Women's Collection from Marketing to Counter-Marketing
Human Smoking Behavior
Abstract
Catalogs internal industry studies, internal reports, draft and approved publications, memoranda, etc. from 1956-1982 related to "Human Smoking Behavior" in table form, sorted by date and including columns for "Document ID" (unique industry numerical identifiers); "Date; 'C' [significance of abbreviation is unknown]; Areas ("Compensation; Electrophysiological, Motivation/Quitting; General; Benefits/Smoker psychology; [and] Simulation"); [and] Conclusion/Comments". Includes cross-references to other related industry documents (see "Document Quotes" field for selected excerpts from this extensive "Hot Document").
Fields
- Quotes
Plans and objectives (1003293191, 10032933195): "To determine if quitting success is a function of delivery levels of cigarettes smoked prior to quitting." "Suggests that reducing delivery levels may provide a stepping stone to quitting, thus posing a risk to the industry."
Johnston memo to Daniel, "The relationship between average daily cigarette consumption and tar, nicotine and puff count (1003285395, 10032800428)": "The best predictor of consumption is race, but when data are correlated for race and sex, nicotine shows high correlation with average daily consumption." "Nicotine delivery is the strongest of the three variables in predicting cigarette consumption."
Dunn memo, "Plans and Objectives - 1981" (1003293130, 1003293137): "Smokers modify smoking behavior to maintain certain levels of nicotine in the blood. Changes in level may be more important than absolute levels - that the imput of nicotine form [sic] a cigarette creates a 'spike' which is the summation of the discrete puff-induced spikes."
Gullotta and Schultz, "Electrophysiological Studies - 1982 Annual Report" (1003179058, 1003179107): "Smokers can get CNS [Central nervous system] effects with ultra-low delivery cigarettes comparable to those obtained with high delivery cigarettes; "the data indicate the possibility that smokers might modify their smoking behavior in order to obtain some optimal CNS levels of nicotine."
Dunn review of St. Martin's Conference, "Motives and Inventives [sic] of Cigarette Smoking" (1003291964, 1003291981): "Suggests the real product being sold is nicotine, and the cigarette is but a 'dispenser for a dose unit of nicotine.'"
Charles memo to Osdene, "Why People Smoke" (1003155178): "DeNoble's work has shown that no withdrawal syndrome occurs following termination of chronic nicotine administration; PM [Philip Morris] cannot defend against tolerance, since 'tolerance to nicotine is a well-established fact.'"
Dunn Monthly Report (1003288354, 1003288356): "Have begun to identify hyperkinetic children who may 'eventually become cigarette smokers in their teenage years as they discover the advantage of self-stimulation via nicotine."
"It would be good to show that smoking is an advantage to at least one subgroup of the population. Needless to say, we will not propose giving cigarettes to children."
Dunn draft of Smoker Psychology Program review (1000046538, 1000046546): "Study the psychology of the smoker in search of information that can increase corporate profits."
"We provide a product that is the essential commodity in a frequently recurring habitual act." "Without the chemical compound, the cigarette market would collapse, P.M. [Philip Morris] would collapse, and we'd all lose our jobs and our consulting fees." "Is nicotine component X"...If so: What is the lower delivery limit below which the smoking act is not reinforced? Is the site of reinforcement in the CNS [Central nervous system]?" "Is the industry placing itself at risk by lowering delivery levels?" "Is cigarette smoke the vehicle of a dependency-producing drug? What are the fundamental differences between the habit of tobacco smoking and heroin injection?"
