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[null,"1.","Record Nr.",null,"UNINA9910970098603321"]
[null,null,"Autore",null,"Bacon Terry R"]
[null,null,"Titolo",null,"The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena / / Terry R. Bacon and David G. Pugh"]
[null,null,"Pubbl/distr/stampa",null,"New York, : AMACOM, c2004"]
[null,null,"ISBN",null,"9780814413135"]
[{"$nulls":4},"0814413137"]
[null,null,"Edizione",null,"[1st edition]"]
[null,null,"Descrizione fisica",null,"xi, 308 p. : ill"]
[null,null,"Disciplina",null,"658/.001/9"]
[null,null,"Soggetti",null,"Organizational behavior"]
[{"$nulls":4},"Organizational effectiveness"]
[{"$nulls":4},"Strategic planning"]
[{"$nulls":4},"Selling - Psychological aspects"]
[{"$nulls":4},"Customer relations"]
[{"$nulls":4},"Industrial management"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Bibliographic Level Mode of Issuance: Monograph"]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and index."]
[null,null,"Nota di contenuto",null,"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."]
[null,null,null,"Sommario/riassunto","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 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 "]
[{"$nulls":4},"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."]