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The Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2b Arena
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Bibliographic Detail
Publisher Gardners Books
Publication date May 12, 2004
Pages 320
Binding Paperback
Book category Adult Non-Fiction
ISBN-13 9780814416709
ISBN-10 0814416705
Availability§ Publisher Out of Stock
Original list price $26.20
§As reported by publisher
Amazon.com says people who bought this book also bought:
Powerful Proposals | Good to Great | Winning Behavior
Summaries and Reviews
Amazon.com description: Product Description: 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. 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.

Editions
Hardcover
Book cover for 9780814472255
 
from Amacom Books (May 12, 2004)
9780814472255 | details & prices | 6.25 × 9.25 × 1.25 in. | 1.30 lbs | List price $27.95
About: 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.
Paperback
Book cover for 9780814416709
 
The price comparison is for this edition
With Terry R. Bacon, Ph. D. | from Gardners Books (May 12, 2004)
9780814416709 | details & prices | 320 pages | List price $26.20
About: 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.

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