Benson P. Shapiro
Malcolm P. McNair Professor of Marketing, Emeritus
Malcolm P. McNair Professor of Marketing, Emeritus
Benson P. Shapiro is a well-known authority on marketing strategy and sales management with particular interests in pricing, product line planning, and marketing organization. He is also the Malcolm P. McNair Professor of Marketing Emeritus at the Harvard Business School.
He has served as a consultant to over 340 companies including startups, medium-size firms, and large international corporations. And, he has participated in well over 170 executive education programs outside of Harvard for corporations and associations. He taught a wide variety of MBA courses including Industrial Marketing, Sales Management, Creative Marketing Strategy, Integrated Product Line Management, and participated in many executive programs. Professor Shapiro has also held many administrative positions including Senior Associate Dean for Publications, Research Director, Head of the Required MBA Marketing Course, Chair of the First Year of the MBA Program, and Faculty Chair of Strategic Marketing Management for senior marketing executives. He is the author, co-author or editor of 14 books, and 19 Harvard Business Review articles including "Leveraging to Beat the Odds: The New Marketing Mind-Set," "What the Hell is 'Market Oriented'?," "Manage Customers for Profits, Not Just Sales" and "Staple Yourself to an Order". Professor Shapiro holds a BSE (Chemical Engineering) from the University of Michigan as well as MBA (with distinction) and DBA degrees from Harvard.
Recently, Professor Shapiro has concentrated his professional time on consulting, speeches, research, and writing. He has taught in a wide variety of Harvard executive programs including the Aligning Strategy & Sales, CEO Program, and Business Marketing Strategy, and has chaired the Sustainable Market Leadership for Mid-Sized Businesses Program. He also has chaired custom executive programs for the Young Presidents’ Organization on Sustainable Market Leadership, Business-to-Business Pricing, Go-To-Market Strategies, and “Jump Start Your Revenue Growth.”
He has also participated in a wide range of pro bono consulting projects for select nonprofit organizations, amplifying and building on a continuing theme since his early days on the Harvard faculty. Among his latest activities, Professor Shapiro has acted as an instructor, mentor, venture coach, and strategic consultant in the Our Generation Speaks Program at Brandeis University, which brings young Palestinian and Jewish “shaker and movers” from Palestine (Gaza and the West Bank) and Israel to an intensive summer program teaching management, entrepreneurship, and cooperation across the ethnic divide.
His 20th Harvard Business Review article will appear in 2022 and was written with three co-authors. It deals with the application of artificial intelligence to selling and sales management. That research project is likely to yield a series of articles and case studies on the general topic. His other major research stream is focused on “the secret sauce of organizational and managerial success.”
Ben Shapiro has an office located in Auburndale, MA: B.P. Shapiro, Inc., 125 Seminary Avenue, #133, Auburndale, MA 02466 Phone: (617-527-1702), E-Mail: bshapiro@hbs.edu- Books
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- Dickie, Jim, Boris Groysberg, Benson P. Shapiro, and Barry Trailer. "Can AI Really Help You Sell? It Can, Depending on When and How You Implement It." Harvard Business Review (November–December 2022): 120–129. View Details
- Rangan, V. K., B. P. Shapiro, and R. T. Moriarty Jr. Business Marketing Strategy: Cases, Concepts, and Applications. Burr Ridge, IL: Irwin, 1995. View Details
- Rangan, V. K., B. P. Shapiro, and R. T. Moriarty Jr. Business Marketing Strategy: Cases, Concepts, and Applications, Instructor's Manual. Burr Ridge, IL: Irwin, 1995. View Details
- Shapiro, B. P., R. J. Dolan, and J. A. Quelch. Marketing Management: Readings from Theory to Practice. Homewood, IL: Richard D. Irwin, 1985. View Details
- Shapiro, B. P., R. J. Dolan, and J. Quelch. Marketing Management: Principles, Analysis and Applications. Homewood, IL: Richard D. Irwin, 1985. View Details
- Shapiro, B. P., R. J. Dolan, and J. A. Quelch. Marketing Management: Strategy, Planning and Implementation. Homewood, IL: Richard D. Irwin, 1985. View Details
- Journal Articles
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- Cespedes, Frank V., Elliot Ross, and Benson P. Shapiro. "Raise Your Prices!" Wall Street Journal (May 24, 2010). View Details
- Tedlow, Richard S., Benson P. Shapiro, and Adrian Jurij Slywotzky. "Why Bad Things Happen to Good Companies." Strategy & Business, no. 3 (Second Quarter 1996): 16–26. View Details
- Tedlow, Richard S., Benson P. Shapiro, and Adrian Jurij Slywotzky. "Why Great Companies Go Wrong." New York Times (November 6, 1994). View Details
- Shapiro, B. P., V. K. Rangan, and J. J. Sviokla. "Staple Yourself to an Order." Harvard Business Review 70, no. 4 (July–August 1992): 113–122. View Details
- Shapiro, Benson P., V. K. Rangan, Rowland T. Moriarty, and Elliot Ross. "Manage Customers for Profits (Not Just Sales)." Harvard Business Review 65, no. 5 (September–October 1987). View Details
- Cases and Teaching Materials
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- Shapiro, Benson P., and Katherine B. Hartman. "Wiikano Orchards, Spreadsheet for Students (Brief Case)." Harvard Business School Spreadsheet Supplement 918-519, February 2018. View Details
- Shapiro, Benson P., and Katherine B. Hartman. "Wiikano Orchards, Spreadsheet for Instructors (Brief Case)." Harvard Business School Spreadsheet Supplement 918-520, February 2018. View Details
- Shapiro, Benson P., and Katherine B. Hartman. "Wiikano Orchards (Brief Case)." Harvard Business School Teaching Note 918-518, February 2018. View Details
- Shapiro, Benson P., and Katherine B. Hartman. "Wiikano Orchards." Harvard Business School Brief Case 918-517, February 2018. View Details
- Groysberg, Boris, Das Narayandas, Benson P. Shapiro, and Sarah L. Abbott. "Macy's: Evolution in the Sunshine State." Harvard Business School Case 416-018, September 2015. (Revised June 2018.) View Details
- Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing, Spreadsheet for Instructors (Brief Case)." Harvard Business School Spreadsheet Supplement 914-516, September 2013. View Details
- Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing, Spreadsheet for Students (Brief Case)." Harvard Business School Spreadsheet Supplement 914-515, September 2013. View Details
- Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing (Brief Case)." Harvard Business School Teaching Note 914-514, September 2013. View Details
- Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing." Harvard Business School Brief Case 914-513, September 2013. View Details
- Shapiro, Benson P., John T. Gourville, and Craig E. Cline. "Ti-Tech (A)." Harvard Business School Case 508-095, April 2008. (Revised May 2012.) View Details
- Cespedes, Frank V., and Benson P. Shapiro. "Olympia Machine Company, Inc." Harvard Business School Case 708-490, February 2008. (Revised August 2011.) View Details
- Cespedes, Frank V., Benson P. Shapiro, and Elliot B. Ross. "Pricing, Profits, and Customer Value." Harvard Business School Background Note 811-016, September 2010. (Revised August 2011.) View Details
- Shapiro, Benson P., and Frank V. Cespedes. "Curled Metal Inc.—Engineered Products Division." Harvard Business School Case 709-434, October 2008. (Revised March 2011.) View Details
- Cespedes, Frank V., and Benson P. Shapiro. "Hearts On Fire - Brand Development Manager." Harvard Business School Case 709-436, September 2008. (Revised June 2010.) View Details
- Shapiro, Benson P., and John T. Gourville. "Ti-Tech (B)." Harvard Business School Supplement 508-096, April 2008. View Details
- Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, August 1983. (Revised May 2007.) View Details
- Shapiro, Benson P. "Sustainable Marketing Leadership." Harvard Business School Publishing Case, 2003. (Note #9-999-009.) View Details
- Shapiro, Benson P. "Bridge the Gap Between Strategy and Tactics with the Magic Matrix." Harvard Business School Publishing Case, 2003. (Note #9-999-008.) View Details
- Shapiro, Benson P. "Sprint Selling and Turbo-Charged Market Development." Boston: Harvard Business School Publishing Class Lecture, 2003. Electronic. (Faculty Lecture: HBSP Product Number 1504C.) View Details
- Shapiro, Benson P. "Commodities, Specialties and the Great In-Between." Harvard Business School Publishing Case, 2002. (Note #9-999-005.) View Details
- Shapiro, Benson P. "Creating the Customer-Centric Team: Coordinating Sales and Marketing." Harvard Business School Publishing Case, 2002. (Note #9-999-006.) View Details
- Shapiro, Benson P. "Performance-Based Pricing Is More Than Pricing." Harvard Business School Publishing Case, 2002. (Note #9-999-007.) View Details
- Shapiro, Benson P. "Sprint Sell to Close Sales Quickly." Harvard Business School Publishing Case, 2001. (Note #9-999-004.) View Details
- Shapiro, Benson P., Stephen X. Doyle, and Wade Myers. "Interep National Radio Sales, Inc." Harvard Business School Case 999-011, April 1999. (Revised September 2000.) View Details
- Shapiro, Benson P., Stephen X. Doyle, and Adrian J. Slywotsky. "Strategic Sales Management: A Boardroom Issue." Harvard Business School Background Note 595-018, November 1994. (Revised May 1998.) View Details
- Shapiro, Benson P. "Commodity Busters." Harvard Business School Publishing Case, 1998. (Note #9-999-001.) View Details
- Shapiro, Benson P. "The High Impact Salesforce." Harvard Business School Publishing Case, 1998. (Note #9-999-002.) View Details
- Shapiro, Benson P. "Precision Pricing for Profit in the New World Order." 1998. (Note #9-999-003.) View Details
- Shapiro, Benson P. "Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance." Harvard Business School Background Note 597-071, January 1997. View Details
- Shapiro, Benson P. "Howard, Shea & Chan Asset Management (A)." Harvard Business School Case 597-021, August 1996. (Revised October 1996.) View Details
- Shapiro, Benson P. "Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson." Harvard Business School Case 597-023, August 1996. (Revised October 1996.) View Details
- Shapiro, Benson P. "Howard, Shea & Chan Asset Management (D): Sales Presentation." Harvard Business School Case 597-024, August 1996. (Revised October 1996.) View Details
- Shapiro, Benson P. "Howard, Shea & Chan Asset Management (D): Sales Presentation, Video." Harvard Business School Video Supplement 597-501, September 1996. View Details
- Shapiro, Benson P. "Stock Bank Inc." Harvard Business School Case 596-071, November 1995. (Revised August 1996.) View Details
- Shapiro, Benson P. "Howard, Shea & Chan Asset Management (B); The Partnership Meeting." Harvard Business School Case 597-022, August 1996. View Details
- Shapiro, Benson P. "The Mid-Sized Company President's Role in Marketing and Sales." Harvard Business School Background Note 595-056, January 1995. View Details
- Shapiro, Benson P., Adrian J. Slywotsky, and Richard S. Tedlow. "Why Bad Things Happen to Good Companies." Harvard Business School Background Note 595-045, November 1994. View Details
- Shapiro, Benson P. "Cumberland Metal Industries (A), (B), (C), and (D), Teaching Note." Harvard Business School Teaching Note 584-096, April 1984. (Revised October 1994.) View Details
- Shapiro, Benson P. "Cumberland Metal Industries (B): Model Year 1978 Results with Beta Motors." Harvard Business School Supplement 578-171, May 1978. (Revised October 1994.) View Details
- Shapiro, Benson P. "Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors." Harvard Business School Supplement 578-172, May 1978. (Revised October 1994.) View Details
- Shapiro, Benson P. "Cumberland Metal Industries (D): Model Year 1979 Results with Beta Motors." Harvard Business School Supplement 578-173, May 1978. (Revised October 1994.) View Details
- Shapiro, Benson P. "Cumberland Metal Industries (A): Model Year 1978 Negotiations with Beta Motors." Harvard Business School Case 578-170, April 1978. (Revised October 1994.) View Details
- Shapiro, Benson P., and Raphael R. Carty. "GenRad, Inc.--1990 (A): At a Crossroads in Electronic Test." Harvard Business School Case 592-045, October 1991. (Revised September 1994.) View Details
- Carty, Raphael R., and Benson P. Shapiro. "GenRad, 1990 (B): The VXIbus Standard." Harvard Business School Case 593-005, June 1993. (Revised September 1994.) View Details
- Shapiro, Benson P. "Fabtek (A) & (B) TN." Harvard Business School Teaching Note 593-006, September 1992. (Revised April 1993.) View Details
- Shapiro, Benson P. "United States from 1897 to 1969." Harvard Business School Background Note 593-083, February 1993. (Revised March 1993.) View Details
- Moriarty, Rowland T., Jr., Benson P. Shapiro, and Craig E. Cline. "Fabtek (A)." Harvard Business School Case 592-095, May 1992. (Revised November 1992.) View Details
- Shapiro, Benson P., and John A. Quelch. "Amalgamated Aluminum Alloy Division, Teaching Note." Harvard Business School Teaching Note 591-121, May 1991. (Revised July 1992.) View Details
- Moriarty, Rowland T., Jr., and Benson P. Shapiro. "Fabtek (B)." Harvard Business School Supplement 592-096, May 1992. View Details
- Shapiro, Benson P. "The Marketing Mix." Harvard Business School Background Note 584-125, June 1984. (Revised April 1992.) View Details
- Shapiro, Benson P., and John J. Sviokla. "Manage Orders, Satisfy Customers, Make Money." Harvard Business School Background Note 591-098, March 1991. (Revised October 1991.) View Details
- Shapiro, Benson P. "Inland Steel Co. Product Policy (T): 1991 General Organization." Harvard Business School Supplement 592-044, October 1991. View Details
- Shapiro, Benson P. "Integrated Product Line Management: Course Description, Requirements, and Assignments - Spring 1991." Harvard Business School Course Overview Note 588-050, January 1988. (Revised July 1991.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (A)." Harvard Business School Case 590-084, March 1990. (Revised April 1991.) View Details
- Shapiro, Benson P. "Petite Playthings, Inc.--1984 (A) and (B), Teaching Note." Harvard Business School Teaching Note 584-095, March 1984. (Revised April 1991.) View Details
- Shapiro, Benson P. "Bella Beauty Products, Inc. (C)." Harvard Business School Case 589-030, September 1988. (Revised April 1991.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (B)." Harvard Business School Supplement 590-085, March 1990. (Revised April 1991.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (C): The Individual Bank." Harvard Business School Case 590-086, March 1990. (Revised April 1991.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (D): The Global Bank." Harvard Business School Case 590-087, March 1990. (Revised April 1991.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (F): Quality Scheduling." Harvard Business School Supplement 587-139, March 1986. (Revised March 1991.) View Details
- Shapiro, Benson P. "Morgan Construction Co. (A)." Harvard Business School Case 587-105, January 1987. (Revised March 1991.) View Details
- Shapiro, Benson P. "Nyman Manufacturing Co. (A)." Harvard Business School Case 587-092, November 1986. (Revised February 1991.) View Details
- Shapiro, Benson P. "Nyman Manufacturing Co. (B)." Harvard Business School Case 587-093, November 1986. (Revised February 1991.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (K): List of Characters." Harvard Business School Supplement 590-094, March 1990. (Revised September 1990.) View Details
- Shapiro, Benson P. "Petite Playthings, Inc.--1984 (A)." Harvard Business School Case 584-080, March 1984. (Revised August 1990.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (H): International Individual Bank." Harvard Business School Supplement 590-091, March 1990. (Revised May 1990.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (G): International Institutional Sales." Harvard Business School Supplement 590-090, March 1990. (Revised March 1990.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (I): Luxembourg Unit Trusts." Harvard Business School Supplement 590-092, March 1990. (Revised March 1990.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (J): European Corporate Finance." Harvard Business School Supplement 590-093, March 1990. (Revised March 1990.) View Details
- Shapiro, Benson P. "Chase Manhattan Bank (E): The Institutional Bank." Harvard Business School Case 590-088, March 1990. View Details
- Shapiro, Benson P. "Chase Manhattan Bank (F): Integration Issues." Harvard Business School Case 590-089, March 1990. View Details
- Shapiro, Benson P. "Bella Beauty Products, Inc. (F)." Harvard Business School Case 589-034, October 1988. (Revised February 1990.) View Details
- Shapiro, Benson P. "Bella Beauty Products, Inc. (B)." Harvard Business School Case 588-049, January 1988. (Revised February 1990.) View Details
- Shapiro, Benson P. "The New Intimacy." Harvard Business School Background Note 587-121, April 1987. (Revised January 1990.) View Details
- Shapiro, Benson P., and Dolores Mullin. "Hewlett-Packard: Manufacturing Productivity Division (A) (Condensed), Video." Harvard Business School Video Supplement 890-511, November 1989. View Details
- Shapiro, Benson P. "Functional Integration: Getting All the Troops to Work Together." Harvard Business School Background Note 587-122, March 1987. (Revised November 1989.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (A)." Harvard Business School Case 587-101, December 1986. (Revised November 1989.) View Details
- Dolan, Robert J., and Benson P. Shapiro. "Performance Curves: Costs, Prices, and Value." Harvard Business School Background Note 590-010, September 1989. View Details
- Shapiro, Benson P. "Morris Alper & Sons, Inc." Harvard Business School Case 581-098, March 1981. (Revised September 1989.) View Details
- Shapiro, Benson P. "Inland Steel Co. Product Policy (S): Organization of Inland Steel Co.--1989." Harvard Business School Supplement 590-019, July 1989. View Details
- Shapiro, Benson P. "Bella Beauty Products, Inc. (A)." Harvard Business School Case 588-048, January 1988. (Revised July 1989.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (I): The Strategic Planning Process and the Capital Budget--Fall 1986." Harvard Business School Case 587-142, March 1987. (Revised March 1989.) View Details
- Shapiro, Benson P. "Amalgamated Aluminum Pigments Division: The Technical Service Conundrum." Harvard Business School Case 588-078, June 1988. (Revised February 1989.) View Details
- Shapiro, Benson P. "Amalgamated Aluminum Alloy Division." Harvard Business School Case 589-035, September 1988. (Revised February 1989.) View Details
- Shapiro, Benson P. "Bella Beauty Products, Inc. (G)." Harvard Business School Case 589-084, January 1989. (Revised February 1989.) View Details
- Shapiro, Benson P. "Morgan Construction Co. (B)." Harvard Business School Supplement 587-106, January 1987. (Revised January 1989.) View Details
- Shapiro, Benson P. "Bella Beauty Products, Inc. (G), Supplement." Harvard Business School Supplement 589-085, January 1989. View Details
- Shapiro, Benson P. "Teradyne, Inc.--1979: Semiconductor Test Division (A), Teaching Note." Harvard Business School Teaching Note 584-070, January 1984. (Revised January 1989.) View Details
- Shapiro, Benson P. "Raymond Mushroom Corp., Teaching Note." Harvard Business School Teaching Note 584-094, June 1984. (Revised January 1989.) View Details
- Shapiro, Benson P. "Deere & Co.: Industrial Equipment Operations, Teaching Note." Harvard Business School Teaching Note 584-127, June 1984. (Revised November 1988.) View Details
- Shapiro, Benson P. "Introduction to Cases." Harvard Business School Background Note 584-097, June 1984. (Revised October 1988.) View Details
- Shapiro, Benson P., and Suzy Wetlaufer. Anatomy of a ""Team Destroyer"": An Analysis of Individuals Who Stymie Interfunctional Coordination. Harvard Business School Case 589-038, September 1988. (Revised October 1988.) View Details
- Shapiro, Benson P. "Bella Beauty Products, Inc. (D)." Harvard Business School Supplement 589-032, September 1988. View Details
- Shapiro, Benson P. "Friendly Competitors: The Amalgamated Aluminum Succession." Harvard Business School Case 588-064, March 1988. (Revised September 1988.) View Details
- Shapiro, Benson P. Marrying the ""Sweet Spots"". Harvard Business School Case 588-065, June 1988. (Revised September 1988.) View Details
- Shapiro, Benson P. "Bella Beauty Products, Inc. (C), Assignment Sheet." Harvard Business School Supplement 589-031, September 1988. View Details
- Shapiro, Benson P. "Bella Beauty Products, Inc. (E)." Harvard Business School Supplement 589-033, September 1988. View Details
- Shapiro, Benson P. "Close Encounters of the Four Kinds: Managing Customers in a Rapidly Changing Environment." Harvard Business School Background Note 589-015, August 1988. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (B): Inland's Approach." Harvard Business School Case 587-135, March 1987. (Revised May 1988.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (A): Changing Markets and Technology." Harvard Business School Case 587-134, March 1987. (Revised May 1988.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (D): The Varrick Claim." Harvard Business School Supplement 587-137, April 1987. (Revised May 1988.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (E): Galvanize Rejects at Indiana Motors." Harvard Business School Supplement 587-138, April 1987. (Revised May 1988.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (G): Small Melts." Harvard Business School Supplement 587-140, April 1987. (Revised May 1988.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (K): Vacuum Degassing." Harvard Business School Supplement 587-144, April 1987. (Revised May 1988.) View Details
- Shapiro, Benson P. "Paper Distributors, Inc. (C)." Harvard Business School Case 576-024, July 1975. (Revised April 1988.) View Details
