Creating a User-Inventor Community: How Disabled People Innovated and Marketed Disability in Early Nineteenth-Century America

Early nineteenth-century America's robust trade in medical and health care products is richly documented, yet many scholars have overlooked just what role people with impairments played in that industry as inventors and retailers, forming relationships with clients based on their shared experiences of disability. A study of newspaper advertisements, patents, organizational records, medical accounts, and objects suggests that many impaired and formerly impaired producers marketed products to impaired consumers, creating an organic and unselfconscious network of disabled people who made, sold, and bought knowledge and devices about and for disability. Recovering this world of disabled inventors, retailers, and their clients reveals how disability fueled innovation in early nineteenth-century America, expanding scholarly understandings of who participated in and profited from the burgeoning medical and health care economy. This study also suggests that the market was an early venue of disability community where people came together around their common bond.

Syphilis and Pharmaceutical Industry Marketing Between the Two World Wars in Croatia

Between the two World Wars, the pharmaceutical industry strengthened its influence within the Croatian medical community. Due to the scarcity of professional biomedical journals in the Croatian language, larger pharmaceutical companies started to publish free promotional journals, magazines, and booklets which quickly became popular. They thus succeeded in creating a broad network of opinion leaders by recruiting physicians as authors, primarily writing on their experiences with application of certain drugs. As a paradigmatic social disease of the interwar period, syphilis stimulated the development of various marketing strategies used by the industry in these publications.

Vinegar and weight loss in women of eighteenth-century France: a lesson from the past

This short note reports the eighteenth-century account of Mademoiselle Lapaneterie, a French woman who started drinking vinegar to lose weight and died one month later. The case, which was first published by Pierre Desault in 1733, has not yet been reported by present-day behavioural scholars. Similar reports about cases in 1776 are also presented, confirming that some women were using vinegar for weight loss. Those cases can be conceived as a lesson from the past for contemporary policies against the deceptive marketing of potentially hazardous weight-loss products.

Back to the future of digital price display: Analyzing patents and other archives to understand contemporary market innovations

The article explores reasons for the lack of success of digital electronic shelf labels (ESLs) in US retail settings. It suggests that these reasons can be traced by referring to the triple meaning of 'digital': 'Digital' now means electronic, but the word also long encompassed numerals - a digit is a number - and body parts - digitus is the Latin word for the finger, that is, the index we use to point at things or manipulate them. The current fate of ESLs is linked to a long history that combined these three dimensions. The study unfolds along a twofold narrative. First, it reviews the recent introduction of ESLs in the United States based on the reading of papers and advertisements published in Progressive Grocer, a leading trade press magazine. Then, it goes 'back to the future' by exploring the roots of ESLs over a century. This historical study is based on the analysis of the evolution of US price tag patents (through a network study of patents citations and their evolution); the network analysis is complemented with the history of the US price tag market (through the knowledge gained from Progressive Grocer). The results show that digital price fixing depends on past and present systems and infrastructures, cost constraints and payback schemes, legal frameworks, and social projects.

Tobacco industry involvement in children's sugary drinks market

Kim H Nguyen and colleagues examine how tobacco companies applied their knowledge of flavours, colours, and child focused marketing to develop leading children’s sugar sweetened drink brands. These techniques continue to be used by drinks companies despite industry agreement not to promote unhealthy products in this way

Decline and Fall—a Tragedy in Three Acts

Pre World War II, practising anaesthetists in Australia relied heavily on two companies—Commonwealth Industrial Gases and H.I. Clements & Son—for technical support. Post-war, these two were joined by Telectronics, the Australian company which exploited the electronic revolution in monitoring. From a position of profitability and major market share, all three fell to earth for commercial, political and managerial reasons.

Thin blue lines: product placement and the drama of pregnancy testing in British cinema and television

This article uses the case of pregnancy testing in Britain to investigate the process whereby new and often controversial reproductive technologies are made visible and normalized in mainstream entertainment media. It shows how in the 1980s and 1990s the then nascent product placement industry was instrumental in embedding pregnancy testing in British cinema and television's dramatic productions. In this period, the pregnancy-test close-up became a conventional trope and the thin blue lines associated with Unilever's Clearblue rose to prominence in mainstream consumer culture. This article investigates the aestheticization of pregnancy testing and shows how increasingly visible public concerns about 'schoolgirl mums', abortion and the biological clock, dramatized on the big and small screen, propelled the commercial rise of Clearblue. It argues that the Clearblue close-up ambiguously concealed as much as it revealed; abstraction, ambiguity and flexibility were its keys to success.

