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DR. H. WAKEHAIvI
R&D PRESENTATION TO THE BOARD OF DIRECTORS
(November 26, 1969)
Once again it is my pleasure to appear before you and to make this traditional
annual presentation of Philip Morris Research Center activities. Before
talking about that particular aspect of the program that I have selected for
this year's presentation, let me make a few remarks about the Research
%,enLer m generai.
We have now been in the present Research Center facility ten years. We have
greatly increased the depth of our scientific knowledge in the cigaret product
so that we are able to cope with the demands for new and improved products
and the needs to defend ourselves from attacks in the areas of smoking and
health. We have extended our skills into areas pertinent to our extended
product lines. We have greatly improved our communication with and services.
to other operating groups and have overcome many of the problems encountered
in the early days of the Research Department. We. are highly and effectively .
instrumented with the most modern research tools, and the quality of our staff
is second to none in the business.
You have on the table before you copies of a new brochure on Research at
Philip Morris. In it are details about our people and the facility, but here -
are some figures I think you will find of interest. Our present staff numbers
about 330 persons. We occupy 125, 000 feet of floor space. Our operating
budget for this year was $6 million, of which about 25 percent goes into
research, 50 percent into product development, and 25 percent into technical
services to other departments. co
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So that you will be reminded that we are still very active in developing new
cigarets, I will now show you one product prototype which is perfectly practical
in terms of present technology but still fairly far out in terms of the present ,
:market. This product might be called a multifunctional filter in which the
different elements function in different manners. The front plug is a chemically
treated paper specific for phenol and hydrogen cyanide removal. The space
contains three solids identified by color.The black one is a general purpose
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activated charcoal for gas phase removal; the blue one is specific for hydrogen"
cyanide; and the white one for certain water soluble gases.
This year I have chosen to talk to you about some of our work in smoker
psychology. This work only represents about three percent of our total effort
but it is an important program, so I bring it to your attention today.
Ever since research began at Philip Morris, our emphasis has been on the
cigaret -- its chemistry, physics, biological effects, engineering, raw material
requirements, and production problems. We have been largely concerned with
the technology of the cigaret and cigaret making. In all this we have until
recently almost totally ignored the smoker and the why of smoking.
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?
In answer to these and similar questions you will find many opinions, many
hypotheses, and very few facts. Some will throw up their hands and say that '_`
the problem is hopelessly complex. We do not delude ourselves into thinking'
we are dealing here with a simple question searching for a simple answer. On
the other hand we do believe that the subject is important to our business and
that it is amenable to systematic investigation and research which will lead to
some
It is for this reason that I have chosen this year to talk about the psychology
of smoking and the part which psychologists play in our research and developmen
program.
Focus of our first aim is the work of a consumer research facility having the
"front" name of Product Opinion Laboratory. This organization consists of
about fourteen people who have as their chief task the collecting of opinions and
Slide judgements about our developing products. The judgements are made by differen
2 types of people, depending on the stage of product development and the degree of
expertise required. Thus, preliminary taste and flavor profiles are supplied i"A'
our chemists and development engineers by three small descriptive panels of
highly trained experts. Products slightly further along the development trail
are evaluated by larger groups of less expert Research Center employees,
supplemented by a group of about eighty Richmond housewives who smoke
I
cigarets in the Product Opinion Laboratory office near a shopping center.
Further screening is available from about 1500 members of civic clubs and
community organizations who are called on when we want a quick test from a
more representative group of non-experts. And finally, products approaching
'the test market stage of development are evaluated by a national cross-section
of American consumers, chosen from some 35, 000 people who represent
15, 000 families.
So, funneled through our group of POL people, there is a continuous flow of
consumer responses to guide the Research Center and Marketing people in
making prc
One observation from this product testing work has been confirmed to us over
and over again, and that is that the expert smoker panelist is much more acute
in detecting differences in cigaret smoke taste than the consuming public.
symbol. At the start of the test the panelists try the various cigarets available
and then repeat purchases of the one they prefer. By following the sales
frequencies we discover the consumer acceptabilities of the test products. '.
In this study we started the panel on two identical standard cigarets, and then
gradualIy changedone stepwise to a high (75) level of BL. The results indicate
Slide
5 that we could put into the blend well over 307., of BL without significantly altering
the taste and subjective properties of the srnoke. These findings have implicatio
in cigaret blends that can be translated into cost considerations.
In this test we had filter smokers save their butts for us for one week, and
from the residual nicotine measurements, obtained an average daily particulate
matter intake value for each smoker. This slide shows you the magnitude. of
variation among smokers in terms of this new and more precise index. Now O•
one might ask "how good is the smoker'.s estimate of how many cigarets he O
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smokes per day in measuring actual intake7" This next slide shows that it is K
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a poor measure inueeo.
You can see from this that the index of smoking level in health surveys as
determined by the number of cigarets people say they smoke is a very unreliabl
measure of actual smoke intake.
