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- 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.)
- November 6, 1994
- Article
Why Great Companies Go Wrong
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 Great Companies Go Wrong." New York Times (November 6, 1994).
- 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).
- June 2018
- Teaching Note
Macy's: Evolution in the Sunshine State
Teaching Note for HBS No. 416-018. 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).
- 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.)
- September 2015 (Revised June 2018)
- Case
Macy's: Evolution in the Sunshine State
In 2009, Lee O'Rourke was promoted to district vice president in charge of Macy's newly created North Florida district. This district consisted of 11 stores located in the greater Orlando area and in the east coast towns of Daytona, Melbourne, Merritt Island, and Vero... View Details
Keywords: Human Capital; Managing Performance; Retail; Organization; Change Management; Leadership; Leadership Style; Leading Change; Marketing; Marketing Strategy; Management; Organizational Change and Adaptation; Performance Improvement; Retail Industry; United States
Groysberg, Boris, Das Narayandas, Benson P. Shapiro, and Sarah L. Abbott. "Macy's: Evolution in the Sunshine State." Harvard Business School Case 416-018, September 2015. (Revised June 2018.)
- 19 Oct 2010
- First Look
First Look: October 19, 2010
increase the discount rate so that it includes the cost of capital plus the probability of a downside Download the paper: http://www.hbs.edu/research/pdf/11-036.pdf Cases & Course MaterialsPricing, Profits and Customer Value Frank V. Cespedes, View Details
Keywords: Sean Silverthorne
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