Coverart for item
The Resource The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena, Terry R. Bacon and David G. Pugh, (electronic resource)

The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena, Terry R. Bacon and David G. Pugh, (electronic resource)

Label
The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena
Title
The behavioral advantage
Title remainder
what the smartest, most successful companies do differently to win in the B2B arena
Statement of responsibility
Terry R. Bacon and David G. Pugh
Creator
Contributor
Subject
Language
eng
Summary
Annotation:
Cataloging source
CaPaEBR
http://library.link/vocab/creatorName
Bacon, Terry R
Dewey number
658/.001/9
LC call number
HD58.7
LC item number
.B34228 2004eb
http://library.link/vocab/relatedWorkOrContributorDate
1944-
http://library.link/vocab/relatedWorkOrContributorName
  • Pugh, David G.
  • ebrary, Inc
http://library.link/vocab/subjectName
  • Organizational behavior
  • Organizational effectiveness
  • Strategic planning
  • Selling
  • Customer relations
  • Industrial management
Summary expansion
In their book Winning Behavior, the authors showed how great companies outperform good ones through behavioural differentiation-going beyond superior products and dependable service to connect with customers at every touchpoint. The Behavioral Advantage focuses on showing business-to-business (B2B) companies how to use a multi-front approach to business interaction
Label
The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena, Terry R. Bacon and David G. Pugh, (electronic resource)
Instantiates
Publication
Bibliography note
Includes bibliographical references and index
Contents
  • 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
  • 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
  • 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
Control code
OCM1bookssj0000277198
Dimensions
unknown
Extent
xi, 308 p.
Governing access note
License restrictions may limit access
Isbn
9780814472255
Isbn Type
(hardcover)
Other physical details
ill.
Specific material designation
remote
System control number
(WaSeSS)ssj0000277198
Label
The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena, Terry R. Bacon and David G. Pugh, (electronic resource)
Publication
Bibliography note
Includes bibliographical references and index
Contents
  • 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
  • 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
  • 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
Control code
OCM1bookssj0000277198
Dimensions
unknown
Extent
xi, 308 p.
Governing access note
License restrictions may limit access
Isbn
9780814472255
Isbn Type
(hardcover)
Other physical details
ill.
Specific material designation
remote
System control number
(WaSeSS)ssj0000277198

Library Locations

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      38.710138 -90.311107
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