The Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena
by Terry R. Bacon Ph.D. ,David G. Pugh
Price: N2000
Product Code: 1413557797
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Number of Pages: 320
Size: 9 x 6 x 0.7 inches
Weight: 15.2 ounces
Binding: Paper Back
Publisher: AMACOM
ISBN: 0814416705
ISSN: 978-0814416709
Availability: To be delivered within 6 to 12 working days
Summary: "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 victory and lays the groundwork for future business.