The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena

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Title:

Author:

Bacon, Terry R.

ISBN:

9780814472255

Personal Author:

Bacon, Terry R.

Publication Information:

New York : AMACOM, c2004.

Physical Description:

xi, 308 p. : ill. ; 25 cm.

Contents:

The death of selling -- The changing world of buying and selling -- The chemistry of preference -- Checkmate! : how business development is like chess -- Opening game : conditioning the market -- Middle game : conditioning the customer -- Middle game : building a powerful position -- Late middle game positioning -- End game : conditioning the deal -- Creating a behavioral differentiation strategy -- We are finding it increasingly difficult.

Subject Term:

Organizational behavior.

Organizational effectiveness.

Strategic planning.

Selling -- Psychological aspects.

Customer relations.

Industrial management.

Added Author:

Pugh, David G. (David George), 1944-

Electronic Access:

Table of contents http://www.loc.gov/catdir/toc/ecip0411/2003024328.html

Copies:

Available:*

Library	Material Type	Item Barcode	Shelf Number	Copy	Status
Searching... IIEMSA	General Books	33168020394538	658.0019 B129B 2004	1	Searching... Unknown

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Summary

In their book Winning Behavior , Terry Bacon and David Pugh showed how great companies outperform good ones through behavioral differentiation" - going beyond superior products and dependable service to connect with customers at every touchpoint. The Behavioral Advantage broadens the concept, applying behavioral differentiation to the business-to-business arena.The bestB2B companies depend on a multifront approach to business interaction, and The Behavioral Advantage reveals the secrets behind what is essentially a chess game with competitors. To win the game, companies must develop a carefully plotted opening game, with all internal values, policies, practices, and behaviors fully aligned. A smart and efficient middle game lets the company build and strengthen its position, and the endgame assures victory and lays the groundwork for future business.Just as individual customers do, B2B customers remember those companies whose behavior consistently and significantly outshines even strong competitors. These firms create a lasting advantage - and reap the profits that come with it. "