'Drawing aside the curtain': natural childbirth on screen in 1950s Britain

This article recovers the importance of film, and its relations to other media, in communicating the philosophies and methods of 'natural childbirth' in the post-war period. It focuses on an educational film made in South Africa around 1950 by controversial British physician Grantly Dick-Read, who had achieved international fame with bestselling books arguing that relaxation and education, not drugs, were the keys to freeing women from pain in childbirth. But he soon came to regard the 'vivid' medium of film as a more effective means of disseminating the 'truth of [his] mission' to audiences who might never have read his books. I reconstruct the history of a film that played a vital role in teaching Dick-Read's method to both the medical profession and the first generation of Western women to express their dissatisfaction with highly drugged, hospitalized maternity care. The article explains why advocates of natural childbirth such as Dick-Read became convinced of the value of film as a tool for recruiting supporters and discrediting rivals. Along the way, it offers insight into the British medical film industry and the challenges associated with producing, distributing and screening a depiction of birth considered unusually graphic for the time.

A material political economy: Automated Trading Desk and price prediction in high-frequency trading

This article contains the first detailed historical study of one of the new high-frequency trading (HFT) firms that have transformed many of the world's financial markets. The study, of Automated Trading Desk (ATD), one of the earliest and most important such firms, focuses on how ATD's algorithms predicted share price changes. The article argues that political-economic struggles are integral to the existence of some of the 'pockets' of predictable structure in the otherwise random movements of prices, to the availability of the data that allow algorithms to identify these pockets, and to the capacity of algorithms to use these predictions to trade profitably. The article also examines the role of HFT algorithms such as ATD's in the epochal, fiercely contested shift in US share trading from 'fixed-role' markets towards 'all-to-all' markets.

Authority and ownership: the growth and wilting of medicine patenting in Georgian England

Secret, owned, Georgian medicines were normally known as patent medicines, though few had a current patent. Up to 1830, just 117 medicines had been patented, whilst over 1,300 were listed for taxation as 'patent medicines'. What were the benefits of patenting? Did medicine patenting affect consumer perception, and how was this used as a marketing tool? What were the boundaries of medical patenting? Patents for therapeutic preparations provided an apparent government guarantee on the source and composition of widely available products, while the patenting of medical devices seems to have been used to grant a temporary monopoly for the inventor's benefit.

Quinine, Malaria, and the Cinchona Bureau: Marketing Practices and Knowledge Circulation in a Dutch Transoceanic Cinchona-Quinine Enterprise (1920s-30s)

In this study, we will show how a Dutch pharmaceutical consortium of cinchona producers and quinine manufacturers was able to capitalize on one of the first international public health campaigns to fight malaria, thereby promoting the sale of quinine, an antimalarial medicine. During the 1920s and 1930s, the international markets for quinine were controlled by this Dutch consortium, which was a transoceanic cinchona-quinine enterprise centered in the Cinchona Bureau in the Netherlands. We will argue that during the interwar period, the Cinchona Bureau became the decision-making center of this Dutch cinchona-quinine pharmaceutical enterprise and monopolized the production and trade of an essential medicine. In addition, we will argue that capitalizing on the international public health campaign in the fight against malaria by the Dutch cinchona-quinine enterprise via the Cinchona Bureau can be regarded as an early example of corporate colonization of public health by a private pharmaceutical consortium. Furthermore, we will show how commercial interests prevailed over scientific interests within the Dutch cinchona-quinine consortium, thus interfering with and ultimately curtailing the transoceanic circulation of knowledge in the Dutch empire.

Re-Inventing Infectious Disease: Antibiotic Resistance and Drug Development at the Bayer Company 1945-80

This paper analyses how research on antibiotic resistance has been a driving force in the development of new antibiotics. Drug resistance, while being a problem for physicians and patients, offers attractive perspectives for those who research and develop new medicines. It imposes limits on the usability of older medicines and simultaneously modifies pathologies in a way that opens markets for new treatments. Studying resistance can thus be an important part of developing and marketing antibiotics. The chosen example is that of the German pharmaceutical company Bayer. Before World War Two, Bayer had pioneered the development of anti-infective chemotherapy, sulpha drugs in particular, but had missed the boat when it came to fungal antibiotics. Exacerbated by the effects of war, Bayer's world market presence, which had been considerable prior to the war, had plummeted. In this critical situation, the company opted for a development strategy that tried to capitalise on the problems created by the use of first-generation antibiotics. Part and parcel of this strategy was monitoring what can be called the structural change of infectious disease. In practice, this meant to focus on pathologies resulting from resistance and hospital infections. In addition, Bayer also focused on lifestyle pathologies such as athlete's foot. This paper will follow drug development and marketing at Bayer from 1945 to about 1980. In this period, Bayer managed to regain some of its previous standing in markets but could not escape from the overall crisis of anti-infective drug development from the 1970s on.

