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- All HBS Web (287)
- Faculty Publications (257)
- December 1986 (Revised November 1989)
- Case
Hewlett-Packard: Manufacturing Productivity Division (A)
By: Benson P. Shapiro and Lawrence B. Levine
In late summer 1986, the management of the Manufacturing Productivity Division (MPD) of Hewlett-Packard (HP) was in the process of making major market selection and product policy decisions. MPD is a small division which develops and markets manufacturing productivity... View Details
Keywords: Business Divisions; Marketing; Product Marketing; Market Entry and Exit; Production; Research and Development; Manufacturing Industry
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (A)." Harvard Business School Case 587-101, December 1986. (Revised November 1989.)
- January 1984 (Revised June 1985)
- Case
Motofabrikwerk S.A. (A)
By: Benson P. Shapiro and Edward J. Hoff
Shapiro, Benson P., and Edward J. Hoff. "Motofabrikwerk S.A. (A)." Harvard Business School Case 584-074, January 1984. (Revised June 1985.)
- November 1983
- Supplement
Pepsi-Cola United Kingdom (C)
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 (C)." Harvard Business School Supplement 584-054, November 1983.
- September 1980 (Revised July 1981)
- Supplement
AT&T -- Long Lines Department National Account Selling (B)
By: Thomas V. Bonoma and Benson P. Shapiro
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.)
- March 1991 (Revised October 1991)
- Background Note
Manage Orders, Satisfy Customers, Make Money
By: Benson P. Shapiro and John J. Sviokla
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.)
- April 1987 (Revised May 1987)
- Supplement
Inland Steel Co. Product Policy (N): 80-Inch Hot Rolling Mill Upgrade Package
By: Benson P. Shapiro and Lawrence B. Levine
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.)
- March 1987 (Revised March 1989)
- Case
Inland Steel Co. Product Policy (I): The Strategic Planning Process and the Capital Budget--Fall 1986
By: Benson P. Shapiro and Lawrence B. Levine
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.)
- April 1987 (Revised May 1987)
- Supplement
Inland Steel Co. Product Policy (H): 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 (H): Fred Lerner--Inventory Planning and Control." Harvard Business School Supplement 587-141, April 1987. (Revised May 1987.)
- March 1986 (Revised March 1991)
- Supplement
Inland Steel Co. Product Policy (F): Quality Scheduling
By: Benson P. Shapiro and Lawrence B. Levine
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.)
- April 1987 (Revised May 1988)
- Supplement
Inland Steel Co. Product Policy (D): The Varrick Claim
By: Benson P. Shapiro and Lawrence B. Levine
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.)
- April 1987
- Supplement
Inland Steel Co. Product Policy (C): The Zincrometal Event
By: Benson P. Shapiro and Lawrence B. Levine
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (C): The Zincrometal Event." Harvard Business School Supplement 587-136, April 1987.
- December 1986 (Revised January 1988)
- Case
Hewlett-Packard: Manufacturing Productivity Division (C)
By: Benson P. Shapiro and Lawrence B. Levine
Focuses on the development of a "market driven" culture at Hewlett-Packard (HP); the conflict between autonomous, well integrated divisions making products responsive to their own markets and a greater degree of systems integration at the corporate level; and the... View Details
Keywords: Business Divisions; Marketing; Marketing Strategy; Production; Organizational Culture; Research and Development; Sales; Integration; Manufacturing Industry
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (C)." Harvard Business School Case 587-103, December 1986. (Revised January 1988.)
- August 1983 (Revised June 1985)
- Supplement
Milford Industries (C)
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 (C)." Harvard Business School Supplement 584-014, August 1983. (Revised June 1985.)
- September 1978
- Case
Woodward Motors, Inc. (B)
By: Barbara B. Jackson and Benson P. Shapiro
Jackson, Barbara B., and Benson P. Shapiro. "Woodward Motors, Inc. (B)." Harvard Business School Case 579-032, September 1978.
- 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.)