91-54143 Title: Office Buildings for the 1990s Authors: Alpert, Mark Journal: Fortune Vol: 124 Iss:

12 Date: Nov 18, 1991 pp: 140-150 Jrnl Code: FOR ISSN: 0015-8259 Company: Nike Inc (DUNS: 05-095-7364) Chrysler Corp (DUNS: 00-134-4928) Terms: Office buildings; Architecture; Design; Building construction; Trends; US Codes: 8370 (Construction & related industries); 9190 (United States) Abstract: The architectural excesses of the 1980s partly explain why many companies are commissioning new buildings, despite office vacancy rates above 25% in some cities. The office buildings of the 1990s will be in suburban complexes, designed on a smaller, more human, and even homey scale. Often, they will resemble farms or college campuses. Builders will use less expensive materials, such as brick and limestone, than their predecessors did. Instead of making grand statements about corporate identity, the new buildings will be designed to perform productivity-enhancing functions. For example, to maximize communication, architects are designing low-rise office buildings with numerous break areas, concourses, and atriums where employees can meet and mingle casually. As the fight for global markets intensifies, more companies will seek the competitive edge that a stimulating office environment can give them.

91-50604 Title: Business Marketing's Top 100 Companies: Rockwell International; Honeywell; Bull; MCI; Hearst Corp. Authors: Brown, Priscilla C.; Pozniak, Julia; Ensor, Kendra; Yovovich, B. G.; Jaben, Jan Journal: Business Marketing Vol: 76 Iss: 10 Date: Oct 1991 pp: 65-67 Jrnl Code: IMR ISSN: 0745-5933 Company: Rockwell International Corp (DUNS: 00-825-5523) Honeywell Inc (DUNS: 00-132-5240) Bull HN Information Systems Inc (DUNS: 05-180-2627) MCI Communications Corp (DUNS: 04-476-0643) Hearst Corp (DUNS: 00-152-7241) Terms: Manycompanies; Industrial markets; Advertising expenditures; Rankings; US Codes: 9190 (United States); 7200 (Advertising); 9140 (Statistical data) Abstract: Rockwell International Corp., ranked number 71 on Business Marketing's Top 100 Companies, introduced a corporate identity campaign in October 1990. Rockwell's business-to-business advertising expenditures totaled $4,130,189 for the year. Honeywell Inc. debuted a new corporate television campaign in July. Honeywell, ranked number 72, spent $3,975,446 on advertising. Business press advertising is the cornerstone of number 73 Bull HN Information Systems Inc.'s marketing program. Bull HN's advertising expenditures reached $3,914,849. Number 74 MCI Communications Corp., which spent $3,856,765, launched a massive telemarketing effort in 1990. Media giant Hearst Corp., number 75, spent $3,856,201, despite being hard hit by the recession and the resulting loss of advertising.

89-44566 Title: Embedded Influence Patterns in Organizational Buying Systems Authors: Ronchetto, John R., Jr.; Hutt, Michael D.; Reingen, Peter H. Journal: Jrnl of Marketing Vol: 53 Iss: 4 Date: Oct 1989 pp: 51-62

Jrnl Code: JMK ISSN: 0022-2429 Purchasing; Processes; Influence; Pattern; Hypotheses; Market research; Organizational behavior; Marketing Codes: 5120 (Purchasing); 7100 (Market research); 9130 (Experimental/theoretical) Abstract: The organizational buying system concept is introduced as an organizing framework for exploring the patterned, repeated interactions that characterize ongoing purchasing processes. The buying-related workflow and communications networks were traced in an electronics firm of about 800 employees. The findings indicate that an organizational actor's influence in the buying system is derived from the formal and the network structures. Consistently strong support is obtained for the hypotheses pertaining to the properties of formal structure - formal rank and departmental membership. For the properties of network structure, the results strongly and consistently support the centrality hypothesis. Less consistent support is found for the hypothesis related to distance from the dominant reference group. The results strongly support this theory when influence is measured by the number of nominations as influential in buying-related activities. Less support is found when coworker ratings constitute the measure of influence. Charts. Tables. Appendix. References. Terms: