The Behavioral Advantage

What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena

by Terry Bacon, David Pugh

Subject categories
ISBNs
  • 9780814416709
  • 9780814413135
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.
  • AMACOM; May 2004
  • ISBN: 9780814413135
  • Edition: 1
  • Read online, or download in secure ePub format
  • Title: The Behavioral Advantage
  • Author: Terry Bacon; David Pugh
  • Imprint: AMACOM
Subject categories
ISBNs
  • 9780814416709
  • 9780814413135
Subject categories
ISBNs
  • 9780814416709
  • 9780814413135