Benson P. Shapiro

Malcolm P. McNair Professor of Marketing, Emeritus

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 School where he taught full-time from 1970 to 1997. Since 1997, Professor Shapiro has concentrated his professional time on consulting, speeches, boards of directors, and writing. He continues to teach at Harvard, and in the recent past has taught in several executive programs including the CEO Program, Young Presidents' Program, and Business Marketing Strategy, and has chaired the Sustainable Marketing Leadership for Mid-Sized Firms Program.

He has served as a consultant to over 300 companies including startups, medium-size firms, and large international corporations. And, he has participated in well over 160 executive education programs outside of Harvard for corporations and associations. During his 27 years on the full-time Harvard faculty, he taught a wide variety of MBA courses including Industrial Marketing, Sales Management, Creative Marketing Strategy, Integrated Product Line Management, and participated in many executive programs. Professor Shapiro has also held many adminstrative positions including Senior Associate Dean for Publications, Research Director, Head of the Required MBA Marketing Course, and Faculty Chair for Strategic Marketing Management, a two-week program for senior marketing executives. He is the author or editor of 14 books, and 19 Harvard Business Review articles including "Leveraging to Beat the Odds: The New Marketing Mind-Set," "What the Hell is Market Oriented?", "Manage Customers for Profits, Not Just Sales" and "Staple Yourself to an Order". Two of his most recent books, both co-edited, are Seeking Customers and Keeping Customers from the HBS Press. Professor Shapiro holds a BSE (Chemical Engineering) from the University of Michigan as well as MBA and DBA degrees from Harvard.

Ben Shapiro has an office located in Concord, MA: B.P. Shapiro, Inc., 80 Thoreau Street, Concord, MA 01742-2409 Phone: (978) 369-7599, Fax: (978) 287-4006, E-Mail: bshapiro@hbs.edu

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Publications

Books

Book | 1995

Business Marketing Strategy: Cases, Concepts, and Applications

V. K. Rangan, B. P. Shapiro and R. T. Moriarty Jr.

Keywords: Marketing Strategy;

Citation:
Rangan, V. K., B. P. Shapiro, and R. T. Moriarty Jr. Business Marketing Strategy: Cases, Concepts, and Applications. Burr Ridge, IL: Irwin, 1995.

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Manual | 1995

Business Marketing Strategy: Cases, Concepts, and Applications, Instructor's Manual

V. K. Rangan, B. P. Shapiro and R. T. Moriarty Jr.

Keywords: Marketing Strategy;

Citation:
Rangan, V. K., B. P. Shapiro, and R. T. Moriarty Jr. Business Marketing Strategy: Cases, Concepts, and Applications, Instructor's Manual. Burr Ridge, IL: Irwin, 1995.

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Book | 1985

Marketing Management: Readings from Theory to Practice

B. P. Shapiro, R. J. Dolan and J. A. Quelch

Keywords: Marketing; Management; Theory; Practice;

Citation:
Shapiro, B. P., R. J. Dolan, and J. A. Quelch. Marketing Management: Readings from Theory to Practice. Homewood, IL: Richard D. Irwin, 1985.

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Book | 1985

Marketing Management: Principles, Analysis and Applications

B. P. Shapiro, R. J. Dolan and J. Quelch

Keywords: Marketing; Management; Theory;

Citation:
Shapiro, B. P., R. J. Dolan, and J. Quelch. Marketing Management: Principles, Analysis and Applications. Homewood, IL: Richard D. Irwin, 1985.

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Book | 1985

Marketing Management: Strategy, Planning and Implementation

B. P. Shapiro, R. J. Dolan and J. A. Quelch

Keywords: Marketing; Management; Strategy; Planning;

Citation:
Shapiro, B. P., R. J. Dolan, and J. A. Quelch. Marketing Management: Strategy, Planning and Implementation. Homewood, IL: Richard D. Irwin, 1985.

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Journal Articles

Article | Wall Street Journal |

Raise Your Prices!

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

Keywords: Price;

Citation:
Cespedes, Frank V., Elliot Ross, and Benson P. Shapiro. "Raise Your Prices!" Wall Street Journal (May 24, 2010).

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Article | Strategy & Business |

Why Bad Things Happen to Good Companies

Richard S. Tedlow, Benson P. Shapiro and Adrian Jurij Slywotzky

Keywords: Business Ventures;

Citation:
Tedlow, Richard S., Benson P. Shapiro, and Adrian Jurij Slywotzky. "Why Bad Things Happen to Good Companies." Strategy & Business (Second Quarter 1996), 16–26.

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Article | New York Times |

Why Great Companies Go Wrong

Richard S. Tedlow, Benson P. Shapiro and Adrian Jurij Slywotzky

Keywords: Business Ventures;

Citation:
Tedlow, Richard S., Benson P. Shapiro, and Adrian Jurij Slywotzky. "Why Great Companies Go Wrong." New York Times (November 6, 1994).

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Article | Harvard Business Review |

Staple Yourself to an Order

B. P. Shapiro, V. K. Rangan and J. J. Sviokla

Citation:
Shapiro, B. P., V. K. Rangan, and J. J. Sviokla. "Staple Yourself to an Order." Harvard Business Review 70, no. 4 (July–August 1992): 113–122.

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Article | Harvard Business Review |

Manage Customers for Profits (Not Just Sales)

Benson P. Shapiro, V. K. Rangan, Rowland T. Moriarty and Elliot Ross

Keywords: Customers; Profit; Management; Sales;

Citation:
Shapiro, Benson P., V. K. Rangan, Rowland T. Moriarty, and Elliot Ross. "Manage Customers for Profits (Not Just Sales)." Harvard Business Review 65, no. 5 (September–October 1987).

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Cases and Teaching Materials

Case | HBS Case Collection | 2012 (Revised from original 2008 version)

Ti-Tech (A)

Benson P. Shapiro, John T. Gourville and Craig E. Cline

This case concerns the selection and scheduling of orders by a small industrial titanium fabricator that recently has been plagued by poor deliveries and a lack of capacity. At the time of the case, Ti-Tech must decide which of four orders to accept, with capacity making it impossible to accept all four. Each order represents a different mix of labor, revenues, and potential future work. The case forces the student to choose among the four orders, given limited capacity available, other business likely to come along, and the requirements of each order. The case is an updated version of Fabtek (A).

Keywords: Decision Choices and Conditions; Metals and Minerals; Order Taking and Fulfillment; Supply Chain Management; Performance Capacity; Industrial Products Industry; Manufacturing Industry;

Citation:
Shapiro, Benson P., John T. Gourville, and Craig E. Cline. "Ti-Tech (A)." Harvard Business School Case 508-095, May 2012. (Revised from original April 2008 version.)

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Case | HBS Case Collection | 2011 (Revised from original 2008 version)

Olympia Machine Company, Inc.

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 for business strategy, organization, control systems, and sales management requirements. As a result, the case raises issues and analytics relevant to topics such as aligning strategy and organization, strategy implementation, and cross-functional incentive systems as well as sales management.

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

Citation:
Cespedes, Frank V., and Benson P. Shapiro. "Olympia Machine Company, Inc." Harvard Business School Case 708-490, August 2011. (Revised from original February 2008 version.)

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Background Note | HBS Case Collection | 2011 (Revised from original 2010 version)

Pricing, Profits, and Customer Value

Frank V. Cespedes, Benson P. Shapiro and Elliot B. Ross

This note discusses how some firms (start-ups and established companies) maximize customer value and profits via their pricing processes. It is aimed at companies that compete on the basis of performance initiatives rather than absolute cost advantages and low price. It is suitable for use in courses or modules in pricing, entrepreneurial management, strategy, or marketing.

Keywords: Customer Focus and Relationships; Customer Value and Value Chain; Cost; Price; Profit; Performance Effectiveness; Sales; Competitive Strategy;

Citation:
Cespedes, Frank V., Benson P. Shapiro, and Elliot B. Ross. "Pricing, Profits, and Customer Value." Harvard Business School Background Note 811-016, August 2011. (Revised from original September 2010 version.)

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Case | HBS Case Collection | 2011 (Revised from original 2008 version)

Curled Metal Inc.—Engineered Products Division

Benson P. Shapiro and Frank V. Cespedes

Curled Metal Incorporated has declining sales but has developed a new product (curled metal pile driver pads) that, in field tests, deliver customer benefits that are many times CMI's manufacturing costs. Joseph Fernandez and Rajiv Sanwal of CMI's Engineered Products Division are responsible for formulating a strategy for the new product. A key issue is the price to charge for the pads. The case raises issues of analyzing market potential, aligning price with business strategy, and the implications of a price on development and execution of integrated strategic options.

Keywords: Price; Product Launch; Product Positioning; Business Strategy;

Citation:
Shapiro, Benson P., and Frank V. Cespedes. "Curled Metal Inc.—Engineered Products Division." Harvard Business School Case 709-434, March 2011. (Revised from original October 2008 version.)

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Case | HBS Case Collection | 2010 (Revised from original 2008 version)

Hearts On Fire - Brand Development Manager

Frank V. Cespedes and Benson P. Shapiro

Hearts On Fire, a successful branded diamond producer, established the position of Brand Development Manager (BDM) to build the company's presence, sales, and relationships with its retail customers. After one year, the CEO, CFO and President must evaluate the impact of the BDM on retail customers, the type of person required to be successful in this position, internal coordination issues with the company's sales force, and the financial returns versus other uses of capital for the company. The case raises issues in aligning business strategy and sales management systems, motivating and managing resellers, people selection, and financial analysis of alternatives.

Keywords: Customer Focus and Relationships; Investment Return; Brands and Branding; Marketing Strategy; Business Processes; Salesforce Management; Business Strategy;

Citation:
Cespedes, Frank V., and Benson P. Shapiro. "Hearts On Fire - Brand Development Manager." Harvard Business School Case 709-436, June 2010. (Revised from original September 2008 version.)

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Supplement | HBS Case Collection | 2008

Ti-Tech (B)

Benson P. Shapiro and John T. Gourville

This case concerns the selection and scheduling of orders by a small industrial titanium fabricator that recently has been plagued by poor deliveries and a lack of capacity. At the time of the case, Ti-Tech must decide which of four orders to accept, with capacity making it impossible to accept all four. Each order represents a different mix of labor, revenues, and potential future work. The case forces the student to choose among the four orders, given limited capacity available, other businesses likely to come along, and the requirements of each order. The case is an updated version of an earlier supplement, Fabtek (B). It should be distributed in class after discussion of the (A) case.

Keywords: Decisions; Order Taking and Fulfillment; Production; Performance Capacity; Marketing Strategy; Bids and Bidding; Manufacturing Industry; Industrial Products Industry; United States;

Citation:
Shapiro, Benson P., and John T. Gourville. "Ti-Tech (B)." Harvard Business School Supplement 508-096, April 2008.

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Case | HBS Case Collection | 2007 (Revised from original 1983 version)

Milford Industries (A)

Robert J. Dolan and Benson P. Shapiro

The new district sales manager for a tool company must determine how to get his district "back on track." The case presents various qualitative and quantitative information on the salespeople. Teaching objectives include the specification of the tasks of a district sales manager and the sales analysis helpful to him in his job. A rewritten version of an earlier case series.

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;

Citation:
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (A)." Harvard Business School Case 584-012, May 2007. (Revised from original August 1983 version.)

