Publications

Article

Why Bad Things Happen to Good Companies

By: Richard S. Tedlow, Benson P. Shapiro and Adrian Jurij Slywotzky

Keywords: Business Ventures

November 1995 (Revised August 1996)
Case

Stock Bank Inc.

Keywords: Banking Industry

January 1995
Background Note

The Mid-Sized Company President's Role in Marketing and Sales

Keywords: Managerial Roles; Marketing; Sales

1995
Book

Business Marketing Strategy: Cases, Concepts, and Applications

By: V. K. Rangan, B. P. Shapiro and R. T. Moriarty Jr.

Keywords: Marketing Strategy

1995
Manual

Business Marketing Strategy: Cases, Concepts, and Applications, Instructor's Manual

By: V. K. Rangan, B. P. Shapiro and R. T. Moriarty Jr.

Keywords: Marketing Strategy

November 1994 (Revised May 1998)
Background Note

Strategic Sales Management: A Boardroom Issue

By: Benson P. Shapiro, Stephen X. Doyle and Adrian J. Slywotsky

Explains why sales management has become an increasingly important and complex topic for top managers. Demonstrates the financial impact of a superior salesforce and then describes a way to gain superiority. The focus is on a salesforce that is responsive to customer... View Details

Keywords: Salesforce Management; Strategy

November 1994
Background Note

Why Bad Things Happen to Good Companies

By: Benson P. Shapiro, Adrian J. Slywotsky and Richard S. Tedlow

Describes the Darwinian internal and external processes that lead to poor performance from a previously well performing company. Demonstrates why any business design eventually fails and the role of organizational calcification and poor leadership in the failure. Also... View Details

Keywords: Leadership; Management Practices and Processes; Organizational Design; Failure; Performance

November 6, 1994
Article

Why Great Companies Go Wrong

By: Richard S. Tedlow, Benson P. Shapiro and Adrian Jurij Slywotzky

Keywords: Business Ventures

June 1993 (Revised September 1994)
Case

GenRad, 1990 (B): The VXIbus Standard

By: Raphael R. Carty and Benson P. Shapiro

Keywords: Standards; Electronics Industry

February 1993 (Revised March 1993)
Background Note

United States from 1897 to 1969

Keywords: United States

September 1992 (Revised April 1993)
Teaching Note

Fabtek (A) & (B) TN

Teaching Note for (9-592-095) and (9-592-096). View Details

July – August 1992
Article

Staple Yourself to an Order

By: B. P. Shapiro, V. K. Rangan and J. J. Sviokla

May 1992 (Revised November 1992)
Case

Fabtek (A)

By: Rowland T. Moriarty Jr., Benson P. Shapiro and Craig E. Cline

Concerns the selection and scheduling of orders by a small industrial titanium fabricator that in recent months has been plagued by poor deliveries and a lack of capacity. Four orders are offered, from which the student must select one. Each order represents different... View Details

Keywords: Customer Relationship Management; Business or Company Management; Time Management; Performance Capacity

May 1992
Supplement

Fabtek (B)

By: Rowland T. Moriarty Jr. and Benson P. Shapiro

Presents an urgent order for repair service from an important customer who had purchased an item from a competitor. The item, which TiFab had bid on, went out at a price that TiFab predicted was below the amount necessary to ensure quality manufacture. Now the customer... View Details

Keywords: Price; Bids and Bidding; Production; Quality; Competitive Strategy