Publications

Keywords: Beauty and Cosmetics Industry

August 1988
Background Note

Close Encounters of the Four Kinds: Managing Customers in a Rapidly Changing Environment

Describes four kinds of selling: 1) transaction, 2) systems, 3) major account management, and 4) strategic account relationships. Explains the advantages, disadvantages, and risks of each. The second half is devoted to a discussion of strategic account relationships... View Details

Keywords: Customer Relationship Management; Risk and Uncertainty; Social Psychology

June 1988 (Revised February 1989)
Case

Amalgamated Aluminum Pigments Division: The Technical Service Conundrum

Keywords: Metals and Minerals; Manufacturing Industry

June 1988 (Revised September 1988)
Case

Marrying the ""Sweet Spots""

May 1988 (Revised June 2023)
Case

National Cranberry Cooperative, 1996

By: Roy D. Shapiro

Describes the continuous flow process used to process cranberries into juice and/or sauce. Requires student to analyze process flows to determine where the bottlenecks are and to decide how, and whether, to expand capacity. Original version written by J.G. Miller and... View Details

Keywords: Logistics; Performance Capacity; Performance Improvement; Supply Chain; Mathematical Methods; Cost vs Benefits; Production

March 1988 (Revised September 1988)
Case

Friendly Competitors: The Amalgamated Aluminum Succession

Keywords: Management Succession; Mining Industry; Manufacturing Industry

January 1988 (Revised July 1991)
Course Overview Note

Integrated Product Line Management: Course Description, Requirements, and Assignments - Spring 1991

Keywords: Product Marketing

January 1988 (Revised July 1989)
Case

Bella Beauty Products, Inc. (A)

Keywords: Beauty and Cosmetics Industry

January 1988 (Revised February 1990)
Case

Bella Beauty Products, Inc. (B)

Keywords: Beauty and Cosmetics Industry

December 1987
Supplement

Hewlett-Packard: Manufacturing Productivity Division (D), Glossary

Supplements the (A), (B), and (C) cases. A glossary of terms. View Details

Keywords: Manufacturing Industry

December 1987
Teaching Note

Hewlett-Packard: Manufacturing Productivity Division (A), (B), (C), and (D), Teaching Note

Teaching Note for (9-587-101), (9-587-102), (9-587-103), and (9-588-043). View Details

Keywords: Manufacturing Industry

November 1987
Background Note

The Magic Matrix: Products and Accounts

Describes an interfunctional approach to product mix management and account selection. The approach uses a matrix of products and accounts. Also describes the concepts and implementation of the approach. View Details

Keywords: Marketing Strategy; Product Marketing; Customers

May 1987 (Revised December 1987)
Supplement

Hewlett-Packard: Manufacturing Productivity Division (A), (B), and (C), Video Viewing Guide

By: Benson P. Shapiro and Lawrence B. Levine

Keywords: Computer Industry

May 1987
Supplement

Inland Steel Co. Product Policy, Video 1-6 Viewing Guide

By: Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry

April 1987 (Revised January 1990)
Background Note

The New Intimacy

Describes how close relationships with customers require close interfunctional and interdivisional coordination. Explains where the closest vendor/customer relationships arise and how they stress internal coordination. Also enumerates and briefly describes the way in... View Details

Keywords: Customer Focus and Relationships