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The time is right for renewed and updated attention to the relationship between public relations (PR) and human resources (HR) departments in the context of corporate social responsibility (CSR) and sustainability. For too long, conflict between the two practice areas has obscured opportunities for collaboration which benefits organizations and stakeholders. This chapter offers theoretical underpinnings for examining an interdepartmental, cross-unit working relationship between HR and PR – and advances a vision for why it is needed now.

The paper seeks to provide a conceptual model of the account management process that isolates the social connections of more versus less effective account managers.

The sales performance research tradition is reviewed and a social network perspective is offered to explore the web of internal working relationships that account managers activate to acquire customer and competitor information and create solutions for customers.

Available evidence suggests that network size, network range, and network diversity are among the relational properties that may influence account manager performance. By building a strong network of relationships both within the firm as well as within the customer organization, high‐performing account managers, compared with their peers, are better able to diagnose customer requirements, mobilize internal experts, and choreograph the activities that are required to out‐maneuver rivals and create the desired customer solution.

The information‐acquisition practices of high‐performing account managers provide a template for improving customer relationship management (CRM) systems and processes.

The paper demonstrates the value of a social network perspective in advancing knowledge of account manager performance.

Institute members are reminded that the Second Printed Circuit World Convention is to be held in Munich from Tuesday, the 9th of June to Friday the 12th June 1981, both dates inclusive. Most members of the Institute will remember the first highly successful venture organised by this Institute in conjunction with the IMF & ECIP which was held at the Cafe Royal, London in June, 1978 to which over 700 delegates attended from over 20 countries. This year Germany is the host country and the organisers report that an equally ambitious programme has been arranged with attendances expected to exceed that of London.

The pretreatment, electroplating and etching processes used by the PCB industry are unique in comparison with the plating industry generally. This paper deals with the treatment of the various sources of effluent, bearing in mind the stringent and strictly controlled quality standards. This paper also examines the various sources of effluent and the problems they present. The extent to which high purity water is required is discussed, as are the considerations to be made with regard to water recirculation and conservation in general.

THE curtain has now been rung down on the Jubilee of the Library Association and all who witnessed or took part in the performance will agree that the show was good. The setting of the scene in so beautiful a city, the lavish and dignified hospitality, the fine and sympathetic chairmanship of the new President, the general good‐humoured seriousness of the discussions—all these things will remain to make the Edinburgh Conference the most memorable in our annals. The Conference was not only nation‐wide and empire‐wide—it was world‐wide; and several languages and many accents were heard. Librarians of great fame, who hitherto have been names only, became known friends within the week.

Employs conceptual contributions from management, work networks, and organizational buying behavior research, and presents the results of a study which integrates these contributions through an internal marketing exchange model. Specifically, network analysis is used to describe purchasing workflow patterns within a single industrial firm. Both prescribed networks (i.e. hierarchical level departmental membership and product purchasing assignment) and emergent networks (i.e. position on the organizational boundary and centrality links within the firm’s buying system) are investigated. In addition, the position of a particular buyer is discussed in terms of his positional role within the organization’s internal marketing exchange system. Results provide implications for purchasing managers and organizational buying researchers, and directions for future research are discussed.

The sharp increase in interest in social networks among marketing scholars and practitioners has coincided with the rapid proliferation of social networks among broader populations. Considering the substantial body of research that has emerged, it is an opportune time to reflect on the state of social network research (SNR) in marketing. Therefore, this chapter reviews recent marketing research, organized according to substantive areas of interest, followed by a discussion of critical dimensions of SNR for researchers, including network actor characteristics, modes, boundaries, impacts, and mechanisms, as well as the relevant level of analysis. By documenting how SNR can inform marketing decisions and influence marketing outcomes, this study also establishes recommendations for research to advance the state of SNR in marketing. A 2 × 2 classification schema reveals four categories that might guide scholars' choices of research designs, theories, constructs, and measures for SNR.

The purpose of this paper is to investigate the underlying knowledge structure and evolution of industrial-buying research published between 1965 and 2015.

Bibliometric analysis is performed on 357 relevant papers (using principal component analysis and natural language processing, using VantagePoint® tools, used to generate bubble maps, auto-correlation maps and Aduna cluster maps), demonstrating how various factors involved in industrial buying have evolved, their degree of correlation with each other and the interrelationships of multiple factors concerning their co-occurrences.

The systematic mapping of industrial-buying research would illustrate the development of the significant factors in industrial-buying research. This paper provides both a global perspective on the leading countries and journals in the field and a robust roadmap for further investigation in this field.

This paper is limited to the data considered for analysis and may, therefore, overlook or underestimate some work that has not been captured while filtering databases related to industrial buying.

This paper facilitates near-future projection and trend analysis in industrial-buying research.

The methodology used is unique to the field of business-to-business marketing.

IN making the suggestion, as some of my friendly critics have done, that the classes Fine and Useful Arts should be restored, as in Dewey, they rather miss the humour of the situation. The Subject Classification is not an amended Dewey or Cutter, but a humble attempt at an entirely new system, designed to meet the needs of popular libraries. It is not even a classification of knowledge, but, as experience has proved, a very practical and simple rearrangement of the factors of knowledge as set forth and preserved in books. The scheme is not indebted to any other system for aught but suggestions of main classes; all the details of the tables having been worked out independently, without reference to any classification save the Adjustable. It will be manifest, on reflection, that it would be fatal for the compiler of a new system to allow himself to be fettered or influenced by the schedules of other authors. I am one of those who decline to believe in the value of standardization of ideas or practice, save to a small degree in certain mechanical matters, and it would therefore be foolish to follow in the same rut as certain predecessors, simply because a longer existence has to some extent established their findings as settled conventions.

The equation of motion of a beam on multiple supports, subject to prescribed time‐dependent conservative axial loads, is formulated based on Hamilton’s principle and the assumed mode method. The effects of sinusoidal perturbations in respect of the axial loads are then examined using Bolotin’s method. The respective regions of instability are determined by converting the resulting equations of boundary frequencies into the standard form of a generalized eigenvalue problem. Instability regions are presented for various combinations of support configuration, average value and amplitude of the sinusoidal perturbations of the axial loads.