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- All HBS Web (288)
- Faculty Publications (257)
Show Results For
- All HBS Web (288)
- Faculty Publications (257)
- 07 Jul 2010
- First Look
First Look: July 7
PublicationsRaise Your Prices! Authors:Frank V. Cespedes, Elliot Ross, and Benson P. Shapiro Publication:The Wall Street Journal, May 24, 2010 An abstract is unavailable at... View Details
Keywords: Martha Lagace
- 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
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
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
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
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
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.
- April 1987 (Revised May 1987)
- Supplement
Inland Steel Co. Product Policy (P): Embossed Temper Mill
By: Benson P. Shapiro and Lawrence B. Levine
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (P): Embossed Temper Mill." Harvard Business School Supplement 587-149, April 1987. (Revised May 1987.)
- April 1987 (Revised May 1988)
- Supplement
Inland Steel Co. Product Policy (K): Vacuum Degassing
By: Benson P. Shapiro and Lawrence B. Levine
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (K): Vacuum Degassing." Harvard Business School Supplement 587-144, April 1987. (Revised May 1988.)
- 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.)
- Web
From the Director | Baker Library | Bloomberg Center | Harvard Business School
extensive holdings of industrial photography. The guidance and insight of HBS faculty was crucial to the creation of Photography and Corporate Public Relations: The Case of U.S. Steel, 1930–1960 . We are profoundly grateful to Benson... View Details
- May 24, 2010
- Article
Raise Your Prices!
By: Frank V. Cespedes, Elliot Ross and Benson P. Shapiro
Keywords: Price
Cespedes, Frank V., Elliot Ross, and Benson P. Shapiro. "Raise Your Prices!" Wall Street Journal (May 24, 2010).
- October 1978 (Revised July 1981)
- Case
Airframe Industry (A)
By: Benson P. Shapiro and Rowland T. Moriarty Jr.
Keywords: Aerospace Industry
Shapiro, Benson P., and Rowland T. Moriarty Jr. "Airframe Industry (A)." Harvard Business School Case 579-057, October 1978. (Revised July 1981.)
- 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.)
- January 2014
- Supplement
StepSmart Fitness, Spreadsheet for Instructors (Brief Case)
By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
- January 2014
- Supplement
StepSmart Fitness, Spreadsheet for Students (Brief Case)
By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
- November 1, 2022
- Other Article
The Sales Success Matrix
By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
Dickie, Jim, Boris Groysberg, Benson P. Shapiro, and Barry Trailer. "The Sales Success Matrix." Harvard Business Review (website) (November 1, 2022).