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  • 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
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  • October 1978 (Revised July 1981)
  • Case

Airframe Industry (A)

By: Benson P. Shapiro and Rowland T. Moriarty Jr.
Keywords: Aerospace Industry
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  • November 1, 2022
  • Other Article

The Sales Success Matrix

By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
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  • June 2018
  • Teaching Note

Macy's: Evolution in the Sunshine State

By: Boris Groysberg, Das Narayandas, Benson P. Shapiro and Olivia Hull
Teaching Note for HBS No. 416-018. View Details
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  • January 2014
  • Teaching Note

StepSmart Fitness (Brief Case)

By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
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  • January 2014
  • Supplement

StepSmart Fitness, Spreadsheet for Instructors (Brief Case)

By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
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  • January 2014
  • Supplement

StepSmart Fitness, Spreadsheet for Students (Brief Case)

By: Robert J. Dolan, Benson P. Shapiro and Alisa Zalosh
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  • November 6, 1994
  • Article

Why Great Companies Go Wrong

By: Richard S. Tedlow, Benson P. Shapiro and Adrian Jurij Slywotzky
Keywords: Business Ventures
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  • 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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