- Rank
- 1
- Type
- Report
- Company
- Philip Morris
- Named Person
- Charles
- Clafllin
- Cullotta
- Daniel
- Dunn, William L., Jr. (Principal Scientist at Philip Morris, 1970s-80s)
Principal scientist at PM during the 1970s and 1980s, nicknamed the "Nicotine Kid." Supervised Victor DeNoble, Paul Mele, Carolyn Levy and others. Led "smoker psychology" programs for PM.- Dunn, William L., Jr. (Principal Scientist at Philip Morris, 1970s-80s)
Principal scientist at PM during the 1970s and 1980s, nicknamed the "Nicotine Kid." Supervised Victor DeNoble, Paul Mele, Carolyn Levy and others. Led "smoker psychology" programs for PM.- Eichorn
- Emley
- FER
- Garwin
- Goldsmith
- Goodman
- Gullotta
- Hancock
- Harrow
- *Hauserman, Max (use Hausermann, Max) (PM Chemist)
Above Osdene and Farone. Hausermann (chemist) reported to senior VP Operations. Was VP Fabrique Tobac Reunine R&D. Fully knowledgable re INBIFO and Osdene programs.- Hayes
- HRRW
- Hutchinson
- Johnston
- Jones
- Kelley
- Keritsis
- Koslowski
- Levy
- Lieser
- Long
- Martin
- Matarazzo
- Meyer
- Miller
- Osmalov
- Owens
- RBS
- Ryan
- Schori
- Schultz
- Smith, P.
- TSO
- Udow
- Waldbillig
- WLD
- Clafllin
- Named Organization
- Board of Directors
- Fabriques de Tabac Reunies S.A.
- Federal Trade Commission
- Federal Trade Commission (Enforcement agency for laws against deceptive advertising)
Enforces laws against false and deceptive advertising, including ads for tobacco products. Ensures proper display of health warnings in ads and on tobacco products;collects and reports to Congress information concerning cigarette and smokeless tobacco advertising, sales expenditures, and the tar, nicotine, and carbon monoxide content of cigarettes.- FTR, Fabriques de Tabac Reunies, (PM R&D facility in Neuchatel, Switzerland)
Fabriques de Tabac Reunies, Philip Morris Research and Development facility in Nuechatel, Switzerland. Many of the documents generated by this facility are in German or French language.- Journal of Motor Behavior
- Philip Morris Research and Development Department
- Special Smoking Panel
- Task Group Surrogate
- Virginia Journal of Science
- Behavioral Research Laboratory
- Fabriques de Tabac Reunies S.A.
- Operation/Project
- Project 1600 (The Behavioral Research Program)
- Project 2600
- Project Grow
grooved acetate filter - Project 2600
- Region
- Switzerland
- United States
- Brand
- Commander
- Marlboro (PM)
- Merit (PM)
- Pall Mall (ATC)
- Parliament (PM)
- Marlboro (PM)
- Keyword
- Total Particulate Matter (TPM)
- American Chemical Society Symposium
- BIRD-I
- Cambridge Pad
- American Chemical Society Symposium
Document Images
HUMAN SMOKING
BEHAVIOR
H~MAN SMOKING BEHAVIOR
D0'CI/MENT ID
1003285559
1003285564/5567
DATE
AREAS DESCRIPTION
CONCLUSIONS/COMMENTS
AREA C
C Idea for regulation study.
Determine whether physical parameters such as
dilution or nicotine regulation affect puff
volume.
C
1000334095/4124
1003288327/8328
1003295418/5426
1003286561/6590
000000
000000
560224
660930
661118
661118
C
WLD handwritten introduction of a proposal to
study how much tar reduction the smoker will
sustain.
DuPuis presentation to Amer. Chem. Soc.
Symposium on Tobacco, "The Tobacco Industry -
Background & Current Research."
WLD Monthly Report.
DunnAnnual Report, "Consumer Psychology."
Dunn Annual Report, 651100-661100.
[Vup.
Smokers are resistant to changes in their
consumption patterns. Although smokers may
modify their smoking behavior to reduce
personal conflict between their smoking and
their health concerns, few will quit
entirely. Switching to a low delivery
cigarette is the option which will cause the
most durable change; "although probably more
illusory than real in effective intake
reduction, since he will likely compensate
with larger and more frequent puffs and/or
more cigarettes, it is more likely to effect
long.~erm qha~ge."
We have found by studying human smokers that
no two people smoke in the same way.
Study whether smokers adapt puffing pattern
across cigarettes in search of constant
intake.
Smokers did not adapt to varying TPM
delivered as expected. No conclusions could
be drawn from differences between cigarette
types...
