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Description - Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena by T. Bacon

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 presents the BD model as it applies to companies in the business-to-business (B2B) arena. These companies depend on a multi-front approach to business interaction. 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 to make the most of resources and capabilities. A smart and efficient middle game, in which the company builds and strengthens its position with the customer, thereby outflanking competitors; A confident and smooth endgame that assures a successful relationship and lays the groundwork for equally successful future games

Buy Behavioral Advantage: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena by T. Bacon from Australia's Online Independent Bookstore, Boomerang Books.

Book Details

ISBN: 9780814472255
ISBN-10: 0814472257
Format: Hardback
(236mm x 162mm x 29mm)
Pages: 320
Imprint: Amacom
Publisher: Amacom
Publish Date: 1-May-2004
Country of Publication: United States

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Author Biography - T. Bacon

Terry Bacon and David Pugh (Durango, CO) are cofounders of the Lore Institute, a professional development and corporate education company.