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Case | 2003

Sustainable Marketing Leadership

Benson P. Shapiro

Keywords: Leadership; Marketing;

Citation:
Shapiro, Benson P. "Sustainable Marketing Leadership." Harvard Business School Publishing Case, 2003. (Note #9-999-009.)

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Case | 2003

Bridge the Gap Between Strategy and Tactics with the Magic Matrix

Benson P. Shapiro

Keywords: Management Analysis, Tools, and Techniques; Strategy;

Citation:
Shapiro, Benson P. "Bridge the Gap Between Strategy and Tactics with the Magic Matrix." Harvard Business School Publishing Case, 2003. (Note #9-999-008.)

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Class Lecture | 2003

Sprint Selling and Turbo-Charged Market Development

Benson P. Shapiro

Keywords: Marketing Strategy;

Citation:
Shapiro, Benson P. "Sprint Selling and Turbo-Charged Market Development." Boston: Harvard Business School Publishing Class Lecture, 2003. Electronic. (Faculty Lecture: HBSP Product Number 1504C.)

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Case | 2002

Commodities, Specialties and the Great In-Between

Benson P. Shapiro

Keywords: Profit; Goods and Commodities;

Citation:
Shapiro, Benson P. "Commodities, Specialties and the Great In-Between." Harvard Business School Publishing Case, 2002. (Note #9-999-005.)

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Case | 2002

Creating the Customer-Centric Team: Coordinating Sales and Marketing

Benson P. Shapiro

Keywords: Marketing; Groups and Teams; Sales; Customer Focus and Relationships;

Citation:
Shapiro, Benson P. "Creating the Customer-Centric Team: Coordinating Sales and Marketing." Harvard Business School Publishing Case, 2002. (Note #9-999-006.)

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Case | 2002

Performance-Based Pricing Is More Than Pricing

Benson P. Shapiro

Keywords: Price; Performance;

Citation:
Shapiro, Benson P. "Performance-Based Pricing Is More Than Pricing." Harvard Business School Publishing Case, 2002. (Note #9-999-007.)

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Case | 2001

Sprint Sell to Close Sales Quickly

Benson P. Shapiro

Keywords: Sales;

Citation:
Shapiro, Benson P. "Sprint Sell to Close Sales Quickly." Harvard Business School Publishing Case, 2001. (Note #9-999-004.)

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Case | HBS Case Collection | 2000 (Revised from original 1999 version)

Interep National Radio Sales, Inc.

Benson P. Shapiro, Stephen X. Doyle and Wade Myers

Interep must mobilize sales information technology, organizational structures, and sales management processes to protect and enhance its strong position as a radio advertising sales firm. Opportunities and risks are high in this complex, rapidly changing sales agency business.

Keywords: Management Practices and Processes; Sales; Strategy; Information Technology; Advertising; Risk and Uncertainty; Opportunities; Fluctuation; Media and Broadcasting Industry; Advertising Industry; New York (state, US);

Citation:
Shapiro, Benson P., Stephen X. Doyle, and Wade Myers. "Interep National Radio Sales, Inc." Harvard Business School Case 999-011, September 2000. (Revised from original April 1999 version.)

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Background Note | HBS Case Collection | 1998 (Revised from original 1994 version)

Strategic Sales Management: A Boardroom Issue

Benson P. Shapiro, Stephen X. Doyle and Adrian J. Slywotsky

Explains why sales management has become an increasingly important and complex topic for top managers. Demonstrates the financial impact of a superior salesforce and then describes a way to gain superiority. The focus is on a salesforce that is responsive to customer needs and competing imperatives. Organization and management receive careful attention.

Keywords: Salesforce Management; Strategy;

Citation:
Shapiro, Benson P., Stephen X. Doyle, and Adrian J. Slywotsky. "Strategic Sales Management: A Boardroom Issue." Harvard Business School Background Note 595-018, May 1998. (Revised from original November 1994 version.)

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Case | 1998

Commodity Busters

Benson P. Shapiro

Keywords: Price; Goods and Commodities;

Citation:
Shapiro, Benson P. "Commodity Busters." Harvard Business School Publishing Case, 1998. (Note #9-999-001.)

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Case | 1998

The High Impact Salesforce

Benson P. Shapiro

Keywords: Salesforce Management;

Citation:
Shapiro, Benson P. "The High Impact Salesforce." Harvard Business School Publishing Case, 1998. (Note #9-999-002.)

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Case | 1998

Precision Pricing for Profit in the New World Order

Benson P. Shapiro

Keywords: Price; Profit; Customers;

Citation:
Shapiro, Benson P. "Precision Pricing for Profit in the New World Order." 1998. (Note #9-999-003.)

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Background Note | HBS Case Collection | 1997

Buy Low, Sell High: Creating and Extracting Customer Value by Enhancing Organizational Performance

Benson P. Shapiro

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.

Keywords: Customer Value and Value Chain; Framework; Performance Efficiency; Sales; Business Strategy; Customer Satisfaction; Profit; Product Marketing; Business or Company Management;

Citation:
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.

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Case | HBS Case Collection | 1996 (Revised from original 1996 version)

Howard, Shea & Chan Asset Management (A)

Benson P. Shapiro

A medium-sized investment management firm is attempting to decide whether to try to grow, and if so, how. It is a complicated decision because the managing partner and her colleagues have significantly different views. This case provides the background on the industry, firm, and situation.

Keywords: History; Strategy; Partners and Partnerships; Service Operations; Decision Making; Financial Institutions; Growth and Development Strategy; Sales; Financial Services Industry;

Citation:
Shapiro, Benson P. "Howard, Shea & Chan Asset Management (A)." Harvard Business School Case 597-021, October 1996. (Revised from original August 1996 version.)

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Case | HBS Case Collection | 1996 (Revised from original 1996 version)

Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson

Benson P. Shapiro

Goes to the heart of the sales strategy issues by asking discussion participants to: 1) develop a salesperson recruiting process, 2) choose among four resumes, and 3) develop a sales compensation approach.

Keywords: Compensation and Benefits; Recruitment; Salesforce Management; Strategy;

Citation:
Shapiro, Benson P. "Howard, Shea & Chan Asset Management(C): Recruiting and Selecting a Salesperson." Harvard Business School Case 597-023, October 1996. (Revised from original August 1996 version.)

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Case | HBS Case Collection | 1996 (Revised from original 1996 version)

Howard, Shea & Chan Asset Management (D): Sales Presentation

Benson P. Shapiro

Provides the context and hard copy material to accompany a video sales presentation. Participants are asked to develop criteria for evaluating a sales presentation and then to apply the criteria to the video presentation.

Keywords: Sales; Presentations; Performance Evaluation;

Citation:
Shapiro, Benson P. "Howard, Shea & Chan Asset Management (D): Sales Presentation." Harvard Business School Case 597-024, October 1996. (Revised from original August 1996 version.)

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Supplement | HBS Case Collection | 1996

Howard, Shea & Chan Asset Management (D): Sales Presentation, Video

Benson P. Shapiro

Presents a sales presentation, allowing students and executive participants to develop a set of criteria for such a presentation and apply them to a real one.

Keywords: Presentations; Sales; Financial Services Industry;

Citation:
Shapiro, Benson P. "Howard, Shea & Chan Asset Management (D): Sales Presentation, Video." Harvard Business School Video Supplement 597-501, September 1996.

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Case | HBS Case Collection | 1996 (Revised from original version)

Stock Bank Inc.

Benson P. Shapiro

Keywords: Banking Industry;

Citation:
Shapiro, Benson P. "Stock Bank Inc." Harvard Business School Case 596-071, August 1996. (Revised from original November 1995 version.)

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Case | HBS Case Collection | 1996

Howard, Shea & Chan Asset Management (B); The Partnership Meeting

Benson P. Shapiro

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.

Keywords: Growth and Development Strategy; Price; Sales; Strategy; Asset Management; Partners and Partnerships; Service Industry;

Citation:
Shapiro, Benson P. "Howard, Shea & Chan Asset Management (B); The Partnership Meeting." Harvard Business School Case 597-022, August 1996.

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Background Note | HBS Case Collection | 1995

The Mid-Sized Company President's Role in Marketing and Sales

Benson P. Shapiro

Keywords: Managerial Roles; Marketing; Sales;

Citation:
Shapiro, Benson P. "The Mid-Sized Company President's Role in Marketing and Sales." Harvard Business School Background Note 595-056, January 1995.

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Background Note | HBS Case Collection | 1994

Why Bad Things Happen to Good Companies

Benson P. Shapiro, Adrian J. Slywotsky and Richard S. Tedlow

Describes the Darwinian internal and external processes that lead to poor performance from a previously well performing company. Demonstrates why any business design eventually fails and the role of organizational calcification and poor leadership in the failure. Also provides prescriptions to prevent and alleviate the problems.

Keywords: Leadership; Management Practices and Processes; Organizational Design; Failure; Performance;

Citation:
Shapiro, Benson P., Adrian J. Slywotsky, and Richard S. Tedlow. "Why Bad Things Happen to Good Companies." Harvard Business School Background Note 595-045, November 1994.

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Teaching Note | HBS Case Collection | 1994 (Revised from original version)

Cumberland Metal Industries (A), (B), (C), and (D), Teaching Note

Benson P. Shapiro

Teaching Note for (9-578-170), (9-578-171), (9-578-172), and (9-578-173).

Keywords: Industrial Products Industry;

Citation:
Shapiro, Benson P. "Cumberland Metal Industries (A), (B), (C), and (D), Teaching Note." Harvard Business School Teaching Note 584-096, October 1994. (Revised from original April 1984 version.)

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Supplement | HBS Case Collection | 1994 (Revised from original version)

Cumberland Metal Industries (B): Model Year 1978 Results with Beta Motors

Benson P. Shapiro

Designed as a class hand-out after discussion of the (A) case.

Keywords: History; Auto Industry;

Citation:
Shapiro, Benson P. "Cumberland Metal Industries (B): Model Year 1978 Results with Beta Motors." Harvard Business School Supplement 578-171, October 1994. (Revised from original May 1978 version.)

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Supplement | HBS Case Collection | 1994 (Revised from original version)

Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors

Benson P. Shapiro

Designed as a class hand-out after discussion of the (A) and (B) cases.

Keywords: History; Auto Industry;

Citation:
Shapiro, Benson P. "Cumberland Metal Industries (C): Model Year 1979 Negotiations with Beta Motors." Harvard Business School Supplement 578-172, October 1994. (Revised from original May 1978 version.)

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Supplement | HBS Case Collection | 1994 (Revised from original version)

Cumberland Metal Industries (D): Model Year 1979 Results with Beta Motors

Benson P. Shapiro

Designed as a class hand-out after discussion of the (A), (B), and (C) cases.

Keywords: History; Auto Industry;

Citation:
Shapiro, Benson P. "Cumberland Metal Industries (D): Model Year 1979 Results with Beta Motors." Harvard Business School Supplement 578-173, October 1994. (Revised from original May 1978 version.)

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Case | HBS Case Collection | 1994 (Revised from original 1978 version)

Cumberland Metal Industries (A): Model Year 1978 Negotiations with Beta Motors

Benson P. Shapiro

Provides the background on Cumberland Metal Industries' entry into the automotive components market as a supplier of emission control equipment parts. Cumberland Metal must decide what bid to quote on Beta Motor's 1978 model year business. The company previously had a three-year contract for 100% of Beta's business, but it is now faced with a competitive situation in which a small market share, yet one greater than 50%, is a virtual certainty.

