The Behavioral Advantage
What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena
Published on 19. June 2018
Book
Paperback/Softback
320 pages
978-0-8144-1670-9 (ISBN)
Description
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 this book 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 the following internal factors being fully aligned:
values,
policies,
practices,
and behaviors.
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.
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 this book 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 the following internal factors being fully aligned:
values,
policies,
practices,
and behaviors.
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.
More details
Language
English
Place of publication
United States
Publishing group
HarperCollins Focus
Dimensions
Height: 234 mm
Width: 156 mm
Thickness: 17 mm
Weight
491 gr
ISBN-13
978-0-8144-1670-9 (9780814416709)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
TERRY R. BACON (Durango, CO) is the founder of Lore International Institute, a widely respected executive-development firm recently acquired by Korn/Ferry International. He is now the scholar in residence in that firm and is the author of many books including Powerful Proposals (978-0-8144-7232-3), What People Want, and The Elements of Power (978-0-8144-1511-5).
David G. Pugh is a coauthor of "Winning Behavior" (0-8144-7163-3) and "The Behavioral Advantage" (0-8144-7225-7), and cofounder of the Lore Institute, a professional development and corporate education company.
David G. Pugh is a coauthor of "Winning Behavior" (0-8144-7163-3) and "The Behavioral Advantage" (0-8144-7225-7), and cofounder of the Lore Institute, a professional development and corporate education company.