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More recruitment and fewer lay‐offs Forget, for a moment, the woes of the falling pound and the labour problems of Ford and British Leyland.

There is a danger of corrosion taking place, even in the absence of what are normally called corrosive liquids, when metals are either unplated or inadequately plated. It is not enough to know that a sufficient thickness of metal has been applied. It must be free from pores, cracks, etc., and it is important that the adhesion between the base metal and the plating is of a high order over the whole surface. Other qualities such as appearance and hardness are also of importance in some applications and must not be forgotten. This article outlines methods of testing for plating quality, including such aspects as adhesion, porosity, hardness and lustre.

Examines provisions of the 1985 and 1992 EC Directives to show the obligations that their application presents, or will present of manufacturers of foodstuffs. The Directives differ not only in what they are intended to achieve but also in the manner in which the obligations that they provide for are fulfilled.

WITH the introduction of high‐powered propulsion systems, and paralleling their continued development, an accompanying increase in acoustical problems has arisen.

Discrete choice modeling has been discussed by both academics and practitioners as a means of analytical support for B2C relationship marketing. This paper aims to discuss applying this analytical framework in B2B marketing, with an example of cross‐selling high‐tech services to a large business customer. This example is also used to show how an algorithm of genetic binary choice (GBC) modeling, developed by the author, performs in comparison with major techniques used nowadays, and to analyze the financial impact of these different approaches on profitability of B2B relationship marketing operations.

Predictive models based on the regression analysis, the classification tree and the GBC algorithm are built and analyzed in the context of their performance in optimizing cross‐selling campaigns. An example of business case analysis is used to estimate the financial implications of the different approaches.

B2B relationship marketing, although differing from B2C in many aspects, can also benefit from analytical support with discrete choice modeling. The financial impact of such support is significant, and can be further increased by improving the predictive accuracy of the models. In this context the GBC modeling algorithm proves to be an interesting alternative to the algorithms used nowadays.

The generalizability of the findings, concerning performance characteristics of the algorithms, is limited: which method is best depends, for example, on data distributions and the particular relationships being modeled.

The paper shows how B2B marketing managers can increase the profitability of relationship marketing using discrete choice modeling, and how implementing new algorithms like the GBC model presented here can allow for further improvement.

The paper bridges the gap between research on binary choice modeling and the practice of B2B relationship marketing. It presents a new possibility of analytical support for B2B marketing operations together with financial implications. It also includes a demonstration of an algorithm newly developed by the author.

The cardinal point to note here is that the development (and unfortunately the likely potential) of area policy is intimately related to the actual character of British social policy. Whilst area policy has been strongly influenced by Pigou's welfare economics, by the rise of scientific management in the delivery of social services (cf Jaques 1976; Whittington and Bellamy 1979), by the accompanying development of operational analyses and by the creation of social economics (see Pigou 1938; Sandford 1977), social policy continues to be enmeshed with the flavours of Benthamite utilitatianism and Social Darwinism (see, above all, the Beveridge Report 1942; Booth 1889; Rowntree 1922, 1946; Webb 1926). Consequently, for their entire history area policies have been coloured by the principles of a national minimum for the many and giving poorer areas a hand up, rather than a hand out. The preceived need to save money (C.S.E. State Apparatus and Expenditure Group 1979; Klein 1974) and the (supposed) ennobling effects of self help have been the twin marching orders for area policy for decades. Private industry is inadvertently called upon to plug the resulting gaps in public provision. The conjunction of a reluctant state and a meandering private sector has fashioned the decaying urban areas of today. Whilst a large degree of party politics and commitment has characterised the general debate over the removal of poverty (Holman 1973; MacGregor 1981), this has for the most part bypassed the ‘marginal’ poorer areas (cf Green forthcoming). Their inhabitants are not usually numerically significant enough to sway general, party policies (cf Boulding 1967) and the problems of most notably the inner cities has been underplayed.

Considers the development of the content industry in Europe by 2005, with the anticipation of new applications such as tele‐education, tele‐medicine, tele‐detection and tele‐surveillance. Examines the interplay of the various political and industrial interests involved, using the technique of “scenario‐mapping” in particular.