Publications

Keywords: Beauty and Cosmetics Industry

August 1988
Background Note

Close Encounters of the Four Kinds: Managing Customers in a Rapidly Changing Environment

Describes four kinds of selling: 1) transaction, 2) systems, 3) major account management, and 4) strategic account relationships. Explains the advantages, disadvantages, and risks of each. The second half is devoted to a discussion of strategic account relationships... View Details

Keywords: Customer Relationship Management; Risk and Uncertainty; Social Psychology

Educators

June 1988 (Revised February 1989)
Case

Amalgamated Aluminum Pigments Division: The Technical Service Conundrum

Keywords: Metals and Minerals; Manufacturing Industry

June 1988 (Revised September 1988)
Case

Marrying the ""Sweet Spots""

March 1988 (Revised September 1988)
Case

Friendly Competitors: The Amalgamated Aluminum Succession

Keywords: Management Succession; Mining Industry; Manufacturing Industry

January 1988 (Revised July 1991)
Course Overview Note

Integrated Product Line Management: Course Description, Requirements, and Assignments - Spring 1991

Keywords: Product Marketing

January 1988 (Revised July 1989)
Case

Bella Beauty Products, Inc. (A)

Keywords: Beauty and Cosmetics Industry

January 1988 (Revised February 1990)
Case

Bella Beauty Products, Inc. (B)

Keywords: Beauty and Cosmetics Industry

December 1987
Supplement

Hewlett-Packard: Manufacturing Productivity Division (D), Glossary

Supplements the (A), (B), and (C) cases. A glossary of terms. View Details

Keywords: Manufacturing Industry

December 1987
Teaching Note

Hewlett-Packard: Manufacturing Productivity Division (A), (B), (C), and (D), Teaching Note

Teaching Note for (9-587-101), (9-587-102), (9-587-103), and (9-588-043). View Details

Keywords: Manufacturing Industry

November 1987
Background Note

The Magic Matrix: Products and Accounts

Describes an interfunctional approach to product mix management and account selection. The approach uses a matrix of products and accounts. Also describes the concepts and implementation of the approach. View Details

Keywords: Marketing Strategy; Product Marketing; Customers

Educators

September–October 1987
Article

Manage Customers for Profits (Not Just Sales)

By: Benson P. Shapiro, V. K. Rangan, Rowland T. Moriarty and Elliot Ross

Keywords: Customers; Profit; Management; Sales

May 1987 (Revised December 1987)
Supplement

Hewlett-Packard: Manufacturing Productivity Division (A), (B), and (C), Video Viewing Guide

By: Benson P. Shapiro and Lawrence B. Levine

Keywords: Computer Industry

May 1987
Supplement

Inland Steel Co. Product Policy, Video 1-6 Viewing Guide

By: Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry

April 1987 (Revised January 1990)
Background Note

The New Intimacy

Describes how close relationships with customers require close interfunctional and interdivisional coordination. Explains where the closest vendor/customer relationships arise and how they stress internal coordination. Also enumerates and briefly describes the way in... View Details

Keywords: Customer Focus and Relationships

Educators