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.
- ISBN10 0814416705
- ISBN13 9780814416709
- Publish Date 19 June 2018 (first published 12 May 2004)
- Publish Status Active
- Publish Country US
- Publisher HarperCollins Focus
- Imprint Amacom
- Format Paperback
- Pages 320
- Language English