Name: the behavioral advantage: what the smartest, most successful companies do differently to win in the b2b arena (en Inglés)
Price: 73969.00 COP
Availability: InStock
Author: Bacon, Terry ; Pugh, David
ISBN: 9780814416709

portada the behavioral advantage: what the smartest, most successful companies do differently to win in the b2b arena (en Inglés)

the behavioral advantage: what the smartest, most successful companies do differently to win in the b2b arena (en Inglés)

Formato

Libro Físico

Autor

Terry Bacon

David Pugh

Editorial

Amacom

Año

2004

Idioma

Inglés

N° páginas

320

Encuadernación

Tapa Blanda

Dimensiones

23.4 x 15.6 x 1.7 cm

Peso

0.45 kg.

ISBN

0814416705

ISBN13

9780814416709

Categorías

Garantía de calidad y gestión de calidad total
Atención al cliente

the behavioral advantage: what the smartest, most successful companies do differently to win in the b2b arena (en Inglés)

Terry Bacon (Autor) · David Pugh (Autor) · Amacom · Tapa Blanda

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Reseña del libro "the behavioral advantage: what the smartest, most successful companies do differently to win in the b2b arena (en Inglés)"

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.