Marketing Masked Depression: Physicians, Pharmaceutical Firms, and the Redefinition of Mood Disorders in the 1960s and 1970s

This article investigates the redefinition of depression that took place in the early 1970s. Well before the introduction of the third edition of the Diagnostic and Statistical Manual of Mental Disorders, this rather rare and severe psychiatric disorder hitherto treated in asylums was transformed into a widespread mild mood disorder to be handled by general practitioners. Basing itself on the archives of the Swiss firm Ciba-Geigy, the article investigates the role of the pharmaceutical industry in organizing this shift, with particular attention paid to research and scientific marketing. By analyzing the interplay between the firm, elite psychiatrists specializing in the study of depression, and general practitioners, the article argues that the collective construction of the market for first-generation antidepressants triggered two realignments: first, it bracketed etiological issues with multiple classifications in favor of a unified symptom-oriented approach to diagnosis and treatment; second, it radically weakened the differentiation between antidepressants, neuroleptics, and tranquilizers. The specific construction of masked depression shows how, in the German-speaking context, issues of ambulatory care such as recognition, classification, and treatment of atypical or mild forms of depression were reshaped to meet commercial as well as professional needs.

[Early achievements of the Danish pharmaceutical industry--8. Lundbeck]

The article series provides a written and pictorial account of the Danish pharmaceutical industry's products from their introduction until about 1950. Part 8 deals with products from Lundbeck. Lundbeck which today is known as a considerable international pharmaceutical company could in 2015 celebrate its 100 years' jubilee. Among the early Danish medicinal companies H. Lundbeck & Co. is in many ways an exception as the company was not originally established as a pharmaceutical company. Not until several years after the foundation the company began to import foreign ready-made medicinal products and later-on to manufacture these medicinal products in own factory and even later to do research and development of own innovative products. When Lundbeck was established in 1915 several Danish medicinal companies, not only the well-known such as Alfred Benzon and Løvens kemiske Fabrik (LEO Pharma), but also Skelskør Frugtplantage, Ferrin and Ferraton, had emerged due to the respective enterprising pharmacy owners who had expanded their traditional pharmacy business and even with commercial success. Other medicinal companies, such as C.R. Evers & Co., Leerbeck & Holms kemiske Fabriker, Chr. F. Petri, Erslevs kemiske Laboratorium, Edward Jacobsen, Th. Fallesen-Schmidt, and yet other companies which were named after the founder had all been established by pharmacists with the primary intention to manufacture and sell medicinal products. Also for the limited companies Medicinalco, Ferrosan, Pharmacia, and GEA the primary task was to manufacture and sell medicinal products, and also in these companies pharmacists were involved in the foundation. Not until 1924, fully 9 years after the foundation, Lundbeck started to be interested in medicinal products and initiated import and sale of foreign medicinal products manufactured by a.o. German and French companies which had not established their own sales companies in Denmark. Almost all contemporary Danish manufacturers of medicinal products could exclusively determine own proprietary names of the articles and could themselves make their own homogeneous and easily recognisable design, a.o. by frequent use of prefixes as Afa, Asa, Gea, Ido, Leo, and Meco which associated to for instance the company name. However, it goes without saying that Lundbeck had to market the articles in commission according to the different contracts with their partners. Consequently their range of products appeared heterogeneously. The international financial crisis and the consequent unemployment in the 1920s and 1930s had in Denmark a.o. resulted in national regulation in order to complicate import of ready-made goods and thus support the domestic manufacture of such articles. This was one of the reasons why Lundbeck decided to initiate its own manufacture of medicinal products in Denmark instead of continuing only with the import business which had been obstructed by the authorities. This article does not mention all Lundbeck's medicinal products which were marketed in Denmark until 1955 where a new Pharmacy Act came into force though undoubtedly a lot of interest can be written about all of them. The products mentioned in this article have been carefully selected, not only because they are representative for Lundbeck's development during the first decades, but also because the Danish Collection of the History of Pharmacy has acquired consumer packages of many of the articles. Several of these packages include patient information leaflets with an instruction for use and/or other information, and especially these leaflets represent a source material which has not previously been given much attention. It does not appear from the available source material whether these earliest medicinal products from Lundbeck were assembled in Danish packages on the production sites, or whether they were repacked in Copenhagen. It is not unlikely that the assembling originally was finalized abroad, and that instructions for the production of packaging material with Danish text were supplied by Lundbeck to the respective manufacturers. However, it is not unlikely either that the currency restrictions which were made after 1932 encouraged Lundbeck, where possible, first of all to import raw materials and bulk products and then manufacture the finished products in Valby. This was the case with Anusol, which Lundbeck certainly emphazised in the advertisement. It has to be pointed out that at that time there were no legal requirements regarding dating, neither of the user instructions nor of advertisements. Thus it is not due to mistakes or omissions made by Lundbeck that these materials are undated. The user instructions which Lundbeck had inserted in the packages were made and distributed at a time where no legal restrictions were in force neither regarding form nor content of such. The user instructions for products marketed after 1932 had probably been presented to the Pharmacopoeia Commission as this was statutory. It is, however, uncertain whether the Commission has dealt with the contents and the look of the user instructions. The most important task of the Commission was besides of the work with maintaining the Pharmacopoeia to look after the economic interests of the pharmacies so that only new drug substances could be marketed by the pharmaceutical industry, cf. below. In order to find out whether, and if so to which extent, the Pharmacopoeia Commission has been occupied in evaluating the informative and promoting printed matters of the industry, would require studies of the unprinted files of the Commission, and that is outside the scope of this article. At that time it was not against the law to inform in a user instruction that in case of a longer period of treatment, it would be more economical for the patient to buy a larger package. If you look at these patient information leaflets with today's eyes in the light of the present detailed, comprehensive and rigid regulations which the EU Commission has stated regarding patient information leaflets, you will find that Lundbeck's patient information leaflets were both simple and easy to read. On a free sample of Gelonida meant for the prescribing physician Lundbeck stated, besides of indication, dosage and warnings, also that the article was "Manufactured in Denmark". At that time it was not required to print information of production sites on packaging materials, however, it was not unusual to use this sales promoting claim in times of unemployment. In 1949 the original packaging material for Beatin was modified because certain text elements, the therapeutic indications were removed as it appeared that they since 1933 had violated the Pharmacy Act against advertisements for medicinal products aimed at the public. The packaging material for Beatin is a model example of the possibilities to combine practical information about the use of a medicinal product with sales claims in a reliable way. The above text modification and thus the legalisation of the packaging material took place upon request from the company as the violation of the advertising rules of the Pharmacy Act apparently had not resulted in any legal problems. Studies of unpublished files from the National Board of Health may possibly explain the background of this sequence of events, however, that is outside the scope of this article. The paragraph of the Pharmacy Act of 1932, stating that a medicinal product containing a common commodity as the active ingredient could not be marketed as a proprietary medicinal product, was meant to protect the pharmacies against the increasing competition from the industry. At first the paragraph did put a strain on the industry which from then on either had to manufacture own originator products or to copy other originator products without breaking patents. In the long run it has probably caused that not only Lundbeck, but also other Danish pharmaceutical companies became research-oriented and thus have been able to develop a relatively large number of originator products. In this context a product like Lucamid can hardly be regarded as an example of such a compulsory development of an originator product, an acetylsalicylic acid analogue. There were already such products on the market, but the wish to develop a better active ingredient has probably been bigger. From the three first editions of The Tariff of Medicines from 1935, 1937 and 1939 respectively it appears how Lundbeck's business within the area of medicines developed during the last half of the 1930s. In 1935 Lundbeck had placed 36 different medicinal products on the market, and all of them were in-licensing products. 4 years later, in 1939 Lundbeck had placed 40 different medicinal products on the market, and the number of in-licensing products had been reduced to 18 and 22 products were Lundbeck products. However, the increased focus on the development of own new medicinal products as Epicutan and Klianyl did not stop the in-licensing activities. Varex which Lundbeck brought on the market in 1942 came from a German pharmaceutical company with which Lundbeck had not previously collaborated. In Denmark Lundbeck had the intention to market 4 of Goedecke's 6 different medicinal products which all had Gelonida as part of the proprietary name. However, only one of these products got a longer life and with a simplified name, namely Gelonida. The fixed combination with three compounds of acetylsalicylic acid, phenacetin and codeine was without doubt effective, however, already at the end of the 1950s concern was raised about the safety of phenacetin. The Card Index of Medicines is a primary source of knowledge of how Lundbeck marketed the earliest medicinal products to the prescribing physicians. (ABSTRACT TRUNCATED)

