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    • All HBS Web  (120,084)
      • Faculty Publications  (268)

      Shapiro, Benson P.Remove Shapiro, Benson P. →

      Page 1 of 268 Results →
      • November–December 2022
      • Article

      Can AI Really Help You Sell?: It Can, Depending on When and How You Implement It

      By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
      Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products... View Details
      Keywords: Sales; AI and Machine Learning; Customers
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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 100, no. 6 (November–December 2022): 120–129.
      • November 1, 2022
      • Other Article

      The Sales Success Matrix

      By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
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      Dickie, Jim, Boris Groysberg, Benson P. Shapiro, and Barry Trailer. "The Sales Success Matrix." Harvard Business Review (website) (November 1, 2022).
      • June 2018
      • Teaching Note

      Macy's: Evolution in the Sunshine State

      By: Boris Groysberg, Das Narayandas, Benson P. Shapiro and Olivia Hull
      Teaching Note for HBS No. 416-018. View Details
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      Groysberg, Boris, Das Narayandas, Benson P. Shapiro, and Olivia Hull. "Macy's: Evolution in the Sunshine State." Harvard Business School Teaching Note 418-072, June 2018.
      • February 2018
      • Case

      Wiikano Orchards

      By: Benson P. Shapiro and Katherine B. Hartman
      Wiikano Orchards, a family-owned business, faces declining demand in a commodity industry. The president is considering rebranding Wiikano's apple juice, increasing its prices and promotions. If this proposal succeeds, wholesalers and retailers would be more likely to... View Details
      Keywords: Brands and Branding; Price; Marketing Communications; Product Marketing; Food and Beverage Industry
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      Shapiro, Benson P., and Katherine B. Hartman. "Wiikano Orchards." Harvard Business School Brief Case 918-517, February 2018.
      • February 2018
      • Teaching Note

      Wiikano Orchards (Brief Case)

      By: Benson P. Shapiro and Katherine B. Hartman
      Teaching Note for HBS No. 918-517. View Details
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      Shapiro, Benson P., and Katherine B. Hartman. "Wiikano Orchards (Brief Case)." Harvard Business School Teaching Note 918-518, February 2018.
      • February 2018
      • Supplement

      Wiikano Orchards, Spreadsheet for Instructors (Brief Case)

      By: Benson P. Shapiro and Katherine B. Hartman
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      Shapiro, Benson P., and Katherine B. Hartman. "Wiikano Orchards, Spreadsheet for Instructors (Brief Case)." Harvard Business School Spreadsheet Supplement 918-520, February 2018.
      • February 2018
      • Supplement

      Wiikano Orchards, Spreadsheet for Students (Brief Case)

      By: Benson P. Shapiro and Katherine B. Hartman
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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.
      • September 2015 (Revised June 2018)
      • Case

      Macy's: Evolution in the Sunshine State

      By: Boris Groysberg, Das Narayandas, Benson P. Shapiro and Sarah L. Abbott
      In 2009, Lee O'Rourke was promoted to district vice president in charge of Macy's newly created North Florida district. This district consisted of 11 stores located in the greater Orlando area and in the east coast towns of Daytona, Melbourne, Merritt Island, and Vero... View Details
      Keywords: Human Capital; Managing Performance; Retail; Organization; Change Management; Leadership; Leadership Style; Leading Change; Marketing; Marketing Strategy; Management; Organizational Change and Adaptation; Performance Improvement; Retail Industry; United States
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      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.)
      • January 2014 (Revised August 2017)
      • Case

      StepSmart Fitness

      By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
      StepSmart Fitness, a manufacturer of exercise equipment, is undergoing a sweeping reorganization. The new CEO has terminated the District Sales Director and Regional VP and promoted 30-year-old Benjamin Cooper to manage the underperforming New England district. A... View Details
      Keywords: Analysis; Restructuring; Salesforce Management; Management Succession; Performance Improvement; Manufacturing Industry; Sports Industry; New England
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      Dolan, Robert J., Benson P. Shapiro, and Alisa Zalosh. "StepSmart Fitness." Harvard Business School Brief Case 914-509, January 2014. (Revised August 2017.)
      • January 2014
      • Teaching Note