- Shapiro, Benson P. "Paper Distributors, Inc. (D), Supplement." Harvard Business School Supplement 576-025, July 1975. (Revised April 1988.) View Details
- Shapiro, Benson P. "International Business Machines (D1), Supplement 1." Harvard Business School Supplement 578-077, March 1978. (Revised April 1988.) View Details
- Shapiro, Benson P. "International Business Machines (D1), Supplement 2." Harvard Business School Supplement 578-078, March 1978. (Revised April 1988.) View Details
- Shapiro, Benson P. "International Business Machines (D1), Supplement 3." Harvard Business School Supplement 578-079, March 1978. (Revised April 1988.) View Details
- Shapiro, Benson P. "Morgan Construction Co. (B), Video Guide." Harvard Business School Supplement 587-114, January 1987. (Revised April 1988.) View Details
- Shapiro, Benson P. "Hoover: Multinational Product Planning, Teaching Note." Harvard Business School Teaching Note 584-131, June 1984. (Revised February 1988.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (C)." Harvard Business School Case 587-103, December 1986. (Revised January 1988.) View Details
- Shapiro, Benson P. "Hewlett-Packard: Manufacturing Productivity Division (D), Glossary." Harvard Business School Supplement 588-043, December 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (B)." Harvard Business School Case 587-102, December 1986. (Revised December 1987.) View Details
- Shapiro, Benson P. "Hewlett-Packard: Manufacturing Productivity Division (A), (B), (C), and (D), Teaching Note." Harvard Business School Teaching Note 588-042, December 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (A), (B), and (C), Video Viewing Guide." Harvard Business School Supplement 587-159, May 1987. (Revised December 1987.) View Details
- Shapiro, Benson P. "The Magic Matrix: Products and Accounts." Harvard Business School Background Note 588-006, November 1987. View Details
- Shapiro, Benson P., and Roy H. Schoeman. "CIBA-GEIGY Agricultural Division." Harvard Business School Case 582-026, September 1981. (Revised August 1987.) View Details
- Buzzell, Robert D., and Benson P. Shapiro. "Hoover: Multinational Product Planning." Harvard Business School Case 582-102, February 1982. (Revised August 1987.) View Details
- Shapiro, Benson P. "Petite Playthings, Inc.--1984 (B)." Harvard Business School Supplement 584-081, March 1984. (Revised August 1987.) View Details
- Shapiro, Benson P. "Raymond Mushroom Corp." Harvard Business School Case 584-093, May 1984. (Revised August 1987.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 2: Sales and Manufacturing." Harvard Business School Video Supplement 887-539, April 1987. (Revised July 1987.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (M): Humidity-Controlled Inventory Storage in No. 3 Cold Mill." Harvard Business School Supplement 587-146, April 1987. (Revised May 1987.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (O): Upgrades of the No. 3 and No. 5 Galvanize Lines." Harvard Business School Supplement 587-148, April 1987. (Revised May 1987.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (P): Embossed Temper Mill." Harvard Business School Supplement 587-149, April 1987. (Revised May 1987.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (R): Darnall's Thoughts." Harvard Business School Supplement 587-151, March 1987. (Revised May 1987.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (N): 80-Inch Hot Rolling Mill Upgrade Package." Harvard Business School Supplement 587-147, April 1987. (Revised May 1987.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 1-6 Viewing Guide." Harvard Business School Supplement 587-158, May 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (H): Fred Lerner--Inventory Planning and Control." Harvard Business School Supplement 587-141, April 1987. (Revised May 1987.) View Details
- Shapiro, Benson P. "Specialties vs. Commodities: The Battle for Profit Margins." Harvard Business School Background Note 587-120, March 1987. (Revised April 1987.) View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 3: Customer and Technical Services." Harvard Business School Video Supplement 887-541, April 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 5: Strategy and Capital Budgeting." Harvard Business School Video Supplement 887-543, April 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 6: Fred Lerner -- Inventory Planning and Control." Harvard Business School Video Supplement 887-544, April 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 1: Changing Technology and Markets." Harvard Business School Video Supplement 887-538, April 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 4: The Sales - Manufacturing Interface." Harvard Business School Video Supplement 887-542, April 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (C): The Zincrometal Event." Harvard Business School Supplement 587-136, April 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (J): Walking Beam Furnaces." Harvard Business School Supplement 587-143, April 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (L): Closed Loop Shape Control." Harvard Business School Supplement 587-145, April 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (Q): Pruning the Capital Budget." Harvard Business School Supplement 587-150, March 1987. View Details
- Shapiro, Benson P. "Variety vs. Value: Two Generic Approaches to Product Policy." Harvard Business School Background Note 587-119, March 1987. View Details