'Recharge my exhausted batteries': Overbeck's Rejuvenator, Patenting, and Public Medical Consumers, 1924-37

Although historians have shown that there has been a complex and multi-layered relationship between the body, medicine and the force of electricity, many avenues remain to be explored. One of the most prominent of these is the way in which electrotherapy technologies were marketed to a wide variety of different end users and intermediaries. This paper offers the first historical analysis of one such device - the Overbeck Rejuvenator - a 1920s electrotherapy machine designed for use by the general public. Its inventor, Otto Overbeck, was not a medical man and this enabled him to use aggressive strategies of newspaper advertising, using testimonials to market his product alongside appeals to his own scientific authority. He commissioned the prestigious Ediswan Company to manufacture the Rejuvenator on a large scale, and took out patents in eleven countries to persuade users of the efficacy of the device. In response to Overbeck's activities, the British Medical Association enlisted an electrical engineer to examine the Rejuvenator, contacted practitioners whose endorsements were being used in publicity material, and denied Overbeck permission to advertise in the British Medical Journal. Despite this, the Rejuvenator brought its inventor wealth and notoriety, and helped redefine the concept of 'rejuvenation', even if the professional reception of such a device was almost universally hostile. This paper shows how the marketing, patenting and publishing of Overbeck combined to persuade members of the laity to try the Rejuvenator as an alternative form of therapy, bypassing the medical profession in the process.

