The Behavioral Advantage: What the Smartest, Mo. Bacon<|

Thomas Nelson

The Behavioral AdvantageWhat the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena\nAuthor(s): Terry Bacon, David Pugh\nFormat: Paperback\nPublisher: HarperCollins Focus, United States\nImprint: Amacom\nISBN-13: 9780814416709, 978-0814416709\nSynopsis\nTerry 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.\n\nThe 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.\n\nTo win the game, companies must develop a carefully plotted opening game, with the following internal factors being fully aligned:\n\nvalues,\npolicies,\npractices,\nand behaviors.\n\nA smart and efficient .