- Shapiro, Benson P. "Nyman Manufacturing Co., Video." Harvard Business School Video Supplement 887-532, March 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (B), Video." Harvard Business School Video Supplement 887-516, January 1987. View Details
- Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (C), Video." Harvard Business School Video Supplement 887-517, January 1987. View Details
- Shapiro, Benson P. "Morgan Construction Co. (A), Video." Harvard Business School Video Supplement 887-519, January 1987. View Details
- Shapiro, Benson P. "Morgan Construction Co. (B), Video." Harvard Business School Video Supplement 887-520, January 1987. View Details
- Shapiro, Benson P. "Jamestown Co., Teaching Note." Harvard Business School Teaching Note 584-058, November 1983. (Revised October 1986.) View Details
- Shapiro, Benson P. "Introduction to Marketing." Harvard Business School Background Note 584-124, June 1984. (Revised September 1986.) View Details
- Shapiro, Benson P. "AT&T -- Long Lines Department National Account Selling (A)." Harvard Business School Case 578-119, February 1978. (Revised September 1986.) View Details
- Shapiro, Benson P. "Hints for Casewriting." Harvard Business School Background Note 587-052, July 1986. View Details
- Shapiro, Benson P. "Overly Hautz Co.--1985." Harvard Business School Case 587-039, July 1986. View Details
- Shapiro, Benson P. "Kearney & Trecker Corp. (A)." Harvard Business School Case 580-143, May 1980. (Revised June 1986.) View Details
- Shapiro, Benson P. "Milford Industries (A), Software Case." Harvard Business School Case 586-132, May 1986. View Details
- Shapiro, Benson P. "Jamestown Co., Software Case." Harvard Business School Case 586-133, May 1986. View Details
- Shapiro, Benson P. "U.S. Retail Coffee Market (A), Software Case." Harvard Business School Case 586-134, May 1986. View Details
- Shapiro, Benson P. "Titanium Fabrication Division (A), Software Case." Harvard Business School Case 586-136, May 1986. View Details
- Shapiro, Benson P. "Deere & Co.: Industrial Equipment Operations." Harvard Business School Case 577-112, February 1977. (Revised December 1985.) View Details
- Shapiro, Benson P. "Product Line Planning." Harvard Business School Background Note 584-145, June 1984. (Revised November 1985.) View Details
- Shapiro, Benson P. "Motofabrikwerk S.A. (A), Teaching Note." Harvard Business School Teaching Note 584-075, June 1984. (Revised October 1985.) View Details
- Shapiro, Benson P. "Kenics Corp., Teaching Note." Harvard Business School Teaching Note 584-141, May 1984. (Revised October 1985.) View Details
- Shapiro, Benson P. "Dunkin' Donuts (C): Growth Strategy, Teaching Note." Harvard Business School Teaching Note 584-126, May 1984. (Revised October 1985.) View Details
- Shapiro, Benson P. "AT&T Long Lines: Marketing Telemarketing (A)." Harvard Business School Case 580-145, May 1980. (Revised September 1985.) View Details
- Shapiro, Benson P. "Cumberland Metal Industries: Engineered Products Division--1980." Harvard Business School Case 580-104, January 1980. (Revised August 1985.) View Details
- Shapiro, Benson P. "Teradyne, Inc.--1979: Semiconductor Test Division (A)." Harvard Business School Case 581-023, August 1980. (Revised August 1985.) View Details
- Shapiro, Benson P. "Marketing Planning, Programming, and Budgeting." Harvard Business School Background Note 582-127, March 1982. (Revised August 1985.) View Details
- Shapiro, Benson P. "The Marketing Process." Harvard Business School Background Note 584-146, June 1984. (Revised July 1985.) View Details
- Shapiro, Benson P. "Morris Alper & Sons, Inc. (C): Introduction to Video 1." Harvard Business School Supplement 581-100, March 1981. (Revised July 1985.) View Details
- Shapiro, Benson P. "Morris Alper & Sons, Inc. (D): Introduction to Video 2." Harvard Business School Supplement 581-101, March 1981. (Revised July 1985.) View Details
- Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (B)." Harvard Business School Supplement 584-013, August 1983. (Revised June 1985.) View Details
- Shapiro, Benson P. "Wright Line, Inc." Harvard Business School Case 580-019, September 1979. (Revised June 1985.) View Details
- Shapiro, Benson P., and Edward J. Hoff. "Pepsi-Cola United Kingdom (A)." Harvard Business School Case 584-052, November 1983. (Revised June 1985.) View Details
- Shapiro, Benson P., and Edward J. Hoff. "Motofabrikwerk S.A. (A)." Harvard Business School Case 584-074, January 1984. (Revised June 1985.) View Details
- Shapiro, Benson P. "Legal and Ethical Aspects of Marketing." Harvard Business School Background Note 585-007, July 1984. (Revised June 1985.) View Details
- Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (C)." Harvard Business School Supplement 584-014, August 1983. (Revised June 1985.) View Details
- Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.) View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (A)--(I), Teaching Note." Harvard Business School Teaching Note 585-029, August 1984. (Revised April 1985.) View Details
- Shapiro, Benson P. "Pepsi-Cola United Kingdom (A), (B), and (C), Teaching Note." Harvard Business School Teaching Note 585-032, August 1984. (Revised April 1985.) View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (A)." Harvard Business School Case 584-132, June 1984. (Revised April 1985.) View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (B)." Harvard Business School Supplement 584-133, June 1984. (Revised April 1985.) View Details