      StepSmart Fitness (Brief Case)

      By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
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      Dolan, Robert J., Benson P. Shapiro, and Alisa Zalosh. "StepSmart Fitness (Brief Case)." Harvard Business School Teaching Note 914-510, January 2014.
      • January 2014
      • Supplement

      StepSmart Fitness, Spreadsheet for Instructors (Brief Case)

      By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
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      Dolan, Robert J., Benson P. Shapiro, and Alisa Zalosh. "StepSmart Fitness, Spreadsheet for Instructors (Brief Case)." Harvard Business School Spreadsheet Supplement 914-512, January 2014.
      • January 2014
      • Supplement

      StepSmart Fitness, Spreadsheet for Students (Brief Case)

      By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
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      Dolan, Robert J., Benson P. Shapiro, and Alisa Zalosh. "StepSmart Fitness, Spreadsheet for Students (Brief Case)." Harvard Business School Spreadsheet Supplement 914-511, January 2014.
      • September 2013
      • Case

      SafeBlend Fracturing

      By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
      The CEO of SafeBlend Technologies must set a price for the company's environmentally friendly fracturing fluid additive. The firm is negotiating a new contract with its biggest client, Bristol Natural Gas. For the last two years, SafeBlend has been the sole provider of... View Details
      Keywords: Information Technology; Customer Relationship Management; Price; Negotiation; Competitive Advantage; Environmental Sustainability; Energy Sources; Sales; Energy Industry
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      Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing." Harvard Business School Brief Case 914-513, September 2013.
      • September 2013
      • Teaching Note

      SafeBlend Fracturing (Brief Case)

      By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
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      Shapiro, Benson P., Frank V. Cespedes, and Alisa Zalosh. "SafeBlend Fracturing (Brief Case)." Harvard Business School Teaching Note 914-514, September 2013.
      • September 2013
      • Supplement

      SafeBlend Fracturing, Spreadsheet for Instructors (Brief Case)

      By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
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      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.
      • September 2013
      • Supplement

      SafeBlend Fracturing, Spreadsheet for Students (Brief Case)

      By: Benson P. Shapiro, Frank V. Cespedes and Alisa Zalosh
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      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.
      • September 2010 (Revised August 2011)
      • Background Note

      Pricing, Profits, and Customer Value

      By: Frank V. Cespedes, Benson P. Shapiro and Elliot B. Ross
      This note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price.... View Details
      Keywords: Customer Focus and Relationships; Customer Value and Value Chain; Cost; Price; Profit; Performance Effectiveness; Sales; Competitive Strategy
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      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.)
      • May 24, 2010
      • Article

      Raise Your Prices!

      By: Frank V. Cespedes, Elliot Ross and Benson P. Shapiro
      Keywords: Price
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      Cespedes, Frank V., Elliot Ross, and Benson P. Shapiro. "Raise Your Prices!" Wall Street Journal (May 24, 2010).
      • October 2008 (Revised March 2011)
      • Case

      Curled Metal Inc.—Engineered Products Division

      By: Benson P. Shapiro and Frank V. Cespedes
      Curled Metal Incorporated has declining sales but has developed a new product (curled metal pile driver pads) that, in field tests, deliver customer benefits that are many times CMI's manufacturing costs. Joseph Fernandez and Rajiv Sanwal of CMI's Engineered Products... View Details
      Keywords: Price; Product Launch; Product Positioning; Business Strategy
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      Shapiro, Benson P., and Frank V. Cespedes. "Curled Metal Inc.—Engineered Products Division." Harvard Business School Case 709-434, October 2008. (Revised March 2011.)
      • September 2008 (Revised June 2010)
      • Case

      Hearts On Fire - Brand Development Manager

      By: Frank V. Cespedes and Benson P. Shapiro
      Hearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After one year, the CEO, CFO and President must evaluate the impact... View Details
      Keywords: Customer Focus and Relationships; Investment Return; Brands and Branding; Marketing Strategy; Business Processes; Salesforce Management; Business Strategy
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      Cespedes, Frank V., and Benson P. Shapiro. "Hearts On Fire - Brand Development Manager." Harvard Business School Case 709-436, September 2008. (Revised June 2010.)
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