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- All HBS Web (287)
- 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
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.)
- April 1987
- Supplement
Inland Steel Co. Product Policy, Video 1: Changing Technology and Markets
By: Benson P. Shapiro and Lawrence B. Levine
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
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
- 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
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
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
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
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.)
- February 1982 (Revised August 1987)
- Case
Hoover: Multinational Product Planning
By: Robert D. Buzzell and Benson P. Shapiro
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
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.)