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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 | ||
| ||
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 | ||
| ||