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The behavioral advantage : = what th...

Bacon, Terry R.

The behavioral advantage : = what the smartest, most successful companies do differently to win in the B2B arena /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	The behavioral advantage :/ Terry R. Bacon and David G. Pugh.
Reminder of title:	what the smartest, most successful companies do differently to win in the B2B arena /
Author:	Bacon, Terry R.
other author:	Pugh, David G.
Published:	New York :AMACOM, : c2004.,
Description:	xi, 308 p. :ill. ; : 25 cm.;
Subject:	Organizational behavior. -
Online resource:	http://www.loc.gov/catdir/toc/ecip0411/2003024328.html
ISBN:	0814472257 (hardcover) :

The behavioral advantage : = what the smartest, most successful companies do differently to win in the B2B arena /
Bacon, Terry R.

The behavioral advantage :what the smartest, most successful companies do differently to win in the B2B arena /Terry R. Bacon and David G. Pugh. - New York :AMACOM,c2004. - xi, 308 p. :ill. ;25 cm.

Includes bibliographical references and index.

The death of selling -- The changing world of buying and selling -- The chemistry of preference -- Checkmate! : how business development is like chess -- Opening game : conditioning the market -- Middle game : conditioning the customer -- Middle game : building a powerful position -- Late middle game positioning -- End game : conditioning the deal -- Creating a behavioral differentiation strategy -- We are finding it increasingly difficult.

ISBN: 0814472257 (hardcover) :NT1320

LCCN: 2003024328Subjects--Topical Terms:

72798
Organizational behavior.

LC Class. No.: HD58.7 / .B34228 2004

Dewey Class. No.: 658/.001/9

The behavioral advantage : = what the smartest, most successful companies do differently to win in the B2B arena /
LDR:01219cam0 22002171 450L 001 62614
003 DLC
005 040916091658.0
008 090515s2004 nyua b 001 0 eng
010 $a 2003024328
019 $a 978 2003024283
020 $a 0814472257 (hardcover) : $c NT1320
035 $a g00035627
040 $a DLC $c DLC $d DLC
050 0 0 $a HD58.7 $b .B34228 2004
082 0 0 $a 658/.001/9 $2 22
100 $a Bacon, Terry R. $3 100677
245 1 4 $a The behavioral advantage : $b what the smartest, most successful companies do differently to win in the B2B arena / $c Terry R. Bacon and David G. Pugh.
260 $a New York : $c c2004. $b AMACOM,
300 $a xi, 308 p. : $b ill. ; $c 25 cm.
504 $a Includes bibliographical references and index.
505 0 $a The death of selling -- The changing world of buying and selling -- The chemistry of preference -- Checkmate! : how business development is like chess -- Opening game : conditioning the market -- Middle game : conditioning the customer -- Middle game : building a powerful position -- Late middle game positioning -- End game : conditioning the deal -- Creating a behavioral differentiation strategy -- We are finding it increasingly difficult.
650 $a Organizational behavior. $3 72798
650 $a Organizational effectiveness. $3 73118
650 $a Strategic planning. $3 96072
650 $a Selling $x Psychological aspects. $3 100678
650 $a Customer relations. $3 100538
650 $a Industrial management. $3 96795
700 $a Pugh, David G. $q (David George), $d 1944- $3 100676 $3 174912
856 4 1 $3 Table of contents $u http://www.loc.gov/catdir/toc/ecip0411/2003024328.html