- Shapiro, Benson P. "Levi Strauss & Co." Harvard Business School Case 572-021, September 1971. (Revised March 1985.) View Details
- Shapiro, Benson P. "Hints for Case Teaching." Harvard Business School Background Note 585-012, July 1984. (Revised March 1985.) View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (C)." Harvard Business School Supplement 584-134, June 1984. View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (D)." Harvard Business School Supplement 584-135, June 1984. View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (E)." Harvard Business School Supplement 584-136, June 1984. View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (F)." Harvard Business School Supplement 584-137, June 1984. View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (G)." Harvard Business School Supplement 584-138, June 1984. View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (H)." Harvard Business School Supplement 584-139, June 1984. View Details
- Shapiro, Benson P. "Sedek Industries, Inc. (I)." Harvard Business School Supplement 584-140, June 1984. View Details
- Shapiro, Benson P., and Edward J. Hoff. "Pepsi-Cola United Kingdom (B)." Harvard Business School Supplement 584-053, November 1983. View Details
- Shapiro, Benson P., and Edward J. Hoff. "Pepsi-Cola United Kingdom (C)." Harvard Business School Supplement 584-054, November 1983. View Details
- Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (D)." Harvard Business School Supplement 581-034, September 1980. (Revised October 1983.) View Details
- Shapiro, Benson P. "Teradyne, Inc.--1979: Semiconductor Test Division (B)." Harvard Business School Supplement 581-024, August 1980. (Revised June 1983.) View Details
- Shapiro, Benson P. "Newport Instrument Division, Teaching Note." Harvard Business School Teaching Note 583-110, December 1982. View Details
- Shapiro, Benson P. "Note on Marketing Arithmetic and Related Marketing Terms, Answers to Exercises." Harvard Business School Supplement 581-143, April 1981. (Revised October 1982.) View Details
- Shapiro, Benson P. "Gilbert Printing Co." Harvard Business School Case 573-023, November 1972. (Revised April 1982.) View Details
- Shapiro, Benson P. "Systems Analysis in Marketing." Harvard Business School Background Note 582-129, April 1982. View Details
- Shapiro, Benson P. "Linde Division: Union Carbide Corp." Harvard Business School Case 573-056, April 1973. (Revised April 1982.) View Details
- Shapiro, Benson P. "Airframe Industry (L): Cumulative Aircraft Sales." Harvard Business School Supplement 582-012, March 1982. View Details
- Shapiro, Benson P. "Airframe Industry (M): Aircraft Profiles (as of September 1978)." Harvard Business School Supplement 582-013, March 1982. View Details
- Shapiro, Benson P. "Airframe Industry (N): Aircraft Profiles (as of September 1980)." Harvard Business School Supplement 582-014, March 1982. View Details
- Shapiro, Benson P. "Morris Alper & Sons, Inc.: Video 1, Sales Calls." Harvard Business School Video Supplement 882-507, November 1981. View Details
- Shapiro, Benson P. "Morris Alper & Sons, Inc.: Video 2, Executive Meeting." Harvard Business School Video Supplement 882-508, November 1981. View Details
- Shapiro, Benson P. "Concept of the Marketing Mix." Harvard Business School Background Note 582-060, November 1981. View Details
- Shapiro, Benson P., and Rowland T. Moriarty Jr. "Airframe Industry (A)." Harvard Business School Case 579-057, October 1978. (Revised July 1981.) View Details
- Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (B)." Harvard Business School Supplement 581-032, September 1980. (Revised July 1981.) View Details
- Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (C)." Harvard Business School Supplement 581-033, September 1980. (Revised July 1981.) View Details
- Shapiro, Benson P. "AT&T Long Lines, Telemarketing, Video 3." Harvard Business School Video Supplement 881-513, June 1981. View Details
- Shapiro, Benson P. "Clairol, Inc.: Appliance Division." Harvard Business School Case 575-043, October 1974. (Revised June 1981.) View Details
- Shapiro, Benson P. "Airframe Industry (B): Spring 1978." Harvard Business School Supplement 581-118, June 1981. View Details
- Shapiro, Benson P. "Airframe Industry (C): Summer 1978." Harvard Business School Supplement 581-119, June 1981. View Details
- Shapiro, Benson P. "Airframe Industry (D): Fall 1979." Harvard Business School Supplement 581-120, June 1981. View Details
- Shapiro, Benson P. "Airframe Industry (E): Fall 1979." Harvard Business School Supplement 581-121, June 1981. View Details
- Shapiro, Benson P. "Airframe Industry (F): Fall 1979." Harvard Business School Supplement 581-122, June 1981. View Details
- Shapiro, Benson P. "Airframe Industry (G): December 1979." Harvard Business School Supplement 581-123, June 1981. View Details
- Shapiro, Benson P. "Airframe Industry (H): December 1980." Harvard Business School Supplement 581-124, June 1981. View Details
- Shapiro, Benson P. "Airframe Industry (I): December 1980." Harvard Business School Supplement 581-125, June 1981. View Details
- Shapiro, Benson P. "Airframe Industry (J): December 1980." Harvard Business School Supplement 581-126, June 1981. View Details
- Shapiro, Benson P. "Poland Spring Bottling Corp." Harvard Business School Case 580-108, February 1980. (Revised April 1981.) View Details
- Shapiro, Benson P. "Airframe Industry (O): December 1981." Harvard Business School Supplement 582-116, March 1981. View Details