Keywords: Decisions; Bids and Bidding; Market Participation; Negotiation; Competitive Strategy; Manufacturing Industry;

Citation:
Shapiro, Benson P. "Cumberland Metal Industries (A): Model Year 1978 Negotiations with Beta Motors." Harvard Business School Case 578-170, October 1994. (Revised from original April 1978 version.)

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Case | HBS Case Collection | 1994 (Revised from original version)

GenRad, Inc.--1990 (A): At a Crossroads in Electronic Test

Benson P. Shapiro and Raphael R. Carty

Citation:
Shapiro, Benson P., and Raphael R. Carty. "GenRad, Inc.--1990 (A): At a Crossroads in Electronic Test." Harvard Business School Case 592-045, September 1994. (Revised from original October 1991 version.)

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Case | HBS Case Collection | 1994 (Revised from original version)

GenRad, 1990 (B): The VXIbus Standard

Raphael R. Carty and Benson P. Shapiro

Keywords: Standards; Electronics Industry;

Citation:
Carty, Raphael R., and Benson P. Shapiro. "GenRad, 1990 (B): The VXIbus Standard." Harvard Business School Case 593-005, September 1994. (Revised from original June 1993 version.)

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Teaching Note | HBS Case Collection | 1993 (Revised from original 1992 version)

Fabtek (A) & (B) TN

Benson P. Shapiro

Teaching Note for (9-592-095) and (9-592-096).

Citation:
Shapiro, Benson P. "Fabtek (A) & (B) TN." Harvard Business School Teaching Note 593-006, April 1993. (Revised from original September 1992 version.)

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Background Note | HBS Case Collection | 1993 (Revised from original 1993 version)

United States from 1897 to 1969

Benson P. Shapiro

Keywords: History; United States;

Citation:
Shapiro, Benson P. "United States from 1897 to 1969." Harvard Business School Background Note 593-083, March 1993. (Revised from original February 1993 version.)

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Case | HBS Case Collection | 1992 (Revised from original 1992 version)

Fabtek (A)

Rowland T. Moriarty Jr., Benson P. Shapiro and Craig E. Cline

Concerns the selection and scheduling of orders by a small industrial titanium fabricator that in recent months has been plagued by poor deliveries and a lack of capacity. Four orders are offered, from which the student must select one. Each order represents different order-mix/customer situation issues. The case forces the student to choose among the four orders, given conflicting estimates of capacity available, other business likely to come along, and the requirements of each order. A rewritten version of an earlier case.

Keywords: Customer Relationship Management; Business or Company Management; Time Management; Performance Capacity;

Citation:
Moriarty, Rowland T., Jr., Benson P. Shapiro, and Craig E. Cline. "Fabtek (A)." Harvard Business School Case 592-095, November 1992. (Revised from original May 1992 version.)

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Teaching Note | HBS Case Collection | 1992 (Revised from original version)

Amalgamated Aluminum Alloy Division, Teaching Note

Benson P. Shapiro and John A. Quelch

Keywords: Mining Industry;

Citation:
Shapiro, Benson P., and John A. Quelch. "Amalgamated Aluminum Alloy Division, Teaching Note." Harvard Business School Teaching Note 591-121, July 1992. (Revised from original May 1991 version.)

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Supplement | HBS Case Collection | 1992

Fabtek (B)

Rowland T. Moriarty Jr. and Benson P. Shapiro

Presents an urgent order for repair service from an important customer who had purchased an item from a competitor. The item, which TiFab had bid on, went out at a price that TiFab predicted was below the amount necessary to ensure quality manufacture. Now the customer needs to have the unit, part of a much larger production system, repaired and is willing to pay a very high price. The student must choose a price for this order, and decide whether to take it. Should be handed out in class after discussion of the (A) case. A rewritten version of an earlier supplement.

Keywords: Price; Bids and Bidding; Production; Quality; Competitive Strategy;

Citation:
Moriarty, Rowland T., Jr., and Benson P. Shapiro. "Fabtek (B)." Harvard Business School Supplement 592-096, May 1992.

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Background Note | HBS Case Collection | 1992 (Revised from original 1984 version)

The Marketing Mix

Benson P. Shapiro

Reviews important concepts related to the marketing mix, and summarizes key relationships within the mix and between the mix and other parts of the company's marketing approach.

Keywords: Marketing;

Citation:
Shapiro, Benson P. "The Marketing Mix." Harvard Business School Background Note 584-125, April 1992. (Revised from original June 1984 version.)

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Background Note | HBS Case Collection | 1991 (Revised from original version)

Manage Orders, Satisfy Customers, Make Money

Benson P. Shapiro and John J. Sviokla

Keywords: Customer Satisfaction; Order Taking and Fulfillment;

Citation:
Shapiro, Benson P., and John J. Sviokla. "Manage Orders, Satisfy Customers, Make Money." Harvard Business School Background Note 591-098, October 1991. (Revised from original March 1991 version.)

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Supplement | HBS Case Collection | 1991

Inland Steel Co. Product Policy (T): 1991 General Organization

Benson P. Shapiro

Keywords: Product; Steel Industry;

Citation:
Shapiro, Benson P. "Inland Steel Co. Product Policy (T): 1991 General Organization." Harvard Business School Supplement 592-044, October 1991.

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Course Overview Note | 1991 (Revised from original version)

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

Benson P. Shapiro

Keywords: Product Marketing;

Citation:
Shapiro, Benson P. "Integrated Product Line Management: Course Description, Requirements, and Assignments - Spring 1991." Harvard Business School Course Overview Note 588-050, July 1991. (Revised from original January 1988 version.)

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Case | HBS Case Collection | 1991 (Revised from original version)

Chase Manhattan Bank (A)

Benson P. Shapiro

Keywords: Banks and Banking; Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (A)." Harvard Business School Case 590-084, April 1991. (Revised from original March 1990 version.)

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Teaching Note | HBS Case Collection | 1991 (Revised from original version)

Petite Playthings, Inc.--1984 (A) and (B), Teaching Note

Benson P. Shapiro

Teaching Note for (9-584-080) and (9-584-081).

Keywords: Apparel and Accessories Industry;

Citation:
Shapiro, Benson P. "Petite Playthings, Inc.--1984 (A) and (B), Teaching Note." Harvard Business School Teaching Note 584-095, April 1991. (Revised from original March 1984 version.)

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Case | HBS Case Collection | 1991 (Revised from original version)

Bella Beauty Products, Inc. (C)

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry;

Citation:
Shapiro, Benson P. "Bella Beauty Products, Inc. (C)." Harvard Business School Case 589-030, April 1991. (Revised from original September 1988 version.)

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Supplement | HBS Case Collection | 1991 (Revised from original version)

Chase Manhattan Bank (B)

Benson P. Shapiro

Keywords: Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (B)." Harvard Business School Supplement 590-085, April 1991. (Revised from original March 1990 version.)

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Case | HBS Case Collection | 1991 (Revised from original version)

Chase Manhattan Bank (C): The Individual Bank

Benson P. Shapiro

Keywords: Banks and Banking; Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (C): The Individual Bank." Harvard Business School Case 590-086, April 1991. (Revised from original March 1990 version.)

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Case | HBS Case Collection | 1991 (Revised from original version)

Chase Manhattan Bank (D): The Global Bank

Benson P. Shapiro

Keywords: Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (D): The Global Bank." Harvard Business School Case 590-087, April 1991. (Revised from original March 1990 version.)

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Supplement | HBS Case Collection | 1991 (Revised from original version)

Inland Steel Co. Product Policy (F): Quality Scheduling

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (F): Quality Scheduling." Harvard Business School Supplement 587-139, March 1991. (Revised from original March 1986 version.)

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Case | HBS Case Collection | 1991 (Revised from original version)

Morgan Construction Co. (A)

Benson P. Shapiro

Keywords: Construction Industry;

Citation:
Shapiro, Benson P. "Morgan Construction Co. (A)." Harvard Business School Case 587-105, March 1991. (Revised from original January 1987 version.)

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Case | HBS Case Collection | 1991 (Revised from original version)

Nyman Manufacturing Co. (A)

Benson P. Shapiro

Keywords: Manufacturing Industry;

Citation:
Shapiro, Benson P. "Nyman Manufacturing Co. (A)." Harvard Business School Case 587-092, February 1991. (Revised from original November 1986 version.)

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Case | HBS Case Collection | 1991 (Revised from original version)

Nyman Manufacturing Co. (B)

Benson P. Shapiro

Keywords: Manufacturing Industry;

Citation:
Shapiro, Benson P. "Nyman Manufacturing Co. (B)." Harvard Business School Case 587-093, February 1991. (Revised from original November 1986 version.)

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Supplement | HBS Case Collection | 1990 (Revised from original version)

Chase Manhattan Bank (K): List of Characters

Benson P. Shapiro

Keywords: Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (K): List of Characters." Harvard Business School Supplement 590-094, September 1990. (Revised from original March 1990 version.)

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Case | HBS Case Collection | 1990 (Revised from original 1984 version)

Petite Playthings, Inc.--1984 (A)

Benson P. Shapiro

Provides background information for the (B) case, in which a young sales person is asked for a bribe by an experienced children's wear buyer.

Keywords: Crime and Corruption; Ethics; Information; Sales; Apparel and Accessories Industry;

Citation:
Shapiro, Benson P. "Petite Playthings, Inc.--1984 (A)." Harvard Business School Case 584-080, August 1990. (Revised from original March 1984 version.)

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Supplement | HBS Case Collection | 1990 (Revised from original version)

Chase Manhattan Bank (H): International Individual Bank

Benson P. Shapiro

Keywords: Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (H): International Individual Bank." Harvard Business School Supplement 590-091, May 1990. (Revised from original March 1990 version.)

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Supplement | HBS Case Collection | 1990 (Revised from original version)

Chase Manhattan Bank (G): International Institutional Sales

Benson P. Shapiro

Keywords: Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (G): International Institutional Sales." Harvard Business School Supplement 590-090, March 1990. (Revised from original March 1990 version.)

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Supplement | HBS Case Collection | 1990 (Revised from original version)

Chase Manhattan Bank (I): Luxembourg Unit Trusts

Benson P. Shapiro

Keywords: Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (I): Luxembourg Unit Trusts." Harvard Business School Supplement 590-092, March 1990. (Revised from original March 1990 version.)

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Supplement | HBS Case Collection | 1990 (Revised from original version)

Chase Manhattan Bank (J): European Corporate Finance

Benson P. Shapiro

Keywords: Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (J): European Corporate Finance." Harvard Business School Supplement 590-093, March 1990. (Revised from original March 1990 version.)

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Case | HBS Case Collection | 1990

Chase Manhattan Bank (E): The Institutional Bank

Benson P. Shapiro

Keywords: Banks and Banking; Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (E): The Institutional Bank." Harvard Business School Case 590-088, March 1990.

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Case | HBS Case Collection | 1990

Chase Manhattan Bank (F): Integration Issues

Benson P. Shapiro

Keywords: Integration; Banking Industry;

Citation:
Shapiro, Benson P. "Chase Manhattan Bank (F): Integration Issues." Harvard Business School Case 590-089, March 1990.

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Case | HBS Case Collection | 1990 (Revised from original version)

Bella Beauty Products, Inc. (F)

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry;

Citation:
Shapiro, Benson P. "Bella Beauty Products, Inc. (F)." Harvard Business School Case 589-034, February 1990. (Revised from original October 1988 version.)