Investigate variation in puffing patterns
among smokers, across types of cigarettes,
1003288415/8430]
and from the front end to the butt end of the
cigarette.
10872403
Areas~ C = Compensation, E = Electrophysiological, M = Motivation/Quitting,
G = General, P = Benefits/Smoker Psychology, S = Simulation
L6Lg~.T.O0~
DOCUMENT ID DATE
1003295500/5502 670728
1000307721/7724 670810
1000322554/2555 670811
1003288337/8338 670825
1003288300 670908
1003288316 671027
1003293536 680507
"C"
C
C
C
AREAS
C
DESCRIPTION
WLD memo to RBS, "Study of the Effect of Lip
Occlusion of Air Holes on Mainstream Delivery
in Air Diluted Cigarettes."
WLD memo to HRRW and RBS, "Study of the
Effect of Air Hole Blockage on Gross Puff
Volume in Air Diluted Cigarettes."
[Dup. 1001892505]
HRRW memo to Paul Smith,
Tipped Parliament."
"Plastic Dilution
CONCLUS IONS / COMMENTS
Two explanations of mainstream~olume
constancy have been put forth: (i) smokers
adjust puff intake in order to maintain TPM
and/or nicotine constancy, (2) occlusion of
air holes does not linearly reduce air
dilution; thus blocking of holes will result
in increased compensating flow through the
remaining unblocked holes.
Results are "further evidence that smokers
adjust puff intake in order to maintain
constant smoke intake."
[Dup.. 1000307719/7720]
C WLD Monthly Report.
"further support to the postulate that
smokers adjust puff intake in order to
maintain constant smoke intake."
C WLD Bi-Monthly Progress Report.
"In smoking a dilution filter cigarette, the
smoker adjusts his puff to receive about the
same amount of "undiluted" smoke." Smoking
machine data are apparently erroneous and
misleading.
This. is interpreted to be further evidence of
the tendency of smokers to adjust smoke
~ntake.~
C WLD Bimonthly Report.
Failed to support preliminary findings that
indicated smokers left longer butts when
smoking.100 mm cigarettes.
C WLD memo, "TPM Intake by Smokers."
"Since there is evidence that the smoke
adapts his puff, it is reasonable to
anticipate that he adapts to maintain a
fairly constant daily dosage." Dunn believes
the critical measure will be found from
dynamic inhalation measures on the smoker,
not from the cigarette.
10872403
Areas~ C = Compensation, E = Electrophysiological, M = Motivatlon/Quitting,
G = General, P = Benefits/Smoker Psychology, S = Simulation
g6LgZl:OOq~
DOCUMENT ID DATE "C" AREAS
1003287880/7890 690000 C C
1003287621/7630 690303
1003288257/8258 690404
1001880505/0508 690408
1003289890/9892 690925
1003287583/7586 691015
C
C
C
C
C
DESCRIPTION
Ryan/WLD Third draft of Board Presentation.
Proposal for Phase II of the study of the
cigarette smoker's Daily Smoke Intake (SEX-
II) .
WLD Quarterly Report.
WLD memo "Modified Design of Sex-2. "
WLD memo to HRRW re Hausermann paper on
cigarette consumption.
[WLD] notes, Sex-II preliminary analysis.
CONCLUSIONS/COMMENTS
A smoker will tend to seek a constant intake
level regardless of cigarette. "It also
means we are being unfairly criticized for
producing a high delivery cigarette as B&H."
People begin smoking for psychosocial reasons
but "after adolescent preoccupation with
self-image has subsided, the cigarette will
even p_~food in times of scarcit~ on the
smoker's priority list.."
Determine the effect of switching from 85 mm
to i00 mm cigarettes (or vice versa) on daily
intake.
Determine if smoke intake level is a function
of smoker or cigarette or both.
"'To what extent is daily smoke intake a
function of the cigarette smoked?'" "'If
daily smoke intake is altered by changes in
the performance characteristics of the
cigarette, does change in daily smoke intake
occur as a function of change in the number
of cigarettes smoked, or as a function of
change in intake from a single cigarette.'"
