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- Faculty Publications (258)
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- All HBS Web (288)
- Faculty Publications (258)
- 1998
- Case
The High Impact Salesforce
Keywords: Salesforce Management
Shapiro, Benson P. "The High Impact Salesforce." Harvard Business School Publishing Case, 1998. (Note #9-999-002.)
- 2003
- Case
Sustainable Marketing Leadership
Shapiro, Benson P. "Sustainable Marketing Leadership." Harvard Business School Publishing Case, 2003. (Note #9-999-009.)
- March 1987
- Supplement
Nyman Manufacturing Co., Video
Shapiro, Benson P. "Nyman Manufacturing Co., Video." Harvard Business School Video Supplement 887-532, March 1987.
- January 1987
- Supplement
Morgan Construction Co. (B), Video
Shapiro, Benson P. "Morgan Construction Co. (B), Video." Harvard Business School Video Supplement 887-520, January 1987.
- January 1987
- Supplement
Morgan Construction Co. (A), Video
Shapiro, Benson P. "Morgan Construction Co. (A), Video." Harvard Business School Video Supplement 887-519, January 1987.
- August 1996
- Case
Howard, Shea & Chan Asset Management (B); The Partnership Meeting
Continues the plot about growth and sales strategies, and adds interesting pricing and sales compensation elements. The partners' meeting sharpens the disagreements among the five partners, and forces Anne Howard, the managing partner, to develop a clear action plan. View Details
Keywords: Growth and Development Strategy; Price; Sales; Strategy; Asset Management; Partners and Partnerships; Service Industry
Shapiro, Benson P. "Howard, Shea & Chan Asset Management (B); The Partnership Meeting." Harvard Business School Case 597-022, August 1996.
- January 1989
- Supplement
Bella Beauty Products, Inc. (G), Supplement
Keywords: Beauty and Cosmetics Industry
Shapiro, Benson P. "Bella Beauty Products, Inc. (G), Supplement." Harvard Business School Supplement 589-085, January 1989.
- 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
- 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
Shapiro, Benson P. "The New Intimacy." Harvard Business School Background Note 587-121, April 1987. (Revised January 1990.)
- June 1984 (Revised November 1985)
- Background Note
Product Line Planning
Keywords: Planning
Shapiro, Benson P. "Product Line Planning." Harvard Business School Background Note 584-145, June 1984. (Revised November 1985.)
- June 1984
- Supplement
Sedek Industries, Inc. (H)
Shapiro, Benson P. "Sedek Industries, Inc. (H)." Harvard Business School Supplement 584-139, June 1984.
- June 1984
- Supplement
Sedek Industries, Inc. (D)
Shapiro, Benson P. "Sedek Industries, Inc. (D)." Harvard Business School Supplement 584-135, June 1984.
- June 1984 (Revised April 1985)
- Case
Sedek Industries, Inc. (A)
Shapiro, Benson P. "Sedek Industries, Inc. (A)." Harvard Business School Case 584-132, June 1984. (Revised April 1985.)
- March 1982
- Supplement
Airframe Industry (N): Aircraft Profiles (as of September 1980)
Keywords: Aerospace Industry
Shapiro, Benson P. "Airframe Industry (N): Aircraft Profiles (as of September 1980)." Harvard Business School Supplement 582-014, March 1982.
- March 1982
- Supplement
Airframe Industry (M): Aircraft Profiles (as of September 1978)
Keywords: Aerospace Industry
Shapiro, Benson P. "Airframe Industry (M): Aircraft Profiles (as of September 1978)." Harvard Business School Supplement 582-013, March 1982.
- May 1980
- Supplement
Kearney & Trecker Corp. (B)
Shapiro, Benson P. "Kearney & Trecker Corp. (B)." Harvard Business School Supplement 580-144, May 1980.
- January 1980 (Revised August 1985)
- Case
Cumberland Metal Industries: Engineered Products Division--1980
Cumberland Metal Industries has developed a new product to help contractors drive piles faster. They are trying to decide how to price it. Provides substantial information on the industry, competition, etc. Students must decide what factors are relevant in making an... View Details
Keywords: Price; Information; Marketing Channels; Distribution Channels; Product Development; Consumer Products Industry
Shapiro, Benson P. "Cumberland Metal Industries: Engineered Products Division--1980." Harvard Business School Case 580-104, January 1980. (Revised August 1985.)
- September 1979 (Revised June 1985)
- Case
Wright Line, Inc.
Shapiro, Benson P. "Wright Line, Inc." Harvard Business School Case 580-019, September 1979. (Revised June 1985.)
- May 1978 (Revised October 1994)
- Supplement
Cumberland Metal Industries (D): Model Year 1979 Results with Beta Motors
Designed as a class hand-out after discussion of the (A), (B), and (C) cases. View Details
Keywords: Auto Industry
Shapiro, Benson P. "Cumberland Metal Industries (D): Model Year 1979 Results with Beta Motors." Harvard Business School Supplement 578-173, May 1978. (Revised October 1994.)
- February 1978 (Revised September 1986)
- Case
AT&T -- Long Lines Department National Account Selling (A)
Shapiro, Benson P. "AT&T -- Long Lines Department National Account Selling (A)." Harvard Business School Case 578-119, February 1978. (Revised September 1986.)