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Biblioteca

MARC Lista (tabellare)
The behavioral advantage [[electronic resource] ] : what the smartest, most successful companies do differently to win in the B2B arena / / Terry R. Bacon and David G. Pugh
The behavioral advantage [[electronic resource] ] : what the smartest, most successful companies do differently to win in the B2B arena / / Terry R. Bacon and David G. Pugh
Autore Bacon Terry R
Edizione [1st edition]
Pubbl/distr/stampa New York, : AMACOM, c2004
Descrizione fisica xi, 308 p. : ill
Disciplina 658/.001/9
Altri autori (Persone) PughDavid G <1944-> (David George)
Soggetto topico Organizational behavior
Organizational effectiveness
Strategic planning
Selling - Psychological aspects
Customer relations
Industrial management
Soggetto genere / forma Electronic books.
ISBN 0-8144-1313-7
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto 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.
Record Nr. UNINA-9910456203703321
Bacon Terry R  
New York, : AMACOM, c2004
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
The behavioral advantage [[electronic resource] ] : what the smartest, most successful companies do differently to win in the B2B arena / / Terry R. Bacon and David G. Pugh
The behavioral advantage [[electronic resource] ] : what the smartest, most successful companies do differently to win in the B2B arena / / Terry R. Bacon and David G. Pugh
Autore Bacon Terry R
Edizione [1st edition]
Pubbl/distr/stampa New York, : AMACOM, c2004
Descrizione fisica xi, 308 p. : ill
Disciplina 658/.001/9
Altri autori (Persone) PughDavid G <1944-> (David George)
Soggetto topico Organizational behavior
Organizational effectiveness
Strategic planning
Selling - Psychological aspects
Customer relations
Industrial management
ISBN 0-8144-1313-7
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto 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.
Record Nr. UNINA-9910780272403321
Bacon Terry R  
New York, : AMACOM, c2004
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena / / Terry R. Bacon and David G. Pugh
The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena / / Terry R. Bacon and David G. Pugh
Autore Bacon Terry R
Edizione [1st edition]
Pubbl/distr/stampa New York, : AMACOM, c2004
Descrizione fisica xi, 308 p. : ill
Disciplina 658/.001/9
Altri autori (Persone) PughDavid G <1944-> (David George)
Soggetto topico Organizational behavior
Organizational effectiveness
Strategic planning
Selling - Psychological aspects
Customer relations
Industrial management
ISBN 9780814413135
0814413137
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto 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.
Record Nr. UNINA-9910970098603321
Bacon Terry R  
New York, : AMACOM, c2004
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Elements of influence : the art of getting others to follow your lead / / Terry R. Bacon
Elements of influence : the art of getting others to follow your lead / / Terry R. Bacon
Autore Bacon Terry R
Edizione [1st edition]
Pubbl/distr/stampa New York, : American Management Association, c2012
Descrizione fisica 1 online resource (304 p.)
Disciplina 658.4/092
Soggetto topico Influence (Psychology)
Leadership
ISBN 9786613246882
9781680159134
1680159135
9781283246880
1283246880
9780814417331
0814417337
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto pt. 1. Getting others to follow your lead -- pt. 2. Ethical influence techniques -- pt. 3. The dark side of influence.
Record Nr. UNINA-9911004824203321
Bacon Terry R  
New York, : American Management Association, c2012
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
The elements of power [[electronic resource] ] : lessons on leadership and influence / / Terry R. Bacon
The elements of power [[electronic resource] ] : lessons on leadership and influence / / Terry R. Bacon
Autore Bacon Terry R
Edizione [1st edition]
Pubbl/distr/stampa New York, : AMACOM American Management Association, c2010
Descrizione fisica 1 online resource (321 p.)
Disciplina 658.4/092
658.4092
Soggetto topico Leadership
Control (Psychology)
Interpersonal communication
ISBN 1-283-02334-2
9786613023346
0-8144-1512-1
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Sources of personal power -- Shakespeare ate bacon : the power of knowledge -- Mr. Obama goes to Washington : the power of eloquence -- People are strange when you're a stranger : the power of relationships -- You like me! you really like me! : the power of attraction -- A diamond scratching every other stone : the power of character -- Sources of organizational power -- Hail to the chief : the power of role and resources -- Information wants to be free : the power of information -- It's who you know : the power of networking -- The tree and its shadow : the power of reputation -- Organized rivalry in the monster's den : power in organizations -- The will to power -- First steps down new roads : the power of will -- Increasing your voltage : how to become more powerful.
Record Nr. UNINA-9910785402903321
Bacon Terry R  
New York, : AMACOM American Management Association, c2010
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
The elements of power : lessons on leadership and influence / / Terry R. Bacon
The elements of power : lessons on leadership and influence / / Terry R. Bacon
Autore Bacon Terry R
Edizione [1st edition]
Pubbl/distr/stampa New York, : AMACOM American Management Association, c2010
Descrizione fisica 1 online resource (321 p.)
