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Benson P. Shapiro
Benson P. Shapiro is a well-known authority on marketing strategy and sales management with particular interests in pricing, product line planning, and marketing organization. He is also the Malcolm P. McNair Professor of Marketing Emeritus at the Harvard Business... View Details
Keywords: apparel; banking; beauty products; brokerage; chemical; computer; consulting; e-commerce industry; electrical equipment; electronics; financial services; food; high technology; industrial goods; information; information technology industry; internet; investment banking industry; manufacturing; marketing industry; metals; plastics; printing; professional services; software; steel; telecommunications; wholesale
- 27 Oct 2002
- Research & Ideas
Want a Happy Customer? Coordinate Sales and Marketing
cooperate, the company's strategy will be inconsistent and weak.— Benson Shapiro If marketing and sales do not cooperate, the company's strategy will be inconsistent and weak; and execution will be flawed... View Details
Keywords: by Benson Shapiro
- 10 Feb 2003
- Research & Ideas
Commodity Busters: Be a Price Maker, Not a Price Taker
expectations are met tend to dwell less on price.— Benson P. Shapiro Focus only on the market segments, defined by customer set or purchase situation, to which you can bring... View Details
Keywords: by Benson P. Shapiro
- 22 Jul 2002
- Research & Ideas
Is Performance-Based Pricing the Right Price for You?
relationships are moving to performance-based pricing—they are paid based on achieving certain client advertising and/or marketing goals. The contractor who rebuilt the 1995 earthquake-damaged freeway in Los Angeles received enormous performance incentives View Details
- August 2006 (Revised June 2007)
- Case
Shapiro Global
By: Thomas J. DeLong, Michael Brookshire, Monica Haugen, Michelle Kravetz and Sarah Sommer
Su Yee Goh, a director in a Singapore office, considers a proposal by a pregnant female executive for an alternative work arrangement so that she could both continue to work and spend more time with her family. Goh wants to keep the executive at Shapiro Global, but is... View Details
Keywords: Disruption; Globalized Firms and Management; Employee Relationship Management; Retention; Work-Life Balance; Singapore
DeLong, Thomas J., Michael Brookshire, Monica Haugen, Michelle Kravetz, and Sarah Sommer. "Shapiro Global." Harvard Business School Case 407-003, August 2006. (Revised June 2007.)
- 1996
- Book Review
Book Review of Risk Taking edited by Z. Shapiro
By: M. H. Bazerman and K. A. Wade-Benzoni
Keywords: Risk and Uncertainty
Bazerman, M. H., and K. A. Wade-Benzoni. "Book Review of Risk Taking edited by Z. Shapiro." Contemporary Psychology (1996).
- Portrait Project
Seth Shapiro
not want to rush my one precious life. I want to notice the world around me. I want to practice mindfulness by smiling when I am happy, laughing when I am humored, and crying when I am sad. When we rush, we forget to be present. Sprinting... View Details
- 01 Oct 1997
- News
After 27 Years at HBS, Shapiro Shifts Professional Focus
Benson P. ("Ben") Shapiro, the School's former Malcolm P. McNair Professor of Marketing, has left full-time teaching at HBS to concentrate on research, writing, public speaking, and consulting. A well-known authority on marketing strategy... View Details
- 09 May 2005
- Research & Ideas
Hold or Fold? Sizing Up Business Risk
Every bet—large or small, corporate or personal—puts you into a game. And whatever the game, at some point your participation ends. Sometimes it ends because the game is over for all the players, sometimes because your participation is terminated View Details
- 28 Oct 2024
- Op-Ed
Latino Voters Have Grown More Politically Divided. That’s Not Surprising.
electorate projected to double to 15 percent by November from 7.4 percent in 2000, according to Pew Research Center. “A new New York Times/Siena College Poll showed a steady narrowing in Democrats’ margin within this important group for... View Details
- 20 Dec 2004
- Research & Ideas
How an Order Views Your Company
the companies that did the best job of order cycle management. Despite the overwhelming data, some companies just do not take the customer orientation seriously.— Benson Shapiro Finally, order cycle... View Details
Keywords: by Sarah Jane Johnston
- 12 Sep 2012
- Working Paper Summaries
Liability Structure in Small-Scale Finance: Evidence from a Natural Experiment
- 2011
- Chapter
Asset Allocation by Institutional Investors after the Recent Financial Crisis
By: Robert C. Pozen, Betsy Palmer and Natalie Shapiro
Pozen, Robert C., Betsy Palmer, and Natalie Shapiro. "Asset Allocation by Institutional Investors after the Recent Financial Crisis." In Growing Old: Paying for Retirement and Institutional Money Management after the Financial Crisis, edited by Y. Fuchita, R. Herring, and R. Litan. Brookings Institution Press, 2011.
- 03 Sep 2024
- Research & Ideas
Is It Even Possible to Dam the Flow of Misleading Content Online?
the amount of false information flowing on their platforms; the specter of the January 6, 2021, attack on Congress hangs heavy over the debate. But Kominers and Shapiro say the findings go beyond this year’s elections and have... View Details
- 07 Oct 2024
- Research & Ideas
Election 2024: Why Demographics Won't Predict the Next President
“Pitfalls of Demographic Forecasts of US Elections.” The appeal of demographic forecasts To be clear, the authors are not arguing that demographic factors are unimportant in elections. In fact, demographic groups—whether defined by age,... View Details
Keywords: by Jay Fitzgerald
- January 1997
- Background Note
Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance
Provides an integrated framework for creating customer value and managing the firm profitably. Focuses on the use of product/service line management and effective customer service to achieve customer satisfaction and high profitability. View Details
Keywords: Customer Value and Value Chain; Framework; Performance Efficiency; Sales; Business Strategy; Customer Satisfaction; Profit; Product Marketing; Business or Company Management
Shapiro, Benson P. "Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance." Harvard Business School Background Note 597-071, January 1997.
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
higher prices," says Frank V. Cespedes, a senior lecturer at Harvard Business School, who spent 12 years running a professional services firm. That's right. Higher prices, not lower. “Competing on price is ultimately a bet on your cost position.” Cespedes teamed... View Details