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- All HBS Web (287)
- Faculty Publications (257)
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- September 1973 (Revised July 1975)
- Case
Smithville Co.
Shapiro, Benson P. "Smithville Co." Harvard Business School Case 574-028, September 1973. (Revised July 1975.)
- 2002
- Case
Performance-Based Pricing Is More Than Pricing
Shapiro, Benson P. "Performance-Based Pricing Is More Than Pricing." Harvard Business School Publishing Case, 2002. (Note #9-999-007.)
- 28 Oct 2008
- First Look
First Look: October 28, 2008
Race and Seeming Racist? Evaluating Strategic Colorblindness in Social Interaction Authors:Evan P. Apfelbaum, Samuel R. Sommers, and Michael I. Norton Publication:Journal of Personality and Social Psychology 95, no. 4 (2008): 918-932... View Details
Keywords: Martha Lagace
- Article
Why Bad Things Happen to Good Companies
By: Richard S. Tedlow, Benson P. Shapiro and Adrian Jurij Slywotzky
Keywords: Business Ventures
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.
- 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
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.)
- September 2015 (Revised June 2018)
- Case
Macy's: Evolution in the Sunshine State
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
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.)
- September 1988 (Revised October 1988)
- Case
Anatomy of a ""Team Destroyer"": An Analysis of Individuals Who Stymie Interfunctional Coordination
By: Benson P. Shapiro and Suzy Wetlaufer
- 03 Nov 2009
- First Look
First Look: Nov. 3
self-report of the licensee. The self-reporting aspect of the environment gives rise to demand for auditing by the licensor or third-party attestation by the licensee. We characterize the optimal royalty... View Details
Keywords: Martha Lagace
- 10 Jan 2008
- Sharpening Your Skills
Sharpening Your Skills: Operations Management
resource allocation lead to strategy failures? Can operations become a competitive advantage? Can "lean" Productions Methods Improve Service Industries? Bringing 'Lean' Principles to Service Industries Toyota and other top manufacturing companies have embraced,... View Details
- April 1987
- Supplement
Inland Steel Co. Product Policy, Video 6: Fred Lerner -- Inventory Planning and Control
By: Benson P. Shapiro and Lawrence B. Levine
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.
- January 1987
- Supplement
Hewlett-Packard: Manufacturing Productivity Division (C), Video
By: Benson P. Shapiro and Lawrence B. Levine
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (C), Video." Harvard Business School Video Supplement 887-517, January 1987.
- 1998
- Book
Sales Management
By: Benson P. Shapiro and Frank V. Cespedes
Shapiro, Benson P., and Frank V. Cespedes. Sales Management. Business Fundamentals. Boston: Harvard Business School Publishing, 1998.
- September 1989
- Background Note
Performance Curves: Costs, Prices, and Value
By: Robert J. Dolan and Benson P. Shapiro
Explains the concept of a family of performance curves. The most well known is the price/performance curve relating the prices of items in a product line to their performance. Also discusses the cost/performance curve and its impact on product positioning, product line... View Details
Dolan, Robert J., and Benson P. Shapiro. "Performance Curves: Costs, Prices, and Value." Harvard Business School Background Note 590-010, September 1989.
- April 1987
- Supplement
Inland Steel Co. Product Policy (L): Closed Loop Shape Control
By: Benson P. Shapiro and Lawrence B. Levine
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.
- April 1987 (Revised May 1988)
- Supplement
Inland Steel Co. Product Policy (G): Small Melts
By: Benson P. Shapiro and Lawrence B. Levine
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.)
- November 1983
- Supplement
Pepsi-Cola United Kingdom (B)
By: Benson P. Shapiro and Edward J. Hoff
Supplements the (A) case. View Details
Shapiro, Benson P., and Edward J. Hoff. "Pepsi-Cola United Kingdom (B)." Harvard Business School Supplement 584-053, November 1983.
- November 1983 (Revised June 1985)
- Case
Pepsi-Cola United Kingdom (A)
By: Benson P. Shapiro and Edward J. Hoff
On January 2, 1983 Pepsi-Cola United Kingdom had to develop a plan to defend its successful Diet Pepsi brand against the about to be introduced diet Coke. Contains useful material on competitive behavior and on U.S. versus U.K. consumer behavior. View Details
Keywords: Product Launch; Consumer Behavior; Planning; Competition; Food and Beverage Industry; United Kingdom; United States
Shapiro, Benson P., and Edward J. Hoff. "Pepsi-Cola United Kingdom (A)." Harvard Business School Case 584-052, November 1983. (Revised June 1985.)
- August 1983 (Revised May 1985)
- Case
Jamestown Co.
By: Benson P. Shapiro and Edward J. Hoff
In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details
Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, August 1983. (Revised May 1985.)
- August 1983 (Revised June 1985)
- Supplement
Milford Industries (B)
By: Robert J. Dolan and Benson P. Shapiro
Supplements the (A) case. A rewritten version of part of an earlier series. View Details
Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (B)." Harvard Business School Supplement 584-013, August 1983. (Revised June 1985.)