Disciplina 658.4/092
Soggetto topico Leadership
Control (Psychology)
Interpersonal communication
ISBN 9786613023346
9781283023344
1283023342
9780814415122
0814415121
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto Sources of personal power -- Shakespeare ate bacon : the power of knowledge -- Mr. Obama goes to Washington : the power of eloquence -- People are strange when you're a stranger : the power of relationships -- You like me! you really like me! : the power of attraction -- A diamond scratching every other stone : the power of character -- Sources of organizational power -- Hail to the chief : the power of role and resources -- Information wants to be free : the power of information -- It's who you know : the power of networking -- The tree and its shadow : the power of reputation -- Organized rivalry in the monster's den : power in organizations -- The will to power -- First steps down new roads : the power of will -- Increasing your voltage : how to become more powerful.
Record Nr. UNINA-9910969414303321
Bacon Terry R  
New York, : AMACOM American Management Association, c2010
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Selling to major accounts: tools, techniques and practical solutions for the sales manager
Selling to major accounts: tools, techniques and practical solutions for the sales manager
Autore Bacon Terry R
Pubbl/distr/stampa [Place of publication not identified], : AMACOM, 1999
Disciplina 658.85
Soggetto topico Commerce
Business & Economics
Marketing & Sales
ISBN 0-8144-2435-X
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Record Nr. UNINA-9910678561403321
Bacon Terry R  
[Place of publication not identified], : AMACOM, 1999
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Winning behavior [[electronic resource] ] : what the smartest, most successful companies do differently / / Terry R. Bacon and David G. Pugh
Winning behavior [[electronic resource] ] : what the smartest, most successful companies do differently / / Terry R. Bacon and David G. Pugh
Autore Bacon Terry R
Pubbl/distr/stampa New York, : Amacom, c2003
Descrizione fisica 1 online resource (367 p.)
Disciplina 658
Altri autori (Persone) PughDavid G <1944-> (David George)
Soggetto topico Organizational behavior
Organizational effectiveness
Soggetto genere / forma Electronic books.
ISBN 0-8144-2723-5
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto ""Contents""; ""Preface""; ""Acknowledgments""; ""1 THE FINAL FRONTIER""; ""2 WE WILL ASSIMILATE YOU""; ""3 YOU ARE HOW YOU BEHAVE""; ""4 THE FOUR WAYS TO CREATE BEHAVIORAL DIFFERENTIATION""; ""5 THE GOLD STANDARDS IN BEHAVIORAL DIFFERENTIATION""; ""6 RANDOM ACTS OF KINDNESS""; ""7 EXCEPTIONAL VALUES""; ""8 LIVING THE PROMISE""; ""9 THE ENGINES THAT DRIVE BEHAVIORAL DIFFERENTIATION""; ""10 WHY SOUTHWEST AIRLINES SOARS: B2C BEHAVIORAL DIFFERENTIATION""; ""11 SEARCHING FOR STARS: B2B BEHAVIORAL DIFFERENTIATION""; ""12 CREATING AND SUSTAINING BEHAVIORAL DIFFERENTIATION""; ""Index""
Record Nr. UNINA-9910456218803321
Bacon Terry R  
New York, : Amacom, c2003
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui
Winning behavior [[electronic resource] ] : what the smartest, most successful companies do differently / / Terry R. Bacon and David G. Pugh
Winning behavior [[electronic resource] ] : what the smartest, most successful companies do differently / / Terry R. Bacon and David G. Pugh
Autore Bacon Terry R
Pubbl/distr/stampa New York, : Amacom, c2003
Descrizione fisica 1 online resource (367 p.)
Disciplina 658
Altri autori (Persone) PughDavid G <1944-> (David George)
Soggetto topico Organizational behavior
Organizational effectiveness
ISBN 0-8144-2723-5
Formato Materiale a stampa
Livello bibliografico Monografia
Lingua di pubblicazione eng
Nota di contenuto ""Contents""; ""Preface""; ""Acknowledgments""; ""1 THE FINAL FRONTIER""; ""2 WE WILL ASSIMILATE YOU""; ""3 YOU ARE HOW YOU BEHAVE""; ""4 THE FOUR WAYS TO CREATE BEHAVIORAL DIFFERENTIATION""; ""5 THE GOLD STANDARDS IN BEHAVIORAL DIFFERENTIATION""; ""6 RANDOM ACTS OF KINDNESS""; ""7 EXCEPTIONAL VALUES""; ""8 LIVING THE PROMISE""; ""9 THE ENGINES THAT DRIVE BEHAVIORAL DIFFERENTIATION""; ""10 WHY SOUTHWEST AIRLINES SOARS: B2C BEHAVIORAL DIFFERENTIATION""; ""11 SEARCHING FOR STARS: B2B BEHAVIORAL DIFFERENTIATION""; ""12 CREATING AND SUSTAINING BEHAVIORAL DIFFERENTIATION""; ""Index""
Record Nr. UNINA-9910780269703321
Bacon Terry R  
New York, : Amacom, c2003
Materiale a stampa
Lo trovi qui: Univ. Federico II
Opac: Controlla la disponibilità qui