Consumption rate is determined by the smoker,
and not by the brand smoked, and that the
smoker's brand choice is determined by how
much smoke he wants."
Smokers whose TPM delivery increased 5 mg
increased their daily intake 37% of the
predicted increase. Those who decreased
their intake decreased by 49% of the
predicted decrease.
10872403
C = Compensation, E = Electrophysiological,
G = General, p = Benefits/Smoker Psychology,
M = Motivation/Quitting,
S = Simulation
DOCUMENT ID DATE "C"
1000273741/3771 691126 C
1003288243/8245 700515
1003285464/5477 701105
AREAS
DESCRIPTION
HRRW presentation to Board of Directors,
"Smokers Psychology Research."
[Dup . 1000273741/3771]
CONCLUSIONS/COMMENTS
"Why do 70 million Americans and countless
millions outside of the United States smoke
despite parental admonition, doctors'
warnings, governmental taxes, and health
agency propaganda? What benefits do smokers
wittingly or unwittingly find in smoking that
outweigh the real or imaginary risks that the
same smokers feel?"
Learn more about the psychology of smoking,
"hopefully to discover ways to exploit the
Benefits of smoking to the advantaqe and
profitability of our major company business."
. ". . . We are of the 9onv~c~.ion, in view of
the foregoing, that the ultimate explanation
for the..perpetuated cigarette habit.resides
in the pharmacoloqical effect of smoke upon
~he body of the smoker, thegffect beinq most
~ewardiDq to the individual.under stress."
"The smoker's report of how many cigaretttes
he smokes per day is a poor measure of his
actual smoke intake. "A smoker's intake
level is determined by the smoker himself,
not by the manufacturer of the cigrettes."
C WLD Annual Report.
Results do not support hypothesis that
smokers adjust smoking pattern to maintain
constant intake.
C Schori proposal, "Tar, Nicotine, and Smoking
Behavior."
Determine effect of N on consumption when T
is constant, and effect of T when N is
constant. Consumption was not found tQ~be..a
.~unction of N. "[P]erhaps the smoker does
develop a quota for nicotine" but
relationship may have been obscured by
unpleasant.taste.
10872403
Areas: C = Compensation, E = Electrophysiological, M = Motivation/Quitting,
G = General, P = Benefits/Smoker Psychology, S = Simulation
O089Z 00 E
DOCUMENT ID
1003285484
1000306916/6197
1003285444/5445
1003288441/8442
1003288507/8508
1003285449/5462
DATE "C" AREAS
701117 C
701228 C
710118 C
710128 C
710406 C
P
710813 C
DESCRIPTION
Schori memo to Long, "An Experimental
Evaluation of the Effect of Tar and Nicotine
Content on Cigarette Consumption, Project
1600, Study No. TNT-I."
Johnston memo to Udow, "Switchers and
Quantity per Day."
Schori memo to Long, "Smoking on Low Delivery
Cigarettes."
WLD Monthly Report.
WLD Quarterly Report.
Schori report to WLD, "Nicotine and Cigarette
Acceptability."
CONCLUS IONS / COMMENTS
Determine how cigarette consumption in
influenced by T&N.
Data show that switchers to "health"
cigarettes do not increase their daily
consumption nor do switchers from "health"
cigarettes to regular cigarettes (both groups
decreased consumption). People who smoked
the same type both years did increase their
consumption. "This suggests other
interesting hypotheses."
Study TNT-2. Determine whether cigarettes
low in T but relatively higher in N might be
acceptable alternatives to normal cigs.
Determine whether smoker's have daily intake
quotas for T or N.
Smoking and stress studies in progress: i)
smoking rate as a function of state of
anxiety; 2) smoke consumption as a function
of film-induced stress; 3) effectiveness of
smoking in increasing efficiency of task
performance; 4) effect of smoke deprivation
on mood.
Smokers discriminate small increments of
nicotine from 1.2 mg to 3.0 mg and prefer the
lowest level.
Acceptability of cigarettes with differing
nicotine deliveries is largely determined by
what smokers are used to.
