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  • All HBS Web  (287)
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    • Research  (269)
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  • All HBS Web  (287)
    • News  (8)
    • Research  (269)
  • Faculty Publications  (257)
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  • November 1983
  • Supplement

Pepsi-Cola United Kingdom (C)

By: Benson P. Shapiro and Edward J. Hoff
Supplements the (A) case. View Details
Keywords: Food and Beverage Industry; United Kingdom; United States
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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
Keywords: Marketing; Telecommunications Industry
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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.)
  • April 1987
  • Supplement

Inland Steel Co. Product Policy, Video 1: Changing Technology and Markets

By: Benson P. Shapiro and Lawrence B. Levine
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Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 1: Changing Technology and Markets." Harvard Business School Video Supplement 887-538, April 1987.
  • June 1993 (Revised September 1994)
  • Case

GenRad, 1990 (B): The VXIbus Standard

By: Raphael R. Carty and Benson P. Shapiro
Keywords: Standards; Electronics Industry
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Carty, Raphael R., and Benson P. Shapiro. "GenRad, 1990 (B): The VXIbus Standard." Harvard Business School Case 593-005, June 1993. (Revised September 1994.)
  • May 1991 (Revised July 1992)
  • Teaching Note

Amalgamated Aluminum Alloy Division, Teaching Note

By: Benson P. Shapiro and John A. Quelch
Keywords: Mining Industry
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Shapiro, Benson P., and John A. Quelch. "Amalgamated Aluminum Alloy Division, Teaching Note." Harvard Business School Teaching Note 591-121, May 1991. (Revised July 1992.)
  • 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
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Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (A), (B), and (C), Video Viewing Guide." Harvard Business School Supplement 587-159, May 1987. (Revised December 1987.)
  • April 1987
  • Supplement

Inland Steel Co. Product Policy (J): Walking Beam Furnaces

By: Benson P. Shapiro and Lawrence B. Levine
Keywords: Metals and Minerals; Steel Industry
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Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (J): Walking Beam Furnaces." Harvard Business School Supplement 587-143, April 1987.
  • April 1987 (Revised May 1988)
  • Supplement

Inland Steel Co. Product Policy (E): Galvanize Rejects at Indiana Motors

By: Benson P. Shapiro and Lawrence B. Levine
Keywords: Metals and Minerals; Steel Industry
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Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (E): Galvanize Rejects at Indiana Motors." Harvard Business School Supplement 587-138, April 1987. (Revised May 1988.)
  • April 1987
  • Supplement

Inland Steel Co. Product Policy, Video 6: Fred Lerner -- Inventory Planning and Control

By: Benson P. Shapiro and Lawrence B. Levine
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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
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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
Keywords: Sales; Management
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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
Keywords: Cost vs Benefits; Price; Product Positioning; Performance; Competition; Value
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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
Keywords: Metals and Minerals; Steel Industry
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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
Keywords: Metals and Minerals; Steel Industry
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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
Keywords: Food and Beverage Industry; United Kingdom; United States
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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
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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
Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management
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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
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Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (B)." Harvard Business School Supplement 584-013, August 1983. (Revised June 1985.)
  • February 1982 (Revised August 1987)
  • Case

Hoover: Multinational Product Planning

By: Robert D. Buzzell and Benson P. Shapiro
Keywords: Product Marketing; Global Strategy; Multinational Firms and Management
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Buzzell, Robert D., and Benson P. Shapiro. "Hoover: Multinational Product Planning." Harvard Business School Case 582-102, February 1982. (Revised August 1987.)
  • September 1980 (Revised October 1983)
  • Supplement

AT&T -- Long Lines Department National Account Selling (D)

By: Thomas V. Bonoma and Benson P. Shapiro
Keywords: Marketing; Telecommunications Industry
Citation
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Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (D)." Harvard Business School Supplement 581-034, September 1980. (Revised October 1983.)
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