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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 | ||
| ||
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 | ||
| ||
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 | 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-9910827471103321 |
|
Bacon Terry R
|
||
| New York, : AMACOM, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
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 | ||
| ||
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 |
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-9910820967503321 |
|
Bacon Terry R
|
||
| New York, : AMACOM American Management Association, c2010 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
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 | ||
| ||
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 | ||
| ||
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 | ||
| ||
Winning behavior : what the smartest, most successful companies do differently / / Terry R. Bacon and David G. Pugh
| Winning behavior : what the smartest, most successful companies do differently / / Terry R. Bacon and David G. Pugh |
| Autore | Bacon Terry R |
| Edizione | [1st ed.] |
| 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-9910828868403321 |
|
Bacon Terry R
|
||
| New York, : Amacom, c2003 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||