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- Faculty Publications (299)
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- All HBS Web (378)
- Faculty Publications (299)
- 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
- May 1992
- Supplement
Fabtek (B)
By: Rowland T. Moriarty Jr. and Benson P. Shapiro
Presents an urgent order for repair service from an important customer who had purchased an item from a competitor. The item, which TiFab had bid on, went out at a price that TiFab predicted was below the amount necessary to ensure quality manufacture. Now the customer... View Details
Moriarty, Rowland T., Jr., and Benson P. Shapiro. "Fabtek (B)." Harvard Business School Supplement 592-096, May 1992.
- 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 this time. Integrated Reports... 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.)
- 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.)