The behavioral advantage : what the smartest, most successful companies do differently to win in the B2B arena
Terry R. Bacon and David G. Pugh
| Year of publication: |
c2004
|
|---|---|
| Authors: | Bacon, Terry R. ; Pugh, David George |
| Institutions: | AMACOM (contributor) |
| Publisher: |
New York, NY [u.a.] : AMACOM |
| Subject: | Beziehungsmarketing | Relationship marketing | Lieferantenmanagement | Supplier relationship management | Wettbewerbsstrategie | Competitive strategy | Arbeitspsychologie | Organizational psychology | Strategisches Management | Strategic management |
| Description of contents: | Table of Contents [gbv.de] ; Table of Contents [loc.gov] |
| Extent: | XI, 308 S Ill., graph. Darst 25 cm |
|---|---|
| Type of publication: | Book / Working Paper |
| Language: | English |
| Notes: | 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: | 0-8144-7225-7 |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10001813781