- Shapiro, Benson P. "AT&T Long Lines (D), Telemarketing: Introduction to Video 3." Harvard Business School Supplement 581-082, February 1981. View Details
- Shapiro, Benson P. "Teradyne, Inc.: The Hybrid Circuit Project." Harvard Business School Case 578-117, December 1977. (Revised January 1981.) View Details
- Shapiro, Benson P. "AT&T Long Lines (B), Telemarketing: Introduction to Video 1." Harvard Business School Supplement 580-146, June 1980. (Revised December 1980.) View Details
- Shapiro, Benson P. "Richardson Center for the Blind." Harvard Business School Case 573-004, July 1972. (Revised November 1980.) View Details
- Shapiro, Benson P. "AT&T Long Lines, Telemarketing, Video 1: Executive Interviews." Harvard Business School Video Supplement 880-510, August 1980. View Details
- Shapiro, Benson P. "AT&T Long Lines, Telemarketing, Video 2: National Account Manager Interviews." Harvard Business School Video Supplement 880-511, August 1980. View Details
- Shapiro, Benson P. "Kearney & Trecker Corp. (B)." Harvard Business School Supplement 580-144, May 1980. View Details
- Shapiro, Benson P. "Cole National Corp. (C)." Harvard Business School Case 575-131, June 1975. (Revised June 1979.) View Details
- Shapiro, Benson P. "Woodward Motors, Inc. (A)." Harvard Business School Case 578-125, January 1978. (Revised June 1979.) View Details
- Shapiro, Benson P. "International Business Machines (D1)." Harvard Business School Case 578-076, March 1978. (Revised March 1979.) View Details
- Shapiro, Benson P. "SCM Organic Chemicals Division of SCM Corp." Harvard Business School Case 579-036, September 1978. (Revised January 1979.) View Details
- Shapiro, Benson P. "Triangle Maintenance Corp." Harvard Business School Case 572-030, October 1971. (Revised January 1979.) View Details
- Shapiro, Benson P. "What Is Industrial Product Policy?" Harvard Business School Background Note 579-087, November 1978. View Details
- Shapiro, Benson P. "National Central Bank." Harvard Business School Case 579-019, August 1978. (Revised October 1978.) View Details
- Jackson, Barbara B., and Benson P. Shapiro. "Woodward Motors, Inc. (B)." Harvard Business School Case 579-032, September 1978. View Details
- Shapiro, Benson P. "Grafton Industries (D)." Harvard Business School Supplement 575-127, June 1975. (Revised May 1976.) View Details
- Shapiro, Benson P. "Cole National Corp. (D)." Harvard Business School Case 575-132, June 1975. (Revised April 1976.) View Details
- Shapiro, Benson P. "Hero Machine Co., Inc." Harvard Business School Case 574-059, February 1974. (Revised April 1976.) View Details
- Shapiro, Benson P. "Paper Distributors, Inc. (A)." Harvard Business School Case 576-022, July 1975. (Revised November 1975.) View Details
- Shapiro, Benson P. "Newport Instrument Division." Harvard Business School Case 576-035, August 1975. (Revised November 1975.) View Details
- Shapiro, Benson P. "Richardson Center for the Blind, Teaching Note." Harvard Business School Teaching Note 573-074, August 1975. View Details
- Shapiro, Benson P. "Introduction to the Case Method." Harvard Business School Background Note 576-031, July 1975. View Details
- Shapiro, Benson P. "Smithville Co." Harvard Business School Case 574-028, September 1973. (Revised July 1975.) View Details
- Shapiro, Benson P. "Paper Distributors, Inc. (B)." Harvard Business School Case 576-023, July 1975. View Details
- Shapiro, Benson P. "Fieldcrest Division of Fieldcrest Mills, Inc. (A)." Harvard Business School Case 575-002, July 1974. (Revised June 1975.) View Details
- Shapiro, Benson P. "Honeywell Information Systems." Harvard Business School Case 575-047, January 1975. (Revised June 1975.) View Details
- Shapiro, Benson P. "Grafton Industries (A)." Harvard Business School Case 575-124, June 1975. View Details
- Shapiro, Benson P. "Grafton Industries (B)." Harvard Business School Supplement 575-125, June 1975. View Details
- Shapiro, Benson P. "Grafton Industries (C)." Harvard Business School Supplement 575-126, June 1975. View Details
- Shapiro, Benson P. "Grafton Industries (E)." Harvard Business School Supplement 575-128, June 1975. View Details
- Shapiro, Benson P. "Fieldcrest Division of Fieldcrest Mills, Inc. (C)." Harvard Business School Case 575-004, July 1974. View Details
- Shapiro, Benson P. "Fieldcrest Division of Fieldcrest Mills, Inc. (B)." Harvard Business School Case 575-003, July 1974. View Details
- Areas of Interest
-
- business marketing
- cross-functional integration
- marketing
- pricing
- sales force management
- corporate strategy
- customer profitability analysis
- customer relationship management
- entrepreneurial marketing
- executive development
- growth management
- high-tech marketing
- incentives
- industry evolution
- international marketing
- performance management
- product management
- small company management
- strategic change
- strategic planning
- strategy
- strategy implementation
- top management teams
- value creation
- value profit chain
- apparel
- banking
- beauty products
- brokerage
- chemical
- computer
- consulting
- e-commerce industry
- electrical equipment
- electronics
- financial services
- food
- high technology
- industrial goods
- information
- information technology industry
- internet
- investment banking industry
- manufacturing
- marketing industry
- metals
- plastics
- printing
- professional services
- software
- steel
- telecommunications
- wholesale
- Asia
- Central America
- Central Europe
- Europe
- North America
- South America
- Southern Europe
- Southwest Asia
- Western Europe
Additional TopicsIndustriesGeographies