["What do physicians really read?" Medical journals and pharma-marketing between 1900 and the late 1970s]

Scientific Journals are widely used sources in the history science. First and foremost they are analyzed under the aspect of professionalization and the development of scientific topics. However, the impact of the increasing number of advertisements on the journals has been almost systematically excluded from historical analysis. The paper analyses the relations between pharma marketing and medical journals. However, the emphasis here is not so much on the development of print advertisements. Instead the paper uses sources, which were produced in the process of marketing to access the history of the medical scientific journal, its change and its reception by physicians.

Targeting the American market for medicines, ca. 1950s-1970s: ICI and Rhône-Poulenc compared

The forces that have shaped American medicine include a wide set of interrelated changes, among them the changing research, development, and marketing practices of the pharmaceutical industry. This article compares the research and development (R&D) and marketing strategies of the British group Imperial Chemical Industries (ICI, whose Pharmaceutical Division was spun off and merged with the Swedish company Astra to form AstraZeneca) and its French counterpart Rhône-Poulenc (now part of Sanofi-Aventis) in dealing with the American medical market. It examines how, in the process, the relationship between R&D and marketing was altered, and the firms themselves were transformed. The article also questions the extent to which their approaches to this market, one of the most significant markets for drugs in general, and for anticancer drugs in particular, became standardized in the period of "scientific marketing."

Defusing the population bomb in the 1950s: foam tablets in India

After the World War II era, Western experts explained that the progress of medicine, which had led to a decrease in mortality in developing countries ('control of death') was not accompanied by a parallel decrease in birth rates ('control of life'). This conjunction, they warned, would lead inexorably to population explosion and its terrifying consequences: famines, riots, political instability, expansion of Communism, wars. A heterogenous coalition of demographers, public health experts and politicians was urgently looking for an effective means to curb population growth. In the 1950s, many of them considered that mass distribution of foam tablets, a local contraceptive presented as simple to use, cheap and efficient, was a possible solution for the population crisis. At the same time, a potential opening of huge markets for this product generated intense competition among manufacturers and attempts to disqualify competing preparations as inefficient and dangerous for health. Struggles around the marketing of foam tablets, especially in India, reveal a unique combination of science, medicine, cold war politics, philanthropy and business. The presumed commercial and social potential of foam tablets was never fulfilled, due to the unreliability both of the product itself and of its 'backward' users, who either refused this contraceptive mean, or abandoned it promptly.

Unbending the mind: or, commercialized leisure and the rhetoric of eighteenth-century diversion

This essay opens by asking why the formative period in the “commercialization of leisure” in England (c. 1690–1760) happens also to be the period during which intrusion, obstruction, and interruption first began to thrive as conspicuous rhetorical techniques in commercial literature. The essay answers this question through a series of close readings that reveal the complex reciprocity between what I call “cultural diversion” and “discursive diversion,” between those social amusements which provide relief from the serious concerns of daily life and those linguistic and textual devices which characteristically disrupt so much of the discourse of the late seventeenth and early eighteenth century—devices such as extravagant metaphors, rows of asterisked ellipses, and, most pervasively, digressions. Where modern discussion of such devices has tended to rely on the critical touch-stone of “self-consciousness,” this essay restores disruptive rhetoric to what I see as its original cultural context by demonstrating how frequently self-conscious authors associate the form and function of devices like digression with London’s “Reigning Diversions.”

The introduction of chlorpromazine in Belgium and the Netherlands (1951-1968); tango between old and new treatment features

The introduction of chlorpromazine in Belgium and the Netherlands demonstrates an intriguing tango between old and new treatments. Chlorpromazine, marketed by the French company Rhône Poulenc entered psychiatry as an adjunct to existing therapies. Instead of promoting chlorpromazine as a revolutionary therapy, we see early efforts to market Largactil as a supplement to the armoury of psychiatric treatments. These marketing efforts matched the idiosyncrasies of national and local styles and cultures. Despite continuities with earlier therapeutic developments, we support the notion of a therapeutic revolution. In the early sixties supply and demand provoked a turn towards more standardized therapeutic regimes.

Blockbusters and controlled substances: Miltown, Quaalude, and consumer demand for drugs in postwar America

In 1955 Carter Products launched its new tranquilizer Miltown with a huge marketing blitz; Miltown soon became one of America's earliest "blockbuster" celebrity drugs. In 1981, federal agents shut down a network of "stress clinics" and arrested the owners, medical staff, and other personnel for illegally trafficking in the sedative Quaalude; Quaalude soon became a "Schedule I Controlled Substance." Both of these stories are familiar, indeed archetypal, moments from America's postwar medical system. As the Miltown example reminds us, this fundamentally commercial system was built on the creation and courting of consumer demand for medical products and services, particularly drugs. As the Quaalude example shows, however, this system also incorporated tools for reining in excessive consumer demand. Together the two episodes affirm an enduring irony of the American medical system: the need for regulatory campaigns to tame lively markets for drugs that had become popular, in part, because of advertising campaigns. This article uses the Miltown and Quaalude sagas to explore the issue of consumer demand for prescription medicines, arguing that efforts to stoke or quash that demand have shaped (and linked) America's medical system and its drug control regimes.