This great variability among smokers results from the fact that a smoker
tends to seek his own level of intake. Even while smoking a single cigaret,
he adjusts the volume of his puff as he goes down the rod, compensating for
the change in the density of the available smoke.
':Tadjustment
This is also observable as the available TPM of the total cigaret
shifts. We undertook a study in which sixty smokers volunteered to smoke
only the cigaret which we provided for a period of five weeks. The first two
eeks the cigaret delivered 20 mg of TPM. The next three weeks the cigaret •
delivered 25 mg of TPM. The changeover was unannounced. Imrnediately
after the changeover, a number of participants complained that the cigarets
were too strong and defected, foregoing the $10 gift certificate promised to
those who completed the study. We found that adaptation occurred the first
day and remained stable for the remaining three weeks. Those who were
changed to stronger cigarets smoked less of each one and those who were
.changed to weaker cigarets smoked more of each one and/or more cigarets.
The smoker's determination of his own intake level is also seen in some
Slide figures provided by our associate, Dr. Max Hausermann, of FTR. His data
12
strongly suggest that brand choice is a function of desired intake level.
The above examples illustrate the kind. of work we do in studying the smoker's
taste preferences and his smoking, behavior. The examples were selected to
emphasize three important conclusions:
I must admit to some embarrassment when I say I don't know the answer to
this question. It is even more embarrassing to the psychologists on my staff.
;:
But I can tell you this -- despite the voluminous research and pseudo-sophisticat
- theories, no one seems to be able to give an explanation backed up by substantial
^..i;Af ^r
First, we have to break the question into its two parts: 1) Why does one begin
to smoke? and 2) Why does one continue to smoke?
There is general agreeinent on the answer to the first part. The 16 to 2'0-year
old begins smoking for psychosocial reasons. The act of smoking is symbolic;
it signifies adulthood, he smokes to enhance his image in the eyes of his peers.
But the psychosocial motive is not enough to explain continued smoking. Some
other motive force takes over to make smoking rewarding in its own right.
Long after adolescent preoccupation with self-image has subsided, the cigaret
will even preempt food in times of scarcity on the smoker's priority list.
-Witness the experiences many people had at end of World War II when one could
buy wine, women, and song. with a cigaret. The question is "Why?"
i
One of the obvious ways to approach the problem is to ask the smoker himself
why he smokes? When you do this (and Leo Burnett did this about ten years
ago for P.M.) the smoker will either parrot an advertising slogan or give
you one of these responses: a
1. It relaxes me.
2. It stimulates me.
One way to interpret this is to conclude that different people are affected in
different ways by the inhalation of smoke. We are inclined, however, to
ascribe this apparent duality of effect to an inability on the part of the smoker
to describe smoke-produced sensations.
Another obvious way to approach the problem is to search for differences
between smokers and non-smokers. This strategy has been more fruitful.
The research effort in England and the U. S. over the past 15 years has yielded
the following facts about smokers:
B. Physiological Differences:
1. Have faster heart rate
Generally more
2. Eat more
active, faster
3. Drink more - beer, whiskey, coffee living
4. Have higher oxygen metabolism
5. Weigh less
A third way to approach the question is to search for the immediate effects of
smoke inhalation upon the smoker. This approach also has been fruitful. Here
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are the changes in human body function which follow smoke inhalation. All of
these changes have been reported by at least two independent researchers:
One mij4ht expect from these differences to find that peotDle are attracted to
smoking because it acts as a tranquilizer in a stressful situation, as some "
told Leo Burnett. Indeed this reason for smoking has been hypothesized by
a number of other investigators. But in our experimentation whenever we
have attempted to confirm this hypothesis, we have found exactly the opposite
effect. For example, in studiesusing excessive muscle tension as a measure
of psychological arousal we have observed that smoking increases rather than
decreases muscle tension.
We are of the conviction, in view of the foregoing, that the ultimate explanation
for the perpetuated cigaret habit resides in the pharmacological effect of smoke
upon the body of the smoker, the effect being most rewarding to the individual
under stress. C
arousal. We are measuring heart rate, respiratory rate, the electrical resistan
of the skin; and muscle tension. At the moment our subjects are wired to a
1000273'752
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Our ultimate intent is to monitor the smoker under real life conditions,
^under conditions of experimentally induced stress, and under conditions
of tobacco deprivation.
This is basic exploratory research, but we expect fallout in the way of informati
applicable to the design of our smoking products and also information that tnight
be used in a public relations program. -
I have pointed out that cigaret smokers as a group seem to differ considerably
from non-smokers in personality, physiological, and psychological characteristi
1000273753
.18 ,These observations may give us clues as to why smokers may be a high risk
group in terms of certain diseases and longevity. In other words, the health
statistics regarding smokers versus non-smokers might also be explainable
All of these studies indicate that Philip Morris as a company and the industry
as a whole might very well benefit greatly from much more research on the
smoker than we have done in the past. Certainly he is an important link in the
chain of our success.
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