (Rinsdale, IL: The Dryden Press, 1973). Organizational Euving Behavior, with Frederick E. Gebster, Jr. (Englewood Cliffs, tU: Preatice-Ha11, Foundations of Marketing Series, 1972). Translated to Portuguese (Editor, Atlas, Sao Paulo, Brazil, 1975). Reviewed .7H1 August 1974. Market Secmentation, with Ronald E. Frank and William F. Yassy. (Englewood Cliffs: NJ: Prencice-Hall, Intsrnational Series_ in :anagement, 1972). Reviewed J_R, Hovember 1972, August 1974. Advertising ?teasuremer.t and Decision Y-aking, with Romer Dalby and I:.rin Gross. (Boston, HA: Allyn & Bacon, 1968). It Industrial Buying and Creative Marketing. Publication of the Marketing Science Institute (3oston, ?14: Allyn 6 Bacon, 1967). Contributed two chapters; co-authored with Patrick J. Robinson three chapters; and participated in the overall organization and preparation of the book. *Industrial Buvine Behavior: Source Lovaltv in the Purchase of Industrial Camoonenes. Unpublished Ph.D. disaertation, Stanford University, Decaeber 1966. II. EDITED BOORS *New Product Forecasting: Models and Aoolicacicns, with Vijay Mahajan and tichard Cardozo. (Lesington, HA: . Lexington Boaks), 1981. *Advances in Organizational Buvine Research: The Case of Acouisition of Scientific and Technical Inforaation, with Robert J. T'aomas. Washington, DC: Yational Science Foundation, 1979. - *Movinyt A Head with Attitude Research: Proaeedinas of the Seventh Attitude Researc4 Conference. Edited with Marshall Greenberg. (Chicago, IL: aerican Marketing Association.) Designed, organized, and edited this book of eight invited position papers and eighteen application papers, 1977. Behavioral Models of Market Aaalvsis: Foundations for Farketing Action. Edited with Francesco Nicosia. (ILiasuale, IL: The Dryden Press). Co-planned, edited and organized the volume of original papers, 1977. •Single or Saoior Author ® 0 E

742 -2- III. ARTICLES, CONTRIBUTED CHAPSERS, PROCEEDINGS, PAPERS AND WORKING PAPERS The papers in this section are classified into five areas: • research on industrial buying behavior • research on consumer behavior -. marketing and product management and strategy • marketing research • international marketing A. Research on Industrial Buying Behavior -- 1. *"the Determinants of Vendor Selection: An Evaluation Function Approach," with Paul E. Green and Patrick J. Robinson, Jcur-nal of Purchasing, 4 (August 1968) 29-41. 2. I*"Applying the_Behavioral Theory of the Fi= to Industrial Buying Decisions," The Economic and Business Bulletin, 20 (Spring 1968), 22-28. 3. *"Integrating Attitude Measures in a Study of Industrial Buying BeFavior," in Lee Adler and Irring Crespi, eds., Attitude Research on the Rocks. Chicago, IL: American Marketing Association, 1968, 58-77. - 4. *"lathematical Analysis of Perception and Preferences for Industrial Marketing," in K. Coz and B.M. Enis, eds., A Nev }feasure of Restonsibility for Marketinz. Proceedings of the International marketing Conference of the American marketing . Association, June 1968, 284-294. % 5. "Generalized Simulation of the Industrial Buying Process," with Patrick J. Robinson, Marketing Science Insitute, Working Paper, P-46-2,June 1968. 6. e"Sixulating the Industrial Buying Pracess," with Patrick J. Robinson, in R.L. 31ng ed., Marketing and the New Science of Plannir.q. Pro'ceedings of the American Marketing Association, August 1968 Conierence, 441-448. 7. + e"Computer Simulation: Marketing Management Tool," with Patrick J. Robinson, I Computer Oaerations• 3 (January-February 1969), 42-47. 8. I e"Industrial Source Loyalty," Journal of Marketing Research, 7 (November 1970), 450-457. 4. *"A Reward Balance Model of Buying Behavior in Organizations," in George Fisk, e Mev Essays in Narketins Theory. Boston, MA: Allyn & Bacon, 1971, 206-217. -z 10. "Industrial Marketing Research," with Richard N. Cardozo. Paper presented at the . AMA Workshop on Industrial Buying Behavior, Berkeley, CA, April 1971. " 11: I"A General Model for Understanding Organizational Buying Behavior," with Frederick - , E..Webeter, Journal of Plar'setiag, 36 (April 1972), 12-19. 12. #"On the Study of Industrial Buying Behavior: Current Practices and Future Yrends,' with Frederick E. Webster, Industrial :.arketinq :ana¢ement, 1 (July 1972), 41l'-416 - 13. I*"Industrial Buying As Organizational Behavior: A Guideline for Research Strategy,-, vlth Frederick E. Webster, Journal of Purc'.using, 8-(August 19721, 5-16. _ 14. IArticle *"Segmenting Media Buyers," with Steve Silver, Journal of Advertising Research, 8 (December 1973), 33-38. eSingle or Senior Auchor ...,. *"24e InJuatrial Customer," vit Handbook. The Dartnell Corp. :5. *"Recent Approaches to the Stuc Incrcasinc Markotinz Preducci•April 1973 Confcrence, 203-20c 17. *"Industrial Marketing Segmcntc ment, 3 (Mareh 1974), 153-165. 1978). '_3. "Marketing Research in the De iaR. Mason and J. &reps,Jr.,ec Boulder, CO: Westview Press, : =9. Emerging Models of Organiza c f Narketing rianaqenent; 1977, 6, of ?ar'Ret Anaivsis: Foundatic 1977, 96-120. *"Information Requirements on : Scientifie and Technical Infor A Hicropapers Edition. I*"Market Based Guidelines for I ~ Joel D. Coldhar, Journal of Mc ~*"She Boundaries of Buying Dec: ~ ~ sent, 14, Summer 1978, 23-29. =3• *'brganizational Buying Center: Zaltsan, eds., Organizational Association, 1978, 67-76. - I*"orgamizational Buying Babavic 25. *"Problems and Prospects in the William R. Ging and Gerald Ea: 1979, 67-76. 26. "Organizational Psychographica of Consumer Research, June, 15 27. ""Industrial Market Segemantat- in Yoram Wind and Robert 'Ihom= Washington, D.C.: BSF, 1979. 28. le"Conceptual and Methodologica: lbomas, Eurocean Journal of M: 29• *"The Linking Pin Role of Orgar Issue of Journal of Business : 30. "Organizational Cosmopolitane: School Working Paper, July 19 31.---Covard-Empiric3l'Genealizati . Thomas in.R. Spel®an and 0. Wi Chieaqo: AMA 1981.