Marketing of menthol cigarettes and consumer perceptions: a review of tobacco industry documents

OBJECTIVE

To examine tobacco industry marketing of menthol cigarettes and to determine what the tobacco industry knew about consumer perceptions of menthol.

METHODS

A snowball sampling design was used to systematically search the Legacy Tobacco Documents Library (LTDL) (http://legacy.library.ucsf.edu) between 28 February and 27 April 2010. Of the approximately 11 million documents available in the LTDL, the iterative searches returned tens of thousands of results from the major US tobacco companies and affiliated organisations. A collection of 953 documents from the 1930s to the first decade of the 21st century relevant to 1 or more of the research questions were qualitatively analysed, as follows: (1) are/were menthol cigarettes marketed with health reassurance messages? (2) What other messages come from menthol cigarette advertising? (3) How do smokers view menthol cigarettes? (4) Were menthol cigarettes marketed to specific populations?

RESULTS

Menthol cigarettes were marketed as, and are perceived by consumers to be, healthier than non-menthol cigarettes. Menthol cigarettes are also marketed to specific social and demographic groups, including African-Americans, young people and women, and are perceived by consumers to signal social group belonging.

CONCLUSIONS

The tobacco industry knew consumers perceived menthol as healthier than non-menthol cigarettes, and this was the intent behind marketing. Marketing emphasising menthol attracts consumers who may not otherwise progress to regular smoking, including young, inexperienced users and those who find 'regular' cigarettes undesirable. Such marketing may also appeal to health-concerned smokers who might otherwise quit.

Crazy for bargains: inventing the irrational female shopper in modernizing English Canada

Between the 1890s and 1930s, anglophone politicians, journalists, novelists, and other commentators living in western, central, and eastern Canada drew upon established connections among greed, luxury, hysteria, and femininity to describe women who went shopping as irrational. Their motivations for doing so included their desires to assuage feelings of guilt about increased abundance; articulate anger caused by spousal conflicts over money; assert the legitimacy of male authority; and assign blame for the decline of small communities’ sustainability, the degradation of labour standards, and the erosion of independent shopkeeping. By calling upon stock stereotypes of femininity, and by repositioning them to fit the current capitalist moment, English-Canadian commentators constructed disempowering representations of women to alleviate their anxieties about what they perceived as the ills of modernization.

Reading baby books: medicine, marketing, money and the lives of American infants

This article examines American baby books from the late nineteenth through the twentieth century. Baby books are ephemeral publications—formatted with one or more printed pages for recording developmental, health, and social information about infants and often including personal observations, artifacts such as photographs or palm prints, medical and other prescriptive advice, and advertisements. For historians they serve as records of the changing social and cultural worlds of infancy, offering insights into the interplay of childrearing practices and larger social movements.Baby books are a significant historical source both challenging and supporting current historiography, and they illustrate how medical, market and cultural forces shaped the ways babies were cared for and in turn how their won behavior shaped family lives. A typology of baby books includes the lavishly illustrated keepsake books of the late nineteenth century, commercial and public health books of the twentieth century, and on-line records of the present day. Themes that emerge over time include those of scientific medicine and infant psychology, religion and consumerism. The article relies on secondary literature and on archival sources including the collections of the UCLA Louise M. Darling Biomedical Library as well as privately held baby books.

Investigating customer racial discrimination in the secondary baseball card market

A growing body of literature in a variety of disciplines has appeared over the last 20 years examining customer racial bias in the secondary sports card market; however, consensus on the matter has yet to emerge. In this article, we explore the more subtle ways that a player's race/ethnicity may affect the value of his sports card including a player's skin tone (light- to dark-skinned). Data were obtained for 383 black, Latino, and white baseball players who had received at least one vote for induction into Major League Baseball's Hall of Fame including their career performance statistics, rookie card price, card availability, Hall of Fame status, and skin tone. Findings indicate that card availability is the primary determinant of card value while a player's skin tone has no direct effect. Subsequent analysis demonstrates that a player's race (white/non-white) rather than skin tone did have an effect as it interacts with Hall of Fame status to influence his rookie card price.

The positioning of sustainability within residential property marketing

This article investigates the evolution of sustainability positioning in residential property marketing to shed light on the specific role and responsibility of housebuilders and housing investors in urban development. To this end, an analysis is made of housing advertisements published in Basel, Switzerland, over a period of more than 100 years. The paper demonstrates how to draw successfully on advertisements to discern sustainability patterns in housing, using criteria situated along the dimensions building, location and people. Cluster analysis allows five clusters of sustainability positioning to be described—namely, good location, green building, comfort living, pre-sustainability and sustainability. Investor and builder types are differently located in these clusters. Location emerges as an issue which, to a large extent, is advertised independently from other sustainability issues.