10872403
C = Compensation, E = Electrophysiological,
G = General, P = Benefits/Smoker Psychology,
M = Motivaiion/Quitting,
S = Simulation
~099Z~00S3
DOCUMENT ID DATE "C" AREAS
1000719351/9353 710819 C
1003285443 710910
C
P
1003288445/8446 710916/
711015
1000350158/0188 711100
C
1003285439/5440 711101
DESCRIPTION
Schori memo to FER, "Tar, Nicotine, and
Smoking Behavior; Report on Preliminary
Findings."
[Dup. 1003285446/5448]
Martin memo to Special Smoking Panel, "Tar,
Nicotine and Smoking Behavior."
WLD Monthly Report.
Schori Special Report, "Tar, Nicotine, and
Smoking Behavior."
CONCLUS IONS / COMMENTS
Lowest N delivery was most acceptable at all
T levels. Number of cigarettes smoked per
day was consistent with acceptability.
Asks whether the number of cigarettes smoked
varied becuase of nicotine level or because
of acceptability. Also asks if any
particular personality factor (from the
personality test) is related to the kind of
cigarette .preferred.
"[D]ifferent types of people have different
tar and nicotine intakes."
[TNT-I] Change in.consumption greater.with
c~anqe of T than with chanqe of N. Smokers
have daily intake quota for T and/or N and
they titrate. Recommendation: T of best
selling cigarettes, be slightly reduced
leaving N the same without decreasing cig
acceptability.
C Schori memo to Long, "Smoking and Low
Determine whether cigs with low T and high N
Delivery Cigarettes."
might be acceptable alternatives to normal
cigarettes.
Schori draft paper, "Tar,
Cigarette Consumption."
Nicotine and
Schori memo to Long, "Smoking and Low
Delivery Cigarettes (Part 2) TNT-3."
1003285403/5416 720100 C C
1003285436/5437 720113 C
As nicotine increased, cigarette consumption
rate decreased. $~DDorts .idea of a smoker's
daily..nicotine intake quota which suggested
that smokers modify their consumption rate in
order to maintain their normal quota. N__o
support was found for the analoqous notion
fQr daily tar intake quota. Thus, while data
do support hypothesis of a nicotine intake
quota, they also provide support for the
acceptability hypothesis.
Determine T&N deliveries for optimally
acceptable low delivery cigarette.
10872403
Areas: C = Compensation, E = Electrophysiological, M = Motivation/Quitting,
G = General, P = Benefits/Smoker Psychology, S = Simulation
Z099Z~00SZ
DOCUMENT ID DATE "C" AREAS
1000351570/1595 720623 C C
1003288479/8480 721101/
721130
1000353355/3410 730300
1003288190 730318
1003288191/8196 730318
1003295120/5121 730416
DESCRIPTION
Schori Technical Report, "Smoking and Low
Delivery Cigarettes."
CONCLUS IONS/COMMENTS
"A low delivery cigarette with medium tar,
medium nicotine (proportionate reduction in
tar and nicotine) would be best for optimal
cigarette acceptability."
C WLD Monthly Report.
Determine effect of changing T&N on smoking
behavior when cigarette nicotine values go
below smoker's accustomed level.
C WLD/Schori Special Report, "Smoking Behavior:
Real World Observations."
C
C
C
~ex-II~. "these findings suggest . . that
a tar and/or nicotine quota mechanism may be
operative. That is, they may be smoking more
(more cigarettes and more rod) to compensate
for the decreases in tar and nicotine
delivery of their cigarettes." Those smoking
cigarettes delivering less tar than before
smoke more cigarettes while those smoking
cigarettes delivering more tar than before
now smoke fewer cigarettes. This is not true
.~or nicotine delivery.
WLD Quarterly Report.
Evidence that smoker calibrates puffing
behavior to his needs. The smoker is
insensitive to rather large changes in smoke
~
composition (21-15 mg tar).
WLD Monthly Report.
Data indicate that C.I. report underestimates
actual smoker intake, "often severely."
Ryan memo to Keritsis re "Commander-Marlboro
Test."