'aaees for Industrial Marketing," Qestonsibility for Mar:cetinze sreete of the American Marketing :g Process," with Patrick J. 'aper, P-46-2,June 1968. :h Patrick J. Robinson, in Q.L. diag Praceedings of the American 441-448. ~1," vith PatrickJ. Robinson, , 42-47. int Research, 7 (Movember 1970), ]rgaalzations," in George Fisk, a itlya & Bacon, 1971, 206-217. :T. Cardoro.Paper presented at the rkaley, CA, April 1971. nal Buying Behavior," with Frederick 72), 12-19. . - ~Current Practices and Future Trends,' g Manaaement, 1(July 1972), 41-'-416 A Guideline for Researeh Strategy, ~, 8--(August 19721, 5-16. . _ Journal of Advertisine Research, 8 743 -3- 15. e"T4e Inlustrial Customer," with F.lmer Lntshav, in Stuart U. Britt, ed., Markc•in¢ Handbook. The Dartoell Corp. 1973, 781-792. . , ,. . 16. e"Receot Approaches to the Study of Organizational Buying Behavior," in T.V. Greer, ed., Incrcesinr, t!arketinc Productivitv. Proceedines of the A¢erican Marketing :\ssociation, April 1973 Conierence, 20:-206. . 17. le"Industrial Marketing Segrentation," with Richard V. Cardozo, Industrial >ar'tetla¢ Manazement, 3 (March 1974), 153-165. (Also appeared in the French Encyclonedie Du Xarkatinz, 1978). 18. "Marketing Research in the Design of STI Systems: A Case Study," with John F.Grashaf, inR. Mason and J. Rreps,Jr.,tds.Infornation Services: iconoaics. :ana¢e®ent and '.*ec^olcr Boulder, C0: Westviev Press, 1981, 73-84, 19. I"Emerging Models of Organizational Buyir.g Processes," with Prancesco M. `Iicosia, i.^.dustr_ Yarketing Managraent; 1977, 6, 353-369, and in Nicosia and Wind, eds., Behavioral vodels of ~arRet anaivsis: Foundations for `Sarketinz Action. „i.-asdale, IL: ISe Dryden Press, 1977, 96-120. 20. •"Inforaation Requirements on Buying and Usage of STI Services," in Current Research on Scientific and Technical Information Transfer. `7rj York: J. Yorton Publishers, 1977 - A Micropapers Edition. , 21. 1e"Market Based Guidelines for Design of InEustrial Products", with John F. Greshef and I Joel D. Goldhar, Journal of Marketing, 24, July 1978, 27-37. 22. I*"The Boundaries of Buying Decision Ceaters," Journ.al of Purchasing and :at~ , is :fanaze- sent, 14, Summer 1978, 23-29. 23. *"Organizational Buying Center: A Research Agenda," in Thomas V. Bonoma and Gerald Zaltaan, eds., Organizational Buving Behavior. Chicago, IL: American Marketing Association, 1978, 67-76. . 24. *"Organizatioaal Buying Behavior," Annual Review of Marketing, 1, 1978, 160-193. 25. +"Problems and Prospetts in the Segmentation of the STI Market," with Robert Thonas in Wi3liam B. Btng and Gerald 2altaan, eds., Marketing Scientific and Technical Information, 1979, 67-76. 26. I"Organizational Psychographics and Innovativenass," with Thomas S. Robertson, Jouraal df Consumer Research, June, 1980, 24-31. 27. +`"Industrial Market Segementation Under Conditions of Intra-Organizational 3eterogeneity," in Yoram Wind and Robert Thomas, eds. Advances in Organizational 3uvine 3ehavior, Washington, D.C.: HSF, 1979. . 28. le"Conceptual and Methodological Issues in Organizational Buying Behavior," with Robert J. Thomas, Eurooean Journal of Marketing, Vol. 14, 1980, 239-263. 29. I+"The Linking Pin Role of Organizational Buying Centers," with Thomas Rohertson; Special ---- Issue of Journzl of Business Research, 1981. 30. "Organizational Coemopolitaness and Innovativeness," with Thomas Robertson, The Jharton School Working Paper, July 1980. -SY.-"'ravard-EmpiritSl~Generali.zatinns on Industrial Market Segmentation," with Robert J. 'Ihomas in_a. Spekman and D. Wilson, cds., Industrial Tarketae: A view to the FLtnre. ChicaQo: dlfA 1981.