Worlds of wonder: Sensation and the Victorian scientific performance

Performances of various kinds were central to the strategies adopted by Victorian natural philosophers to constitute their authority. Appealing to the senses of their audience through spectacular effects or ingenious demonstrations of skill was key to the success of these performances. If we want to understand the politics and practice of Victorian science-and science more generally-we need to pay particular attention to these sorts of performances. We need to understand the ingredients that went into them and the relationships between scientific performers and their publics. In particular, we need to investigate the self-conscious nature of Victorian scientific performances. Looking at science as performance provides us with a new set of tools for understanding the politics of knowledge, the relationship between producers and consumers of scientific knowledge, and the construction and constitution of scientific authority.

Pink truck ads: second-wave feminism and gendered marketing

Second-wave feminist media had a contentious relationship with corporate advertisers. This article uses automotive advertisements to explore the role of gender, class, and race in the construction of consumer markets from the 1970s through the 1980s. It analyzes the struggle of Gloria Steinem and other liberal feminists to navigate the terrain between the women's movement and corporate advertisers. The increased economic power of women, stemming from the Equal Credit Opportunity Act as well as broader social and political shifts, facilitated their efforts. In the 1980s, automobiles continued to be marketed to women, albeit through "feminine" imagery conforming to the era's dominant trends.

A twentieth-century triangle trade: selling black beauty at home and abroad, 1945–1965

This study examines the careers of African American beauty culturists as they worked in the United States, Europe, and Africa between 1945 and 1965. Facing push back at home, African American beauty entrepreneurs frequently sought out international venues that were hospitable and receptive to black Americans in the years following World War II. By strategically using European sites that white Americans regarded as the birthplace of Western fashion and beauty, African American entrepreneurs in the fields of modeling, fashion design, and hair care were able to win accolades and advance their careers. In gaining support abroad, particularly in Europe, these beauty culturists capitalized on their international success to establish, legitimize, and promote their business ventures in the United States. After importing a positive reputation for themselves from Europe to the United States, African American beauty entrepreneurs then exported an image of themselves as the world's premier authorities on black beauty to people of color around the globe as they sold their products and marketed their expertise on the African continent itself. This essay demonstrates the important role that these black female beauty culturists played, both as businesspeople and as race leaders, in their generation's struggle to gain greater respect and opportunity for African Americans both at home and abroad. In doing so it places African American beauty culturists within the framework of transatlantic trade networks, the Black Freedom Movement, Pan-Africanism, and America's Cold War struggle.

Labeling the good: alternative visions and organic branding in Sweden in the late twentieth century

The past decade's rapid expansion of a global market for organic food has set powerful economic and political forces in motion. The most important dividing line is whether organic food production should be an alternative to or a niche within a capitalist mode of production. To explore this conflict the article analyzes the formation of a market for eco-labeled milk in Sweden. The analysis draws on three aspects: the strategy of agri-business, the role of eco-labeling, and the importance of inter-organizational dynamics. Based on archival studies, daily press, and interviews, three processes are emphasized: the formative years of the alternative movement in the 1970s, the founding of an independent eco-label (KRAV) in the 1980s, and a discursive shift from alternative visions to organic branding in the early 1990s following the entry of agri-business.

Marketing of patent medicines in the nineteenth century via a corkscrew medicine spoon

The C. T. Williamson spoon with manufactured products from a pharmaceutical company engraved on the bowl of the spoon is one of the earliest examples of a manufacturer marketing products via a drug delivery device. The Burroughs, Wellcome and Company, a British corporation using initially an American patented, and later a British patented, Williamson corkscrew spoon marketed British manufactured medicinal products in the U.S. and England to physicians and pharmacists in the late nineteenth and early twentieth century. Other corkscrew spoons were manufactured in this era without product specific notations contained on the spoons. 40 These corkscrew spoons, such as the Williamson and Noe patented apparatuses, helped patients in more easily consuming liquid medications. They also were items potentially favored by physicians and pharmacists for patient's pro- vided liquid medications. Finally, they allowed patients to open corked containers, consume liquid dosage amounts, and hopefully more appropriately comply with necessary regimens in the late nineteenth and early twentieth century. Not surprisingly, Burroughs, Wellcome and Company used the Williamson spoon to successfully market company products to physicians, pharmacists, and patients on several continents.

Alchemy in eden: entrepreneurialism, branding, and food marketing in the United States, 1880–1920

Through an investigation into the origins of American food marketing, this dissertation reveals how branding—specifically, the centennial brands Quaker Oats, Coca-Cola, and Crisco—came to underpin much of today's market-driven economy. In a manner akin to alchemy, the entrepreneurs behind these three firms recognized the inherent value of an agricultural Eden, then found ways to convert common, low-cost agricultural goods—oats, sugar, and cottonseed oil—into appealing, high-revenue branded food products. In the process, these ventures devised new demand-driven business models that exploited technology and communications advances, enabling them to tap a nascent consumer culture. Their pioneering efforts generated unprecedented profits, laid the foundation for iconic billion-dollar brands, and fundamentally changed how Americans make daily food choices.

