The Behavioral Advantage : What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena

Bacon, Terry R., Pugh, David G.

ISBN 10: 0814416705 / ISBN 13: 9780814416709

Editore: AMACOM, 2004

Riguardo questo articolo

Used book that is in excellent condition. May show signs of wear or have minor defects. Codice articolo 5790929-6

Dati bibliografici

Titolo: The Behavioral Advantage : What the Smartest...

Casa editrice: AMACOM

Data di pubblicazione: 2004

Legatura: Brossura

Condizione: Very Good

Descrizione articolo

Riassunto:

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 this book 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 the following internal factors being fully aligned:

• values,
• policies,
• practices,
• and behaviors.

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.

Informazioni sull?autore:

Terry R. Bacon and David G. Pugh (Durango, CO) are cofounders of the Lore Institute, a professional development and corporate education company. They are the coauthors ofWinning Behavior. Bacon is also the author of Selling to Major Accounts and dozens of other books, articles, and papers.