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Case | HBS Case Collection | 1990 (Revised from original version)

Bella Beauty Products, Inc. (B)

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry;

Citation:
Shapiro, Benson P. "Bella Beauty Products, Inc. (B)." Harvard Business School Case 588-049, February 1990. (Revised from original January 1988 version.)

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Background Note | HBS Case Collection | 1990 (Revised from original version)

The New Intimacy

Benson P. Shapiro

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 which interfunctional coordination can be achieved.

Keywords: Customer Focus and Relationships;

Citation:
Shapiro, Benson P. "The New Intimacy." Harvard Business School Background Note 587-121, January 1990. (Revised from original April 1987 version.)

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Supplement | HBS Case Collection | 1989

Hewlett-Packard: Manufacturing Productivity Division (A) (Condensed), Video

Benson P. Shapiro and Dolores Mullin

Citation:
Shapiro, Benson P., and Dolores Mullin. "Hewlett-Packard: Manufacturing Productivity Division (A) (Condensed), Video." Harvard Business School Video Supplement 890-511, November 1989.

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Background Note | HBS Case Collection | 1989 (Revised from original version)

Functional Integration: Getting All the Troops to Work Together

Benson P. Shapiro

Explains the need for functional integration and the four ways to obtain it. A bibliography is provided. The note is managerial rather than scholarly in tone.

Keywords: Integration;

Citation:
Shapiro, Benson P. "Functional Integration: Getting All the Troops to Work Together." Harvard Business School Background Note 587-122, November 1989. (Revised from original March 1987 version.)

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Case | HBS Case Collection | 1989 (Revised from original version)

Hewlett-Packard: Manufacturing Productivity Division (A)

Benson P. Shapiro and Lawrence B. Levine

In late summer 1986, the management of the Manufacturing Productivity Division (MPD) of Hewlett-Packard (HP) was in the process of making major market selection and product policy decisions. MPD is a small division which develops and markets manufacturing productivity software (materials management, MRP, etc.). The product policy decisions included degree of product customization and choice of operating systems (UNIX or not?). The relationship between the marketing and research and development functions is a major issue.

Keywords: Business Divisions; Marketing; Product Marketing; Market Entry and Exit; Production; Research and Development; Manufacturing Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (A)." Harvard Business School Case 587-101, November 1989. (Revised from original December 1986 version.)

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Background Note | HBS Case Collection | 1989

Performance Curves: Costs, Prices, and Value

Robert J. Dolan and Benson P. Shapiro

Explains the concept of a family of performance curves. The most well known is the price/performance curve relating the prices of items in a product line to their performance. Also discusses the cost/performance curve and its impact on product positioning, product line length, and technological options. Also introduces a reservation price or value/performance curve. All are considered in the context of competitive behavior.

Keywords: Cost vs Benefits; Price; Product Positioning; Performance; Competition; Value;

Citation:
Dolan, Robert J., and Benson P. Shapiro. "Performance Curves: Costs, Prices, and Value." Harvard Business School Background Note 590-010, September 1989.

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Case | HBS Case Collection | 1989 (Revised from original version)

Morris Alper & Sons, Inc.

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Morris Alper & Sons, Inc." Harvard Business School Case 581-098, September 1989. (Revised from original March 1981 version.)

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Supplement | HBS Case Collection | 1989

Inland Steel Co. Product Policy (S): Organization of Inland Steel Co.--1989

Benson P. Shapiro

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P. "Inland Steel Co. Product Policy (S): Organization of Inland Steel Co.--1989." Harvard Business School Supplement 590-019, July 1989.

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Case | HBS Case Collection | 1989 (Revised from original version)

Bella Beauty Products, Inc. (A)

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry;

Citation:
Shapiro, Benson P. "Bella Beauty Products, Inc. (A)." Harvard Business School Case 588-048, July 1989. (Revised from original January 1988 version.)

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Case | HBS Case Collection | 1989 (Revised from original version)

Inland Steel Co. Product Policy (I): The Strategic Planning Process and the Capital Budget--Fall 1986

Benson P. Shapiro and Lawrence B. Levine

Keywords: Capital Budgeting; Strategic Planning; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (I): The Strategic Planning Process and the Capital Budget--Fall 1986." Harvard Business School Case 587-142, March 1989. (Revised from original March 1987 version.)

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Case | HBS Case Collection | 1989 (Revised from original version)

Amalgamated Aluminum Pigments Division: The Technical Service Conundrum

Benson P. Shapiro

Keywords: Metals and Minerals; Manufacturing Industry;

Citation:
Shapiro, Benson P. "Amalgamated Aluminum Pigments Division: The Technical Service Conundrum." Harvard Business School Case 588-078, February 1989. (Revised from original June 1988 version.)

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Case | HBS Case Collection | 1989 (Revised from original version)

Amalgamated Aluminum Alloy Division

Benson P. Shapiro

Keywords: Mining Industry;

Citation:
Shapiro, Benson P. "Amalgamated Aluminum Alloy Division." Harvard Business School Case 589-035, February 1989. (Revised from original September 1988 version.)

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Case | HBS Case Collection | 1989 (Revised from original version)

Bella Beauty Products, Inc. (G)

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry;

Citation:
Shapiro, Benson P. "Bella Beauty Products, Inc. (G)." Harvard Business School Case 589-084, February 1989. (Revised from original January 1989 version.)

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Supplement | HBS Case Collection | 1989 (Revised from original version)

Morgan Construction Co. (B)

Benson P. Shapiro

Keywords: Construction Industry;

Citation:
Shapiro, Benson P. "Morgan Construction Co. (B)." Harvard Business School Supplement 587-106, January 1989. (Revised from original January 1987 version.)

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Supplement | HBS Case Collection | 1989

Bella Beauty Products, Inc. (G), Supplement

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry;

Citation:
Shapiro, Benson P. "Bella Beauty Products, Inc. (G), Supplement." Harvard Business School Supplement 589-085, January 1989.

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Teaching Note | HBS Case Collection | 1989 (Revised from original version)

Teradyne, Inc.--1979: Semiconductor Test Division (A), Teaching Note

Benson P. Shapiro

Teaching Note for (9-581-023).

Keywords: Semiconductor Industry;

Citation:
Shapiro, Benson P. "Teradyne, Inc.--1979: Semiconductor Test Division (A), Teaching Note." Harvard Business School Teaching Note 584-070, January 1989. (Revised from original January 1984 version.)

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Teaching Note | HBS Case Collection | 1989 (Revised from original version)

Raymond Mushroom Corp., Teaching Note

Benson P. Shapiro

Teaching Note for (9-584-093).

Keywords: Food and Beverage Industry;

Citation:
Shapiro, Benson P. "Raymond Mushroom Corp., Teaching Note." Harvard Business School Teaching Note 584-094, January 1989. (Revised from original June 1984 version.)

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Teaching Note | HBS Case Collection | 1988 (Revised from original version)

Deere & Co.: Industrial Equipment Operations, Teaching Note

Benson P. Shapiro

Teaching Note for (9-577-112).

Keywords: Agriculture and Agribusiness Industry;

Citation:
Shapiro, Benson P. "Deere & Co.: Industrial Equipment Operations, Teaching Note." Harvard Business School Teaching Note 584-127, November 1988. (Revised from original June 1984 version.)

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Background Note | HBS Case Collection | 1988 (Revised from original version)

Introduction to Cases

Benson P. Shapiro

Introduces students and executives to the case method and provides a generalized approach to cases.

Citation:
Shapiro, Benson P. "Introduction to Cases." Harvard Business School Background Note 584-097, October 1988. (Revised from original June 1984 version.)

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Case | HBS Case Collection | 1988 (Revised from original version)

Anatomy of a ""Team Destroyer"": An Analysis of Individuals Who Stymie Interfunctional Coordination

Benson P. Shapiro and Suzy Wetlaufer

Keywords: Groups and Teams; Relationships; Behavior;

Citation:
Shapiro, Benson P., and Suzy Wetlaufer. Anatomy of a ""Team Destroyer"": An Analysis of Individuals Who Stymie Interfunctional Coordination. Harvard Business School Case 589-038, October 1988. (Revised from original September 1988 version.)

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Supplement | HBS Case Collection | 1988

Bella Beauty Products, Inc. (D)

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry;

Citation:
Shapiro, Benson P. "Bella Beauty Products, Inc. (D)." Harvard Business School Supplement 589-032, September 1988.

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Case | HBS Case Collection | 1988 (Revised from original version)

Friendly Competitors: The Amalgamated Aluminum Succession

Benson P. Shapiro

Keywords: Management Succession; Mining Industry; Manufacturing Industry;

Citation:
Shapiro, Benson P. "Friendly Competitors: The Amalgamated Aluminum Succession." Harvard Business School Case 588-064, September 1988. (Revised from original March 1988 version.)

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Case | HBS Case Collection | 1988 (Revised from original version)

Marrying the ""Sweet Spots""

Benson P. Shapiro

Citation:
Shapiro, Benson P. Marrying the ""Sweet Spots"". Harvard Business School Case 588-065, September 1988. (Revised from original June 1988 version.)

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Supplement | HBS Case Collection | 1988

Bella Beauty Products, Inc. (C), Assignment Sheet

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry;

Citation:
Shapiro, Benson P. "Bella Beauty Products, Inc. (C), Assignment Sheet." Harvard Business School Supplement 589-031, September 1988.

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Supplement | HBS Case Collection | 1988

Bella Beauty Products, Inc. (E)

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry;

Citation:
Shapiro, Benson P. "Bella Beauty Products, Inc. (E)." Harvard Business School Supplement 589-033, September 1988.

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Background Note | HBS Case Collection | 1988

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

Benson P. Shapiro

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 which embody importance, intimacy, and longevity for both the vending and the buying companies.

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

Citation:
Shapiro, Benson P. "Close Encounters of the Four Kinds: Managing Customers in a Rapidly Changing Environment." Harvard Business School Background Note 589-015, August 1988.

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Case | HBS Case Collection | 1988 (Revised from original version)

Inland Steel Co. Product Policy (B): Inland's Approach

Benson P. Shapiro and Lawrence B. Levine

Keywords: Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (B): Inland's Approach." Harvard Business School Case 587-135, May 1988. (Revised from original March 1987 version.)

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Case | HBS Case Collection | 1988 (Revised from original version)

Inland Steel Co. Product Policy (A): Changing Markets and Technology

Benson P. Shapiro and Lawrence B. Levine

Keywords: Product Marketing; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (A): Changing Markets and Technology." Harvard Business School Case 587-134, May 1988. (Revised from original March 1987 version.)

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Supplement | HBS Case Collection | 1988 (Revised from original version)

Inland Steel Co. Product Policy (D): The Varrick Claim

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (D): The Varrick Claim." Harvard Business School Supplement 587-137, May 1988. (Revised from original April 1987 version.)

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Supplement | HBS Case Collection | 1988 (Revised from original version)

Inland Steel Co. Product Policy (E): Galvanize Rejects at Indiana Motors

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (E): Galvanize Rejects at Indiana Motors." Harvard Business School Supplement 587-138, May 1988. (Revised from original April 1987 version.)

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Supplement | HBS Case Collection | 1988 (Revised from original version)

Inland Steel Co. Product Policy (G): Small Melts

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (G): Small Melts." Harvard Business School Supplement 587-140, May 1988. (Revised from original April 1987 version.)

