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  • All HBS Web  (288)
    • News  (8)
    • Research  (269)
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  • August 1983 (Revised May 2007)
  • Case

Milford Industries (A)

By: Robert J. Dolan and Benson P. Shapiro
The new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district... 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 (A)." Harvard Business School Case 584-012, August 1983. (Revised May 2007.)
  • September 1980 (Revised July 1981)
  • Supplement

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

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 (C)." Harvard Business School Supplement 581-033, September 1980. (Revised July 1981.)
  • 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
Keywords: Groups and Teams; Relationships; Behavior
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Shapiro, Benson P., and Suzy Wetlaufer. Anatomy of a ""Team Destroyer"": An Analysis of Individuals Who Stymie Interfunctional Coordination. Harvard Business School Case 589-038, September 1988. (Revised October 1988.)
  • Article

Why Bad Things Happen to Good Companies

By: Richard S. Tedlow, Benson P. Shapiro and Adrian Jurij Slywotzky
Keywords: Business Ventures
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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
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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.)
  • March 1991 (Revised October 1991)
  • Background Note

Manage Orders, Satisfy Customers, Make Money

By: Benson P. Shapiro and John J. Sviokla
Keywords: Customer Satisfaction; Order Taking and Fulfillment
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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
Keywords: Metals and Minerals; Steel Industry
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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
Keywords: Capital Budgeting; Strategic Planning; Steel Industry
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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
Keywords: Asset Management; Metals and Minerals; Steel Industry
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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
Keywords: Metals and Minerals; Steel Industry
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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
Keywords: Metals and Minerals; Steel Industry
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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
Keywords: Metals and Minerals; Steel Industry
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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
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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
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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
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Jackson, Barbara B., and Benson P. Shapiro. "Woodward Motors, Inc. (B)." Harvard Business School Case 579-032, September 1978.
  • September 2008 (Revised June 2010)
  • Case

Hearts On Fire - Brand Development Manager

By: Frank V. Cespedes and Benson P. Shapiro
Hearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After one year, the CEO, CFO and President must evaluate the impact... View Details
Keywords: Customer Focus and Relationships; Investment Return; Brands and Branding; Marketing Strategy; Business Processes; Salesforce Management; Business Strategy
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Cespedes, Frank V., and Benson P. Shapiro. "Hearts On Fire - Brand Development Manager." Harvard Business School Case 709-436, September 2008. (Revised June 2010.)
  • April 1987
  • Supplement

Inland Steel Co. Product Policy, Video 4: The Sales - Manufacturing Interface

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 4: The Sales - Manufacturing Interface." Harvard Business School Video Supplement 887-542, April 1987.
  • April 1987 (Revised July 1987)
  • Supplement

Inland Steel Co. Product Policy, Video 2: Sales and Manufacturing

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 2: Sales and Manufacturing." Harvard Business School Video Supplement 887-539, April 1987. (Revised July 1987.)
  • January 1987
  • Supplement

Hewlett-Packard: Manufacturing Productivity Division (B), Video

By: Benson P. Shapiro and Lawrence B. Levine
Citation
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Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (B), Video." Harvard Business School Video Supplement 887-516, January 1987.
  • 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
Citation
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Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 1-6 Viewing Guide." Harvard Business School Supplement 587-158, May 1987.
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