Preliminary analysis of data indicate that
four Commander smokerstook more puffs and
lower puff volumes than four Marlboro
smokers. Puff durations and interpuff
intervals were similar for the two groups.
Observed differences only approached
significance or were nonsignificant~
10872403
C = Compensation, E= Electrophysiological,
G = General, P = Benefits/Smoker Psychology,
M = Motivation/Quitting,
S = Simulation
- 7 -
~0g9Z~O0SZ
DOCUMENT ID
1000353473/3507
DATE
730600
1003295359/5362 730802
100354257/4277 730900
1003288167/8168
730917
1000354581/4604 731000
" C"
AREAS
C
C
P
C
DESCRIPTION
Ryan report, "Puff Two: Differences in
Student Smoking Behavior with Six Cigarette
Brands and Two Little Cigars."
Ryan and Hancock memo to WLD, "Progress in
Puffing Studies."
Ryan, et al., report, "Puffing Behavior on
High and Low Delivery Cigarettes."
WLD Monthly Report.
Schori, et al., report, "Smoking and Low
Delivery Cigarettes-II (TNT-3)."
CONCLUSIONS/COMMENTS
Measure puff characteristics in relation only
to cigarette differences, not smoker
personality. Smokers compensated for a
weaker smoke mixture; data suggest a much
higher nicotine delivery in brands tested
than FTC values show. Low delivery
cigarettes may be unsatisfying because other-
than-normal puff durations must be taken to
"take in any significant amount of tar or
nicotine."
Determine whether smokers smoke cigarettes
differing in delivery differently in terms of
puff interval, volume and flow rate. Smokers
puffed these two cigarettes in a similar
fashion. Flow rate differed slightly but was
found not to affect delivery.
Smoking does not affect attentional capacity.
Smokers smoked 3 levels of N at 3 levels of
T. 14 mg T and .75 mg. N most acceptable.
In-house smokers smoked 14.6 and 20.7 mg tar
cigarettes in a similar manner.
Deviations in either direction from the T&N
ratio of natural state tobacco (.07)
adversely affect cigarette acceptability.
10872403
Areas= C = Compensation, E = Electrophysiological, M = Motivation/Quitting,
G = General, P = Benefits/Smoker Psychology, S = Simulation
~089Z~00SZ
DOCUMENT ID
1003288176/8177
1003295354/5358
1003288164/8166
1003288139/8140
1003294955/4968
1003288465/8468
DATE "C" AREAS
731008 C
731106 C
731113 C
740000 C C
740000 C
740102 C
DESCRIPTION
WLD Quarterly Report.
CONCLUSIONS/COMMENTS
Subject's puff volume appeared tO be
determined by rod length, not by number of
prior puffs taken, nor cumulative amount of
tar and nicotine previously taken into the
body.
Observed decrease in cigarette consumption
was not due to the increase in nicotine per
se but rather to the decreased acceptability
associated with the increased nicotine.
These results do not support a nicotine quota
hypothesis."
Hancock and Ryan memo to WLD, "Puff Four:
Changing interpuff interval from 60 to 30
Puffing Behavior at 30 and 60 Second seconds did not significantly affect puff
Interpuff Intervals." volume, duration and flow rates.
WLD Monthly Report. Puffinq Behavior (Ryan)...
[WLD] notes for 740000 5-year-plan re
compensation studies.
Presentation re study of smoke inhalation
patterns.
[Dup. 1003294969/4971; 1003294972/4976]
TSO memo to FER, "Year End Report from
Research."
Develop evidence that the smoker regulates
his intake other than by his choice of
cigarettes, specifically, by inhalation
patterns. Expects "that there will continue
to be pressure brought to bear upon the
industry to reduce available tar and
nicotine."
"Behind all this interest is our belief that
smokers regulate their dosage to suit their
personal need."
Only small differences in puffing behavior
were found using a human smoking recorder
with popular cigarettes. Low delivery
cigarettes were smoked at higher puff volumes
and flow rates.
10872403
C = Compensation, E = Electrophysiological,
G = General, P = Benefits/Smoker Psychology,
M = Motivation/Quitting,
S = Simulation