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Supplement | HBS Case Collection | 1988 (Revised from original version)

Inland Steel Co. Product Policy (K): Vacuum Degassing

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (K): Vacuum Degassing." Harvard Business School Supplement 587-144, May 1988. (Revised from original April 1987 version.)

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Case | HBS Case Collection | 1988 (Revised from original version)

Paper Distributors, Inc. (C)

Benson P. Shapiro

Keywords: Pulp and Paper Industry;

Citation:
Shapiro, Benson P. "Paper Distributors, Inc. (C)." Harvard Business School Case 576-024, April 1988. (Revised from original July 1975 version.)

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Supplement | HBS Case Collection | 1988 (Revised from original version)

Paper Distributors, Inc. (D), Supplement

Benson P. Shapiro

Keywords: Pulp and Paper Industry; Distribution Industry;

Citation:
Shapiro, Benson P. "Paper Distributors, Inc. (D), Supplement." Harvard Business School Supplement 576-025, April 1988. (Revised from original July 1975 version.)

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Supplement | HBS Case Collection | 1988 (Revised from original version)

International Business Machines (D1), Supplement 1

Benson P. Shapiro

Keywords: Information Technology Industry;

Citation:
Shapiro, Benson P. "International Business Machines (D1), Supplement 1." Harvard Business School Supplement 578-077, April 1988. (Revised from original March 1978 version.)

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Supplement | HBS Case Collection | 1988 (Revised from original version)

International Business Machines (D1), Supplement 2

Benson P. Shapiro

Keywords: Computer Industry; Manufacturing Industry;

Citation:
Shapiro, Benson P. "International Business Machines (D1), Supplement 2." Harvard Business School Supplement 578-078, April 1988. (Revised from original March 1978 version.)

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Supplement | HBS Case Collection | 1988 (Revised from original version)

International Business Machines (D1), Supplement 3

Benson P. Shapiro

Keywords: Information Technology Industry;

Citation:
Shapiro, Benson P. "International Business Machines (D1), Supplement 3." Harvard Business School Supplement 578-079, April 1988. (Revised from original March 1978 version.)

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Supplement | HBS Case Collection | 1988 (Revised from original version)

Morgan Construction Co. (B), Video Guide

Benson P. Shapiro

Keywords: Construction Industry;

Citation:
Shapiro, Benson P. "Morgan Construction Co. (B), Video Guide." Harvard Business School Supplement 587-114, April 1988. (Revised from original January 1987 version.)

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Teaching Note | HBS Case Collection | 1988 (Revised from original version)

Hoover: Multinational Product Planning, Teaching Note

Benson P. Shapiro

Keywords: Product; Planning; Multinational Firms and Management;

Citation:
Shapiro, Benson P. "Hoover: Multinational Product Planning, Teaching Note." Harvard Business School Teaching Note 584-131, February 1988. (Revised from original June 1984 version.)

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Case | HBS Case Collection | 1988 (Revised from original version)

Hewlett-Packard: Manufacturing Productivity Division (C)

Benson P. Shapiro and Lawrence B. Levine

Focuses on the development of a "market driven" culture at Hewlett-Packard (HP); the conflict between autonomous, well integrated divisions making products responsive to their own markets and a greater degree of systems integration at the corporate level; and the integration of the sales, marketing, and research and development functions.

Keywords: Business Divisions; Marketing; Marketing Strategy; Production; Organizational Culture; Research and Development; Sales; Integration; Manufacturing Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (C)." Harvard Business School Case 587-103, January 1988. (Revised from original December 1986 version.)

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Supplement | HBS Case Collection | 1987

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

Benson P. Shapiro

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

Keywords: Manufacturing Industry;

Citation:
Shapiro, Benson P. "Hewlett-Packard: Manufacturing Productivity Division (D), Glossary." Harvard Business School Supplement 588-043, December 1987.

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Case | HBS Case Collection | 1987 (Revised from original version)

Hewlett-Packard: Manufacturing Productivity Division (B)

Benson P. Shapiro and Lawrence B. Levine

Asks where in the Hewlett-Packard (HP) network of groups and sectors the Manufacturing Productivity Division should be placed. Provides a great deal of background regarding marketing, sales, and engineering at HP. It is thus possible to expand and broaden the discussion of the integration of the sales, marketing, and engineering functions at the division, group, sector, and corporate levels.

Keywords: Business Divisions; Marketing; Production; Networks; Sales; Expansion; Manufacturing Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (B)." Harvard Business School Case 587-102, December 1987. (Revised from original December 1986 version.)

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Teaching Note | HBS Case Collection | 1987

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

Benson P. Shapiro

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

Keywords: Manufacturing Industry;

Citation:
Shapiro, Benson P. "Hewlett-Packard: Manufacturing Productivity Division (A), (B), (C), and (D), Teaching Note." Harvard Business School Teaching Note 588-042, December 1987.

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Supplement | HBS Case Collection | 1987 (Revised from original version)

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

Benson P. Shapiro and Lawrence B. Levine

Keywords: Computer Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (A), (B), and (C), Video Viewing Guide." Harvard Business School Supplement 587-159, December 1987. (Revised from original May 1987 version.)

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Background Note | HBS Case Collection | 1987

The Magic Matrix: Products and Accounts

Benson P. Shapiro

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.

Keywords: Marketing Strategy; Product Marketing; Customers;

Citation:
Shapiro, Benson P. "The Magic Matrix: Products and Accounts." Harvard Business School Background Note 588-006, November 1987.

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Case | HBS Case Collection | 1987 (Revised from original version)

CIBA-GEIGY Agricultural Division

Benson P. Shapiro and Roy H. Schoeman

In 1979 Leo Bontempo, marketing vice president of Ciba-Geigy Agricultural Division was deciding whether to purchase an $840,000 program for TeleSession. This was a marketing service designed to accelerate the adoption of new products among large innovative growers by promotional telephone conferences with others who had used the products. Raises a variety of communications issues and introduces diffusion of innovation concepts.

Keywords: History; Leadership; Innovation Strategy; Marketing Strategy; Product Launch; Bids and Bidding; Communication Strategy; Agriculture and Agribusiness Industry;

Citation:
Shapiro, Benson P., and Roy H. Schoeman. "CIBA-GEIGY Agricultural Division." Harvard Business School Case 582-026, August 1987. (Revised from original September 1981 version.)

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Case | HBS Case Collection | 1987 (Revised from original version)

Hoover: Multinational Product Planning

Robert D. Buzzell and Benson P. Shapiro

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

Citation:
Buzzell, Robert D., and Benson P. Shapiro. "Hoover: Multinational Product Planning." Harvard Business School Case 582-102, August 1987. (Revised from original February 1982 version.)

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Supplement | HBS Case Collection | 1987 (Revised from original 1984 version)

Petite Playthings, Inc.--1984 (B)

Benson P. Shapiro

Supplements the (A) case.

Keywords: Apparel and Accessories Industry;

Citation:
Shapiro, Benson P. "Petite Playthings, Inc.--1984 (B)." Harvard Business School Supplement 584-081, August 1987. (Revised from original March 1984 version.)

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Case | HBS Case Collection | 1987 (Revised from original 1984 version)

Raymond Mushroom Corp.

Benson P. Shapiro

In April 1984 Deborah Raymond, president of Raymond Mushrooms was deciding whether or not to raise prices on Raymond canned mushrooms in conjunction with an advertising promotional program to build consumer preference.

Keywords: Product Positioning; Advertising; Decisions; Price; Management Teams; Food and Beverage Industry;

Citation:
Shapiro, Benson P. "Raymond Mushroom Corp." Harvard Business School Case 584-093, August 1987. (Revised from original May 1984 version.)

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Supplement | HBS Case Collection | 1987 (Revised from original version)

Inland Steel Co. Product Policy, Video 2: Sales and Manufacturing

Benson P. Shapiro and Lawrence B. Levine

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 2: Sales and Manufacturing." Harvard Business School Video Supplement 887-539, July 1987. (Revised from original April 1987 version.)

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Supplement | HBS Case Collection | 1987 (Revised from original version)

Inland Steel Co. Product Policy (M): Humidity-Controlled Inventory Storage in No. 3 Cold Mill

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (M): Humidity-Controlled Inventory Storage in No. 3 Cold Mill." Harvard Business School Supplement 587-146, May 1987. (Revised from original April 1987 version.)

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Supplement | HBS Case Collection | 1987 (Revised from original version)

Inland Steel Co. Product Policy (O): Upgrades of the No. 3 and No. 5 Galvanize Lines

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (O): Upgrades of the No. 3 and No. 5 Galvanize Lines." Harvard Business School Supplement 587-148, May 1987. (Revised from original April 1987 version.)

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Supplement | HBS Case Collection | 1987 (Revised from original version)

Inland Steel Co. Product Policy (P): Embossed Temper Mill

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (P): Embossed Temper Mill." Harvard Business School Supplement 587-149, May 1987. (Revised from original April 1987 version.)

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Supplement | HBS Case Collection | 1987 (Revised from original version)

Inland Steel Co. Product Policy (R): Darnall's Thoughts

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (R): Darnall's Thoughts." Harvard Business School Supplement 587-151, May 1987. (Revised from original March 1987 version.)

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Supplement | HBS Case Collection | 1987 (Revised from original version)

Inland Steel Co. Product Policy (N): 80-Inch Hot Rolling Mill Upgrade Package

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (N): 80-Inch Hot Rolling Mill Upgrade Package." Harvard Business School Supplement 587-147, May 1987. (Revised from original April 1987 version.)

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Supplement | HBS Case Collection | 1987

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

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 1-6 Viewing Guide." Harvard Business School Supplement 587-158, May 1987.

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Supplement | HBS Case Collection | 1987 (Revised from original version)

Inland Steel Co. Product Policy (H): Fred Lerner--Inventory Planning and Control

Benson P. Shapiro and Lawrence B. Levine

Keywords: Asset Management; Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (H): Fred Lerner--Inventory Planning and Control." Harvard Business School Supplement 587-141, May 1987. (Revised from original April 1987 version.)

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Background Note | HBS Case Collection | 1987 (Revised from original version)

Specialties vs. Commodities: The Battle for Profit Margins

Benson P. Shapiro

Explains the differences between commodities and specialties and defines four different types of specialty products. The analysis is customer oriented. Special attention is given to the distinctions between functions (product- ) and relationship (vendor-oriented) specialties and to the degradation of those specialty markets to commodities.

Keywords: Goods and Commodities;

Citation:
Shapiro, Benson P. "Specialties vs. Commodities: The Battle for Profit Margins." Harvard Business School Background Note 587-120, April 1987. (Revised from original March 1987 version.)

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Supplement | HBS Case Collection | 1987

Inland Steel Co. Product Policy, Video 3: Customer and Technical Services

Benson P. Shapiro and Lawrence B. Levine

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 3: Customer and Technical Services." Harvard Business School Video Supplement 887-541, April 1987.

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Supplement | HBS Case Collection | 1987

Inland Steel Co. Product Policy, Video 5: Strategy and Capital Budgeting

Benson P. Shapiro and Lawrence B. Levine

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 5: Strategy and Capital Budgeting." Harvard Business School Video Supplement 887-543, April 1987.

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Supplement | HBS Case Collection | 1987

Inland Steel Co. Product Policy, Video 6: Fred Lerner -- Inventory Planning and Control

Benson P. Shapiro and Lawrence B. Levine

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 6: Fred Lerner -- Inventory Planning and Control." Harvard Business School Video Supplement 887-544, April 1987.

