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100   $a20031105d2004      uy         0
101 0 $aeng
135   $aurcn|||||||||
181   $ctxt
182   $cc
183   $acr
200 14$aThe behavioral advantage $ewhat the smartest, most successful companies do differently to win in the B2B arena /$fTerry R. Bacon and David G. Pugh
205   $a1st edition
210   $aNew York $cAMACOM$dc2004
215   $axi, 308 p. $cill
300   $aBibliographic Level Mode of Issuance: Monograph
311   $a0-8144-1670-5 
311   $a0-8144-7225-7 
320   $aIncludes bibliographical references and index.
327   $aThe 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.
330   $aIn 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 best B2B 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.
606   $aOrganizational behavior
606   $aOrganizational effectiveness
606   $aStrategic planning
606   $aSelling$xPsychological aspects
606   $aCustomer relations
606   $aIndustrial management
615  0$aOrganizational behavior.
615  0$aOrganizational effectiveness.
615  0$aStrategic planning.
615  0$aSelling$xPsychological aspects.
615  0$aCustomer relations.
615  0$aIndustrial management.
676   $a658/.001/9
700   $aBacon$b Terry R$01627324
701   $aPugh$b David G$g(David George),$f1944-$01627323
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910827471103321
996   $aThe behavioral advantage$94101785
997   $aUNINA