The behavioral advantage
Subtitle: what the smartest, most successful companies do differently to win in the B2B arena
By: Terry R. Bacon and David G. Pugh.
Contributors: Pugh, David G. 1944-
Publisher: AMACOM
Published: 2004
Place of publication: New York
Language: eng
Number of pages: 308
Subjects: Organizational behavior.; Organizational effectiveness.; Strategic planning.; Selling -- Psychological aspects.; Customer relations.; Industrial management.
Notes: Includes bibliographical references and index.
Table of contents: title: The death of selling; title: The changing world of buying and selling; title: The chemistry of preference; title: Checkmate! : how business development is like chess; title: Opening game : conditioning the market; title: Middle game : conditioning the customer; title: Middle game : building a powerful position; title: Late middle game positioning; title: End game : conditioning the deal; title: Creating a behavioral differentiation strategy; title: We are finding it increasingly difficult.