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Supplement | HBS Case Collection | 1987

Inland Steel Co. Product Policy, Video 1: Changing Technology and Markets

Benson P. Shapiro and Lawrence B. Levine

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 1: Changing Technology and Markets." Harvard Business School Video Supplement 887-538, April 1987.

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Supplement | HBS Case Collection | 1987

Inland Steel Co. Product Policy, Video 4: The Sales - Manufacturing Interface

Benson P. Shapiro and Lawrence B. Levine

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy, Video 4: The Sales - Manufacturing Interface." Harvard Business School Video Supplement 887-542, April 1987.

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Supplement | HBS Case Collection | 1987

Inland Steel Co. Product Policy (C): The Zincrometal Event

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (C): The Zincrometal Event." Harvard Business School Supplement 587-136, April 1987.

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Supplement | HBS Case Collection | 1987

Inland Steel Co. Product Policy (J): Walking Beam Furnaces

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (J): Walking Beam Furnaces." Harvard Business School Supplement 587-143, April 1987.

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Supplement | HBS Case Collection | 1987

Inland Steel Co. Product Policy (L): Closed Loop Shape Control

Benson P. Shapiro and Lawrence B. Levine

Keywords: Metals and Minerals; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (L): Closed Loop Shape Control." Harvard Business School Supplement 587-145, April 1987.

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Supplement | HBS Case Collection | 1987

Inland Steel Co. Product Policy (Q): Pruning the Capital Budget

Benson P. Shapiro and Lawrence B. Levine

Keywords: Capital Budgeting; Steel Industry;

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Inland Steel Co. Product Policy (Q): Pruning the Capital Budget." Harvard Business School Supplement 587-150, March 1987.

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Background Note | HBS Case Collection | 1987

Variety vs. Value: Two Generic Approaches to Product Policy

Benson P. Shapiro

Keywords: Product; Policy; Marketing;

Citation:
Shapiro, Benson P. "Variety vs. Value: Two Generic Approaches to Product Policy." Harvard Business School Background Note 587-119, March 1987.

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Supplement | HBS Case Collection | 1987

Nyman Manufacturing Co., Video

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Nyman Manufacturing Co., Video." Harvard Business School Video Supplement 887-532, March 1987.

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Supplement | HBS Case Collection | 1987

Hewlett-Packard: Manufacturing Productivity Division (B), Video

Benson P. Shapiro and Lawrence B. Levine

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (B), Video." Harvard Business School Video Supplement 887-516, January 1987.

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Supplement | HBS Case Collection | 1987

Hewlett-Packard: Manufacturing Productivity Division (C), Video

Benson P. Shapiro and Lawrence B. Levine

Citation:
Shapiro, Benson P., and Lawrence B. Levine. "Hewlett-Packard: Manufacturing Productivity Division (C), Video." Harvard Business School Video Supplement 887-517, January 1987.

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Supplement | HBS Case Collection | 1987

Morgan Construction Co. (A), Video

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Morgan Construction Co. (A), Video." Harvard Business School Video Supplement 887-519, January 1987.

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Supplement | HBS Case Collection | 1987

Morgan Construction Co. (B), Video

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Morgan Construction Co. (B), Video." Harvard Business School Video Supplement 887-520, January 1987.

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Teaching Note | HBS Case Collection | 1986 (Revised from original version)

Jamestown Co., Teaching Note

Benson P. Shapiro

Teaching Note for (9-584-017).

Citation:
Shapiro, Benson P. "Jamestown Co., Teaching Note." Harvard Business School Teaching Note 584-058, October 1986. (Revised from original November 1983 version.)

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Background Note | HBS Case Collection | 1986 (Revised from original version)

Introduction to Marketing

Benson P. Shapiro

A brief introduction to the nature and scope of marketing.

Keywords: Marketing;

Citation:
Shapiro, Benson P. "Introduction to Marketing." Harvard Business School Background Note 584-124, September 1986. (Revised from original June 1984 version.)

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Case | HBS Case Collection | 1986 (Revised from original version)

AT&T -- Long Lines Department National Account Selling (A)

Benson P. Shapiro

Keywords: Marketing; Communication; Strategy; Telecommunications Industry;

Citation:
Shapiro, Benson P. "AT&T -- Long Lines Department National Account Selling (A)." Harvard Business School Case 578-119, September 1986. (Revised from original February 1978 version.)

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Background Note | HBS Case Collection | 1986

Hints for Casewriting

Benson P. Shapiro

Helps casewriters and their supervisors to understand the basics of developing cases for classroom use.

Keywords: Cases;

Citation:
Shapiro, Benson P. "Hints for Casewriting." Harvard Business School Background Note 587-052, July 1986.

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Case | HBS Case Collection | 1986

Overly Hautz Co.--1985

Benson P. Shapiro

Keywords: History;

Citation:
Shapiro, Benson P. "Overly Hautz Co.--1985." Harvard Business School Case 587-039, July 1986.

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Case | HBS Case Collection | 1986 (Revised from original version)

Kearney & Trecker Corp. (A)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Kearney & Trecker Corp. (A)." Harvard Business School Case 580-143, June 1986. (Revised from original May 1980 version.)

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Case | HBS Case Collection | 1986

Milford Industries (A), Software Case

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Milford Industries (A), Software Case." Harvard Business School Case 586-132, May 1986.

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Case | HBS Case Collection | 1986

Jamestown Co., Software Case

Benson P. Shapiro

Keywords: Software; Technology Industry;

Citation:
Shapiro, Benson P. "Jamestown Co., Software Case." Harvard Business School Case 586-133, May 1986.

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Case | HBS Case Collection | 1986

U.S. Retail Coffee Market (A), Software Case

Benson P. Shapiro

Keywords: Food and Beverage Industry; United States;

Citation:
Shapiro, Benson P. "U.S. Retail Coffee Market (A), Software Case." Harvard Business School Case 586-134, May 1986.

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Case | HBS Case Collection | 1986

Titanium Fabrication Division (A), Software Case

Benson P. Shapiro

Keywords: Software; Industrial Products Industry;

Citation:
Shapiro, Benson P. "Titanium Fabrication Division (A), Software Case." Harvard Business School Case 586-136, May 1986.

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Case | HBS Case Collection | 1985 (Revised from original version)

Deere & Co.: Industrial Equipment Operations

Benson P. Shapiro

Describes the pricing of Deere's crawler tractors used in a variety of construction and industrial applications. Includes a strategic, multimillion-dollar move into the large bulldozer market as well as the pricing of tractors, accessories, and parts.

Keywords: Machinery and Machining; Price; Brands and Branding; Market Entry and Exit; Manufacturing Industry; Agriculture and Agribusiness Industry; Construction Industry; United States;

Citation:
Shapiro, Benson P. "Deere & Co.: Industrial Equipment Operations." Harvard Business School Case 577-112, December 1985. (Revised from original February 1977 version.)

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Background Note | HBS Case Collection | 1985 (Revised from original version)

Product Line Planning

Benson P. Shapiro

Keywords: Planning;

Citation:
Shapiro, Benson P. "Product Line Planning." Harvard Business School Background Note 584-145, November 1985. (Revised from original June 1984 version.)

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Teaching Note | HBS Case Collection | 1985 (Revised from original version)

Motofabrikwerk S.A. (A), Teaching Note

Benson P. Shapiro

Keywords: Auto Industry;

Citation:
Shapiro, Benson P. "Motofabrikwerk S.A. (A), Teaching Note." Harvard Business School Teaching Note 584-075, October 1985. (Revised from original June 1984 version.)

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Teaching Note | HBS Case Collection | 1985 (Revised from original version)

Kenics Corp., Teaching Note

Benson P. Shapiro

Keywords: Industrial Products Industry;

Citation:
Shapiro, Benson P. "Kenics Corp., Teaching Note." Harvard Business School Teaching Note 584-141, October 1985. (Revised from original May 1984 version.)

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Teaching Note | HBS Case Collection | 1985 (Revised from original version)

Dunkin' Donuts (C): Growth Strategy, Teaching Note

Benson P. Shapiro

Teaching Note for (9-584-041).

Keywords: Food and Beverage Industry;

Citation:
Shapiro, Benson P. "Dunkin' Donuts (C): Growth Strategy, Teaching Note." Harvard Business School Teaching Note 584-126, October 1985. (Revised from original May 1984 version.)

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Case | HBS Case Collection | 1985 (Revised from original version)

AT&T Long Lines: Marketing Telemarketing (A)

Benson P. Shapiro

Keywords: Marketing Communications; Telecommunications Industry;

Citation:
Shapiro, Benson P. "AT&T Long Lines: Marketing Telemarketing (A)." Harvard Business School Case 580-145, September 1985. (Revised from original May 1980 version.)

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Case | HBS Case Collection | 1985 (Revised from original 1980 version)

Cumberland Metal Industries: Engineered Products Division--1980

Benson P. Shapiro

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 industrial pricing decision. Decisions must also be made about promotion and distribution channels. Software for this case is available (9-589-528).

Keywords: Price; Information; Marketing Channels; Distribution Channels; Product Development; Consumer Products Industry;

Citation:
Shapiro, Benson P. "Cumberland Metal Industries: Engineered Products Division--1980." Harvard Business School Case 580-104, August 1985. (Revised from original January 1980 version.)

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Case | HBS Case Collection | 1985 (Revised from original version)

Teradyne, Inc.--1979: Semiconductor Test Division (A)

Benson P. Shapiro

In 1979, the management of Teradyne's Semiconductor Test Division had to make important decisions regarding the allocation of engineering resources in the face of increased competition. They had to choose between upgrading an existing product and developing a new one.

Keywords: Decisions; Resource Allocation; Product; Product Development; Competition; Semiconductor Industry;

Citation:
Shapiro, Benson P. "Teradyne, Inc.--1979: Semiconductor Test Division (A)." Harvard Business School Case 581-023, August 1985. (Revised from original August 1980 version.)

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Background Note | HBS Case Collection | 1985 (Revised from original version)

Marketing Planning, Programming, and Budgeting

Benson P. Shapiro

Keywords: Marketing; Planning;

Citation:
Shapiro, Benson P. "Marketing Planning, Programming, and Budgeting." Harvard Business School Background Note 582-127, August 1985. (Revised from original March 1982 version.)

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Background Note | HBS Case Collection | 1985 (Revised from original version)

The Marketing Process

Benson P. Shapiro

Describes and explains the marketing process and its six phases: implementation, programming, allocating and budgeting, analysis and research, marketing planning, strategy formulation, and monitoring and auditing.

Keywords: Marketing;

Citation:
Shapiro, Benson P. "The Marketing Process." Harvard Business School Background Note 584-146, July 1985. (Revised from original June 1984 version.)

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Supplement | HBS Case Collection | 1985 (Revised from original version)

Morris Alper & Sons, Inc. (C): Introduction to Video 1

Benson P. Shapiro

Introduces Video 1.

Keywords: Food and Beverage Industry;

Citation:
Shapiro, Benson P. "Morris Alper & Sons, Inc. (C): Introduction to Video 1." Harvard Business School Supplement 581-100, July 1985. (Revised from original March 1981 version.)

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Supplement | HBS Case Collection | 1985 (Revised from original version)

Morris Alper & Sons, Inc. (D): Introduction to Video 2

Benson P. Shapiro

Introduces Video 2.