Alberta's and Ontario's liquor boards: why such divergent outcomes?

The provinces of Alberta and Ontario have chosen very different methods to distribute alcoholic beverages: Alberta privatized the Alberta Liquor Control Board (ALCB) in 1993 and established a private market to sell beverage alcohol, while Ontario, in stark contrast, opted to retain and expand the Liquor Control Board of Ontario (LCBO). This article examines the reasons for the divergent policy choices made by Ralph Klein and Mike Harris' Conservative governments in each province. The article draws on John Kingdon's “multiple streams decision-making model,” to examine the mindsets of the key decision-makers, as well as “historical institutionalism,” to organize the pertinent structural, historical and institutional variables that shaped the milieu in which decision-makers acted. Unique, province-specific political cultures, histories, institutional configurations (including the relative influence of a number of powerful actors), as well as the fact that the two liquor control boards were on opposing trajectories towards their ultimate fates, help to explain the different decisions made by each government. Endogenous preference construction in this sector, furthermore, implies that each system is able to satisfy all relevant stakeholders, including consumers.

Making medicine a business in Japan: Shimadzu Co. and the diffusion of radiology (1900-1960)

This contribution focuses on the role of the firm Shimadzu in the marketing of X-ray machines in Japan during the first part of the 20th century, viewed from a business history perspective. It attempts to further understanding of the process of technology diffusion in medicine. In a global market controlled by American and German multinational enterprises, Japan appears to have been a particular country, where a domestic independent firm, Shimadzu, succeeded in establishing itself as a competitive company. This success is the result of a strategy based on both the internalisation of technological capabilities (recruitment of university graduate engineers, subcontracting of research and development activities) and an original communication policy towards the medical world. Finally, the specific structure of the Japanese medical market, composed of numerous and largely privatised small healthcare centres, facilitated the rapid diffusion of X-ray machines, a new technology which conferred a comparative advantage on its holders.

"Hop to the top with the Iowa Chop": the Iowa Porkettes and cultivating agrarian feminisms in the Midwest, 1964-1992

Over the course of twenty-eight years, between 1964 and 1991, members of the Iowa Porkettes, the women's auxiliary to the Iowa Pork Producer's Association (IPPA), promoted pork products in order to assert their roles as agricultural producers. For the members of the Porkettes, technological change and the growth of agribusiness provided new opportunities to challenge patriarchal hierarchies in agricultural organizations. Over time, as the overall number of hog farmers declined and the agricultural marketplace increasingly demanded professional expertise, the Porkettes transformed a women's auxiliary into a female-led commodity organization. Initially, members participated in appropriately "feminine" activities including Pork Queen contests, lard-baking contests, consultations with high school home economics instructors, and the distribution of promotional materials. By the late 1970s, however, members began to employ a new rhetoric shaped by their labor on the farm to claim an important stake in the production and marketing of commodities. They took responsibility for large-scale advertising campaigns, managed a growing budget, and became leaders within the IPPA. Their experiences offer insight into broader developments of second wave agrarian feminisms that enabled farm women's organizations to renegotiate gendered divisions of labor, claim new public spaces for women, and demand greater recognition from male agricultural leaders.

White girls: avant-gardism and advertising after 1860

James McNeill Whistler's painting "The White Girl (Symphony in White, No. 1)" caused a scandal for depicting a woman dressed all in white, uncontained by any clear framing narrative. Though the painting is usually read into history of modernism for its experimental play with tones of white, in fact the painting was linked by Victorian viewers to the mass-cultural phenomenon surrounding Wilkie Collins's sensation novel "The Woman in White." By examining the two works together, this article shows that the divide between the world of fine arts and that of sensational entertainment is perhaps more entrenched in our own canons than it was for Victorian spectators and consumers.

Keeping modern in medicine: pharmaceutical promotion and physician education in postwar America

Recent critiques of the role of pharmaceutical promotion in medical practice invoke a nostalgic version of 1950s and 1960s medicine as representing an uncomplicated relationship between an innovative pharmaceutical industry and an idealistic and sovereign medical profession-a relationship that was later corrupted by regulatory or business practice changes in the 1980s or 1990s. However, the escalation of innovation and promotion in the pharmaceutical industry at mid-century had already provoked a broader crisis of overflow in medical education in which physicians came to use both commercial and professional sources in an attempt to "keep modern" by incorporating emerging therapeutics into their practices. This phenomenon was simultaneously a crisis for the medical profession- playing a key role in attempts to inculcate a "rational therapeutics"-and a marketing opportunity for the pharmaceutical industry, and produced the structural foundations for contemporary debates regarding the role of pharmaceutical promotion in medical practice. Tracing the issue from the advent of the wonder drugs through today's concerns regarding formal CME, we document how and why the pharmaceutical industry was allowed (and even encouraged) to develop and maintain the central role it now plays within postgraduate medical education and prescribing practice.