Publications

November 1983 (Revised June 1985)
Case

Pepsi-Cola United Kingdom (A)

By: Benson P. Shapiro and Edward J. Hoff

On January 2, 1983 Pepsi-Cola United Kingdom had to develop a plan to defend its successful Diet Pepsi brand against the about to be introduced diet Coke. Contains useful material on competitive behavior and on U.S. versus U.K. consumer behavior. View Details

Keywords: Product Launch; Consumer Behavior; Planning; Competition; Food and Beverage Industry; United Kingdom; United States

Educators

August 1983 (Revised May 1985)
Case

Jamestown Co.

By: Benson P. Shapiro and Edward J. Hoff

In May 1983 Ms. Katherine O'Brien, vice president of marketing, was deciding whether Jamestown should discontinue the use of independent representatives in favor of a direct company salesforce. Jamestown sold informal stoneware dinnerware through department and gift... View Details

Keywords: Decision Making; Leadership Style; Marketing Channels; Salesforce Management

Educators

August 1983 (Revised June 1985)
Supplement

Milford Industries (B)

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

February 1982 (Revised August 1987)
Case

Hoover: Multinational Product Planning

By: Robert D. Buzzell and Benson P. Shapiro

Keywords: Product Marketing; Global Strategy; Multinational Firms and Management

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

01 Dec 2005
News

Faculty Books

Smarter Risks in Business by Eileen C. Shapiro and Howard H. Stevenson (Portfolio/Penguin Putnam) Professor Stevenson and Shapiro (MBA ’81) show how to increase the odds on the... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services; Publishing Industries (except Internet); Information

01 Jun 2003
News

South Florida and Minnesota Launch Community Programs

Philadelphia Club Hosts Shapiro Photo courtesy HBS Club of Philadelphia HBS professor emeritus Ben Shapiro addressed the HBS Club of Philadelphia at a gala benefit on March 27. The event, held at the... View Details

Keywords: Alumni groups; Colleges, Universities, and Professional Schools; Educational Services

May 24, 2010
Article

Raise Your Prices!

By: Frank V. Cespedes, Elliot Ross and Benson P. Shapiro

Keywords: Price

01 Sep 2018
News

New Spaces: Convening Power

Robert Benson Photography Klarman Hall officially opens next month, a new gathering space just east of Spangler Center where the School plans to “bring together key voices from all over the world to discuss and address the critical issues... View Details

October 1978 (Revised July 1981)
Case

Airframe Industry (A)

By: Benson P. Shapiro and Rowland T. Moriarty Jr.

Keywords: Aerospace Industry

February 2018
Supplement

Wiikano Orchards, Spreadsheet for Instructors (Brief Case)

By: Benson P. Shapiro and Katherine B. Hartman

February 2018
Supplement

Wiikano Orchards, Spreadsheet for Students (Brief Case)

By: Benson P. Shapiro and Katherine B. Hartman

February 2018
Teaching Note

Wiikano Orchards (Brief Case)

By: Benson P. Shapiro and Katherine B. Hartman

Teaching Note for HBS No. 918-517. View Details

February 2008 (Revised August 2011)
Case

Olympia Machine Company, Inc.

By: Frank V. Cespedes and Benson P. Shapiro

The management team of an industrial equipment supplier is debating the company's method of compensating salespeople. Different executives have offered different alternatives to the current method of straight salary plus expenses. Each option has different implications... View Details

Keywords: Governance Controls; Compensation and Benefits; Mission and Purpose; Salesforce Management; Motivation and Incentives; Business Strategy; Industrial Products Industry

Educators