Keywords: Food and Beverage Industry;

Citation:
Shapiro, Benson P. "Morris Alper & Sons, Inc. (D): Introduction to Video 2." Harvard Business School Supplement 581-101, July 1985. (Revised from original March 1981 version.)

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Supplement | HBS Case Collection | 1985 (Revised from original 1983 version)

Milford Industries (B)

Robert J. Dolan and Benson P. Shapiro

Supplements the (A) case. A rewritten version of part of an earlier series.

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;

Citation:
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (B)." Harvard Business School Supplement 584-013, June 1985. (Revised from original August 1983 version.)

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Case | HBS Case Collection | 1985 (Revised from original version)

Wright Line, Inc.

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Wright Line, Inc." Harvard Business School Case 580-019, June 1985. (Revised from original September 1979 version.)

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Case | HBS Case Collection | 1985 (Revised from original version)

Pepsi-Cola United Kingdom (A)

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.

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

Citation:
Shapiro, Benson P., and Edward J. Hoff. "Pepsi-Cola United Kingdom (A)." Harvard Business School Case 584-052, June 1985. (Revised from original November 1983 version.)

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Case | HBS Case Collection | 1985 (Revised from original version)

Motofabrikwerk S.A. (A)

Benson P. Shapiro and Edward J. Hoff

Citation:
Shapiro, Benson P., and Edward J. Hoff. "Motofabrikwerk S.A. (A)." Harvard Business School Case 584-074, June 1985. (Revised from original January 1984 version.)

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Background Note | HBS Case Collection | 1985 (Revised from original version)

Legal and Ethical Aspects of Marketing

Benson P. Shapiro

Keywords: Marketing; Ethics; Law;

Citation:
Shapiro, Benson P. "Legal and Ethical Aspects of Marketing." Harvard Business School Background Note 585-007, June 1985. (Revised from original July 1984 version.)

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Supplement | HBS Case Collection | 1985 (Revised from original 1983 version)

Milford Industries (C)

Robert J. Dolan and Benson P. Shapiro

Supplements the (A) case. A rewritten version of part of an earlier series.

Keywords: Managerial Roles; Salesforce Management; Resignation and Termination; Performance Evaluation;

Citation:
Dolan, Robert J., and Benson P. Shapiro. "Milford Industries (C)." Harvard Business School Supplement 584-014, June 1985. (Revised from original August 1983 version.)

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Case | HBS Case Collection | 1985 (Revised from original 1983 version)

Jamestown Co.

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 stores. A rewritten version of an earlier case.

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

Citation:
Shapiro, Benson P., and Edward J. Hoff. "Jamestown Co." Harvard Business School Case 584-017, May 1985. (Revised from original August 1983 version.)

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Teaching Note | HBS Case Collection | 1985 (Revised from original version)

Sedek Industries, Inc. (A)--(I), Teaching Note

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (A)--(I), Teaching Note." Harvard Business School Teaching Note 585-029, April 1985. (Revised from original August 1984 version.)

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Teaching Note | HBS Case Collection | 1985 (Revised from original version)

Pepsi-Cola United Kingdom (A), (B), and (C), Teaching Note

Benson P. Shapiro

Teaching Note for (9-584-052), (9-584-053), and (9-584-054).

Keywords: Food and Beverage Industry; United Kingdom;

Citation:
Shapiro, Benson P. "Pepsi-Cola United Kingdom (A), (B), and (C), Teaching Note." Harvard Business School Teaching Note 585-032, April 1985. (Revised from original August 1984 version.)

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Case | HBS Case Collection | 1985 (Revised from original version)

Sedek Industries, Inc. (A)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (A)." Harvard Business School Case 584-132, April 1985. (Revised from original June 1984 version.)

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Supplement | HBS Case Collection | 1985 (Revised from original version)

Sedek Industries, Inc. (B)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (B)." Harvard Business School Supplement 584-133, April 1985. (Revised from original June 1984 version.)

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Case | HBS Case Collection | 1985 (Revised from original version)

Levi Strauss & Co.

Benson P. Shapiro

Keywords: Apparel and Accessories Industry;

Citation:
Shapiro, Benson P. "Levi Strauss & Co." Harvard Business School Case 572-021, March 1985. (Revised from original September 1971 version.)

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Background Note | HBS Case Collection | 1985 (Revised from original version)

Hints for Case Teaching

Benson P. Shapiro

Provides hints for successfully teaching with cases. Intended to encourage thought and discussion about case teaching.

Keywords: Cases;

Citation:
Shapiro, Benson P. "Hints for Case Teaching." Harvard Business School Background Note 585-012, March 1985. (Revised from original July 1984 version.)

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Supplement | HBS Case Collection | 1984

Sedek Industries, Inc. (C)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (C)." Harvard Business School Supplement 584-134, June 1984.

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Supplement | HBS Case Collection | 1984

Sedek Industries, Inc. (D)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (D)." Harvard Business School Supplement 584-135, June 1984.

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Supplement | HBS Case Collection | 1984

Sedek Industries, Inc. (E)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (E)." Harvard Business School Supplement 584-136, June 1984.

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Supplement | HBS Case Collection | 1984

Sedek Industries, Inc. (F)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (F)." Harvard Business School Supplement 584-137, June 1984.

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Supplement | HBS Case Collection | 1984

Sedek Industries, Inc. (G)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (G)." Harvard Business School Supplement 584-138, June 1984.

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Supplement | HBS Case Collection | 1984

Sedek Industries, Inc. (H)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (H)." Harvard Business School Supplement 584-139, June 1984.

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Supplement | HBS Case Collection | 1984

Sedek Industries, Inc. (I)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Sedek Industries, Inc. (I)." Harvard Business School Supplement 584-140, June 1984.

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Supplement | HBS Case Collection | 1983

Pepsi-Cola United Kingdom (B)

Benson P. Shapiro and Edward J. Hoff

Supplements the (A) case.

Keywords: Food and Beverage Industry; United Kingdom; United States;

Citation:
Shapiro, Benson P., and Edward J. Hoff. "Pepsi-Cola United Kingdom (B)." Harvard Business School Supplement 584-053, November 1983.

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Supplement | HBS Case Collection | 1983

Pepsi-Cola United Kingdom (C)

Benson P. Shapiro and Edward J. Hoff

Supplements the (A) case.

Keywords: Food and Beverage Industry; United Kingdom; United States;

Citation:
Shapiro, Benson P., and Edward J. Hoff. "Pepsi-Cola United Kingdom (C)." Harvard Business School Supplement 584-054, November 1983.

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Supplement | HBS Case Collection | 1983 (Revised from original version)

AT&T -- Long Lines Department National Account Selling (D)

Thomas V. Bonoma and Benson P. Shapiro

Keywords: Marketing; Telecommunications Industry;

Citation:
Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (D)." Harvard Business School Supplement 581-034, October 1983. (Revised from original September 1980 version.)

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Supplement | HBS Case Collection | 1983 (Revised from original 1980 version)

Teradyne, Inc.--1979: Semiconductor Test Division (B)

Benson P. Shapiro

Supplements the (A) case.

Keywords: Semiconductor Industry;

Citation:
Shapiro, Benson P. "Teradyne, Inc.--1979: Semiconductor Test Division (B)." Harvard Business School Supplement 581-024, June 1983. (Revised from original August 1980 version.)

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Teaching Note | HBS Case Collection | 1982

Newport Instrument Division, Teaching Note

Benson P. Shapiro

Keywords: Industrial Products Industry;

Citation:
Shapiro, Benson P. "Newport Instrument Division, Teaching Note." Harvard Business School Teaching Note 583-110, December 1982.

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Supplement | HBS Case Collection | 1982 (Revised from original version)

Note on Marketing Arithmetic and Related Marketing Terms, Answers to Exercises

Benson P. Shapiro

Supplements the note.

Keywords: Marketing;

Citation:
Shapiro, Benson P. "Note on Marketing Arithmetic and Related Marketing Terms, Answers to Exercises." Harvard Business School Supplement 581-143, October 1982. (Revised from original April 1981 version.)

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Case | HBS Case Collection | 1982 (Revised from original version)

Gilbert Printing Co.

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Gilbert Printing Co." Harvard Business School Case 573-023, April 1982. (Revised from original November 1972 version.)

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Background Note | HBS Case Collection | 1982

Systems Analysis in Marketing

Benson P. Shapiro

Keywords: Marketing;

Citation:
Shapiro, Benson P. "Systems Analysis in Marketing." Harvard Business School Background Note 582-129, April 1982.

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Case | HBS Case Collection | 1982 (Revised from original version)

Linde Division: Union Carbide Corp.

Benson P. Shapiro

Keywords: Chemical Industry;

Citation:
Shapiro, Benson P. "Linde Division: Union Carbide Corp." Harvard Business School Case 573-056, April 1982. (Revised from original April 1973 version.)

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Supplement | HBS Case Collection | 1982

Airframe Industry (L): Cumulative Aircraft Sales

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (L): Cumulative Aircraft Sales." Harvard Business School Supplement 582-012, March 1982.

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Supplement | HBS Case Collection | 1982

Airframe Industry (M): Aircraft Profiles (as of September 1978)

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (M): Aircraft Profiles (as of September 1978)." Harvard Business School Supplement 582-013, March 1982.

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Supplement | HBS Case Collection | 1982

Airframe Industry (N): Aircraft Profiles (as of September 1980)

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (N): Aircraft Profiles (as of September 1980)." Harvard Business School Supplement 582-014, March 1982.

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Supplement | HBS Case Collection | 1981

Morris Alper & Sons, Inc.: Video 1, Sales Calls

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Morris Alper & Sons, Inc.: Video 1, Sales Calls." Harvard Business School Video Supplement 882-507, November 1981.

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Supplement | HBS Case Collection | 1981

Morris Alper & Sons, Inc.: Video 2, Executive Meeting

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Morris Alper & Sons, Inc.: Video 2, Executive Meeting." Harvard Business School Video Supplement 882-508, November 1981.

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Background Note | HBS Case Collection | 1981

Concept of the Marketing Mix

Benson P. Shapiro

Keywords: Marketing;

Citation:
Shapiro, Benson P. "Concept of the Marketing Mix." Harvard Business School Background Note 582-060, November 1981.

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Case | HBS Case Collection | 1981 (Revised from original version)

Airframe Industry (A)

Benson P. Shapiro and Rowland T. Moriarty Jr.

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P., and Rowland T. Moriarty Jr. "Airframe Industry (A)." Harvard Business School Case 579-057, July 1981. (Revised from original October 1978 version.)

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Supplement | HBS Case Collection | 1981 (Revised from original version)

AT&T -- Long Lines Department National Account Selling (B)

Thomas V. Bonoma and Benson P. Shapiro

Keywords: Marketing; Telecommunications Industry;

Citation:
Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (B)." Harvard Business School Supplement 581-032, July 1981. (Revised from original September 1980 version.)

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Supplement | HBS Case Collection | 1981 (Revised from original version)

AT&T -- Long Lines Department National Account Selling (C)

Thomas V. Bonoma and Benson P. Shapiro

Keywords: Marketing; Telecommunications Industry;

Citation:
Bonoma, Thomas V., and Benson P. Shapiro. "AT&T -- Long Lines Department National Account Selling (C)." Harvard Business School Supplement 581-033, July 1981. (Revised from original September 1980 version.)

