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- 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).
- 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
- 26 Sep 2023
- Book
Digital Strategy: A Handbook for Managing a Moving Target
While most companies have embarked on some sort of digital transformation, many leaders still feel overwhelmed by the challenges of doing digital right. The new Research Handbook on Digital Strategy not only takes stock of current digital... View Details
- 19 Jan 2015
- Research & Ideas
Is Wikipedia More Biased Than Encyclopædia Britannica?
theory, Zhu and Greenstein took a database of terms developed by University of Chicago economists Matthew Gentzkow and Jesse Shapiro to examine newspaper bias. Gentzkow and View Details
- June 2001 (Revised June 2001)
- Case
Student Who Was Missing-in-Action, The
Assistant Professor Sam Benson was about to end the class session portion of his course with only student projects remaining. Then, he received a phone call from a student, George McHenry, who had missed 11 of 20 sessions. McHenry wanted to know what he needed to do to... View Details
Keywords: Motivation and Incentives; Higher Education; Decision Choices and Conditions; Learning; Education Industry
Spear, Steven J. "Student Who Was Missing-in-Action, The." Harvard Business School Case 601-182, June 2001. (Revised June 2001.)
- 2008
- Working Paper
Platform Competition, Compatibility, and Social Efficiency
By: Ramon Casadesus-Masanell and Francisco Ruiz-Aliseda
Katz and Shapiro (1985) study systems compatibility in settings with one-sided plat- forms and direct network effects. We consider systems compatibility in settings with two-sided platforms and indirect network effects to develop an explanation why markets with... View Details
Casadesus-Masanell, Ramon, and Francisco Ruiz-Aliseda. "Platform Competition, Compatibility, and Social Efficiency." Harvard Business School Working Paper, No. 09-058, October 2008. (Revised November 2009.)
- 17 Dec 2008
- Lessons from the Classroom
‘Ted Levitt Changed My Life’
early weeks (the man does not let up!), the students come to appreciate the intensity and rapid-fire humor of their teacher. Clearly, he cares. A lot. And by the end of the semester, something transformative has happened: They are better... View Details
- 06 Feb 2014
- Research & Ideas
The Art of American Advertising
Card. Photo: Bates Trade Card Collection, Harvard Business School "The challenges that marketers faced as the United States grew into a national market because of changes in transportation and communication were similar to those of today," said View Details