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Supplement | HBS Case Collection | 1981

AT&T Long Lines, Telemarketing, Video 3

Benson P. Shapiro

Keywords: Marketing Strategy; Communications Industry;

Citation:
Shapiro, Benson P. "AT&T Long Lines, Telemarketing, Video 3." Harvard Business School Video Supplement 881-513, June 1981.

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Case | HBS Case Collection | 1981 (Revised from original version)

Clairol, Inc.: Appliance Division

Benson P. Shapiro

Keywords: Beauty and Cosmetics Industry; Consumer Products Industry;

Citation:
Shapiro, Benson P. "Clairol, Inc.: Appliance Division." Harvard Business School Case 575-043, June 1981. (Revised from original October 1974 version.)

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Supplement | HBS Case Collection | 1981

Airframe Industry (B): Spring 1978

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (B): Spring 1978." Harvard Business School Supplement 581-118, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (C): Summer 1978

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (C): Summer 1978." Harvard Business School Supplement 581-119, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (D): Fall 1979

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (D): Fall 1979." Harvard Business School Supplement 581-120, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (E): Fall 1979

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (E): Fall 1979." Harvard Business School Supplement 581-121, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (F): Fall 1979

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (F): Fall 1979." Harvard Business School Supplement 581-122, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (G): December 1979

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (G): December 1979." Harvard Business School Supplement 581-123, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (H): December 1980

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (H): December 1980." Harvard Business School Supplement 581-124, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (I): December 1980

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (I): December 1980." Harvard Business School Supplement 581-125, June 1981.

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Supplement | HBS Case Collection | 1981

Airframe Industry (J): December 1980

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (J): December 1980." Harvard Business School Supplement 581-126, June 1981.

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Case | HBS Case Collection | 1981 (Revised from original 1980 version)

Poland Spring Bottling Corp.

Benson P. Shapiro

Poland Spring is a small domestic bottler of mineral water trying to compete in a rapidly expanding market against Perrier, the dominant brand, and 20 other foreign and domestic waters. Company management must decide how to position and promote its product with limited resources. An excellent case to force decision making on consumer marketing strategy.

Keywords: Product Marketing; Product Positioning; Competition; Globalized Markets and Industries; Food and Beverage Industry; Distribution Industry; United States;

Citation:
Shapiro, Benson P. "Poland Spring Bottling Corp." Harvard Business School Case 580-108, April 1981. (Revised from original February 1980 version.)

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Supplement | HBS Case Collection | 1981

Airframe Industry (O): December 1981

Benson P. Shapiro

Keywords: Aerospace Industry;

Citation:
Shapiro, Benson P. "Airframe Industry (O): December 1981." Harvard Business School Supplement 582-116, March 1981.

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Supplement | HBS Case Collection | 1981

AT&T Long Lines (D), Telemarketing: Introduction to Video 3

Benson P. Shapiro

Keywords: Marketing; Telecommunications Industry;

Citation:
Shapiro, Benson P. "AT&T Long Lines (D), Telemarketing: Introduction to Video 3." Harvard Business School Supplement 581-082, February 1981.

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Case | HBS Case Collection | 1981 (Revised from original version)

Teradyne, Inc.: The Hybrid Circuit Project

Benson P. Shapiro

Keywords: Semiconductor Industry;

Citation:
Shapiro, Benson P. "Teradyne, Inc.: The Hybrid Circuit Project." Harvard Business School Case 578-117, January 1981. (Revised from original December 1977 version.)

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Supplement | HBS Case Collection | 1980 (Revised from original version)

AT&T Long Lines (B), Telemarketing: Introduction to Video 1

Benson P. Shapiro

Keywords: Telecommunications Industry;

Citation:
Shapiro, Benson P. "AT&T Long Lines (B), Telemarketing: Introduction to Video 1." Harvard Business School Supplement 580-146, December 1980. (Revised from original June 1980 version.)

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Case | HBS Case Collection | 1980 (Revised from original version)

Richardson Center for the Blind

Benson P. Shapiro

Keywords: Nonprofit Organizations; Health Care and Treatment; Social Enterprise; Health Industry;

Citation:
Shapiro, Benson P. "Richardson Center for the Blind." Harvard Business School Case 573-004, November 1980. (Revised from original July 1972 version.)

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Supplement | HBS Case Collection | 1980

AT&T Long Lines, Telemarketing, Video 1: Executive Interviews

Benson P. Shapiro

Citation:
Shapiro, Benson P. "AT&T Long Lines, Telemarketing, Video 1: Executive Interviews." Harvard Business School Video Supplement 880-510, August 1980.

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Supplement | HBS Case Collection | 1980

AT&T Long Lines, Telemarketing, Video 2: National Account Manager Interviews

Benson P. Shapiro

Citation:
Shapiro, Benson P. "AT&T Long Lines, Telemarketing, Video 2: National Account Manager Interviews." Harvard Business School Video Supplement 880-511, August 1980.

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Supplement | HBS Case Collection | 1980

Kearney & Trecker Corp. (B)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Kearney & Trecker Corp. (B)." Harvard Business School Supplement 580-144, May 1980.

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Case | HBS Case Collection | 1979 (Revised from original version)

Cole National Corp. (C)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Cole National Corp. (C)." Harvard Business School Case 575-131, June 1979. (Revised from original June 1975 version.)

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Case | HBS Case Collection | 1979 (Revised from original version)

Woodward Motors, Inc. (A)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Woodward Motors, Inc. (A)." Harvard Business School Case 578-125, June 1979. (Revised from original January 1978 version.)

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Case | HBS Case Collection | 1979 (Revised from original version)

International Business Machines (D1)

Benson P. Shapiro

Keywords: Computer Industry;

Citation:
Shapiro, Benson P. "International Business Machines (D1)." Harvard Business School Case 578-076, March 1979. (Revised from original March 1978 version.)

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Case | HBS Case Collection | 1979 (Revised from original version)

SCM Organic Chemicals Division of SCM Corp.

Benson P. Shapiro

Keywords: Green Technology Industry;

Citation:
Shapiro, Benson P. "SCM Organic Chemicals Division of SCM Corp." Harvard Business School Case 579-036, January 1979. (Revised from original September 1978 version.)

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Case | HBS Case Collection | 1979 (Revised from original version)

Triangle Maintenance Corp.

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Triangle Maintenance Corp." Harvard Business School Case 572-030, January 1979. (Revised from original October 1971 version.)

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Background Note | HBS Case Collection | 1978

What Is Industrial Product Policy?

Benson P. Shapiro

Keywords: Product;

Citation:
Shapiro, Benson P. "What Is Industrial Product Policy?" Harvard Business School Background Note 579-087, November 1978.

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Case | HBS Case Collection | 1978 (Revised from original version)

National Central Bank

Benson P. Shapiro

Keywords: Banking Industry;

Citation:
Shapiro, Benson P. "National Central Bank." Harvard Business School Case 579-019, October 1978. (Revised from original August 1978 version.)

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Case | HBS Case Collection | 1978

Woodward Motors, Inc. (B)

Barbara B. Jackson and Benson P. Shapiro

Citation:
Jackson, Barbara B., and Benson P. Shapiro. "Woodward Motors, Inc. (B)." Harvard Business School Case 579-032, September 1978.

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Supplement | HBS Case Collection | 1976 (Revised from original version)

Grafton Industries (D)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Grafton Industries (D)." Harvard Business School Supplement 575-127, May 1976. (Revised from original June 1975 version.)

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Case | HBS Case Collection | 1976 (Revised from original version)

Cole National Corp. (D)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Cole National Corp. (D)." Harvard Business School Case 575-132, April 1976. (Revised from original June 1975 version.)

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Case | HBS Case Collection | 1976 (Revised from original version)

Hero Machine Co., Inc.

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Hero Machine Co., Inc." Harvard Business School Case 574-059, April 1976. (Revised from original February 1974 version.)

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Case | HBS Case Collection | 1975 (Revised from original version)

Paper Distributors, Inc. (A)

Benson P. Shapiro

Keywords: Pulp and Paper Industry;

Citation:
Shapiro, Benson P. "Paper Distributors, Inc. (A)." Harvard Business School Case 576-022, November 1975. (Revised from original July 1975 version.)

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Case | HBS Case Collection | 1975 (Revised from original version)

Newport Instrument Division

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Newport Instrument Division." Harvard Business School Case 576-035, November 1975. (Revised from original August 1975 version.)

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Teaching Note | HBS Case Collection | 1975

Richardson Center for the Blind, Teaching Note

Benson P. Shapiro

Keywords: Social Issues;

Citation:
Shapiro, Benson P. "Richardson Center for the Blind, Teaching Note." Harvard Business School Teaching Note 573-074, August 1975.

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Background Note | HBS Case Collection | 1975

Introduction to the Case Method

Benson P. Shapiro

Guidelines to aid the student in analyzing a case situation by casting himself or herself in the role of protagonist, developing criteria for alternative decisions, and generalizing to other situations.

Keywords: Cases;

Citation:
Shapiro, Benson P. "Introduction to the Case Method." Harvard Business School Background Note 576-031, July 1975.

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Case | HBS Case Collection | 1975 (Revised from original version)

Smithville Co.

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Smithville Co." Harvard Business School Case 574-028, July 1975. (Revised from original September 1973 version.)

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Case | HBS Case Collection | 1975

Paper Distributors, Inc. (B)

Benson P. Shapiro

Keywords: Consumer Products Industry; Manufacturing Industry;

Citation:
Shapiro, Benson P. "Paper Distributors, Inc. (B)." Harvard Business School Case 576-023, July 1975.

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Case | HBS Case Collection | 1975 (Revised from original version)

Fieldcrest Division of Fieldcrest Mills, Inc. (A)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Fieldcrest Division of Fieldcrest Mills, Inc. (A)." Harvard Business School Case 575-002, June 1975. (Revised from original July 1974 version.)

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Case | HBS Case Collection | 1975 (Revised from original version)

Honeywell Information Systems

Benson P. Shapiro

Keywords: Information Technology; Information Technology Industry;

Citation:
Shapiro, Benson P. "Honeywell Information Systems." Harvard Business School Case 575-047, June 1975. (Revised from original January 1975 version.)

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Case | HBS Case Collection | 1975

Grafton Industries (A)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Grafton Industries (A)." Harvard Business School Case 575-124, June 1975.

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Supplement | HBS Case Collection | 1975

Grafton Industries (B)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Grafton Industries (B)." Harvard Business School Supplement 575-125, June 1975.

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Supplement | HBS Case Collection | 1975

Grafton Industries (C)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Grafton Industries (C)." Harvard Business School Supplement 575-126, June 1975.

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Supplement | HBS Case Collection | 1975

Grafton Industries (E)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Grafton Industries (E)." Harvard Business School Supplement 575-128, June 1975.

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Case | HBS Case Collection | 1974

Fieldcrest Division of Fieldcrest Mills, Inc. (C)

Benson P. Shapiro

Keywords: Business Divisions;

Citation:
Shapiro, Benson P. "Fieldcrest Division of Fieldcrest Mills, Inc. (C)." Harvard Business School Case 575-004, July 1974.

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Case | HBS Case Collection | 1974

Fieldcrest Division of Fieldcrest Mills, Inc. (B)

Benson P. Shapiro

Citation:
Shapiro, Benson P. "Fieldcrest Division of Fieldcrest Mills, Inc. (B)." Harvard Business School Case 575-003, July 1974.

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