The behavioral advantage what the smartest, most successful companies do differently to win in the B2B arena /
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| Corporate Author: | |
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| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York :
AMACOM,
c2004.
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| Subjects: | |
| Online Access: | An electronic book accessible through the World Wide Web; click to view |
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| 005 | 20171002053629.0 | ||
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| 007 | cr cn||||||||| | ||
| 008 | 031105s2004 nyua sb 001 0 eng | ||
| 010 | |z 2003024328 | ||
| 020 | |z 0814472257 (hardcover) | ||
| 035 | |a (CaPaEBR)ebr10057976 | ||
| 035 | |a (OCoLC)56072875 | ||
| 040 | |a CaPaEBR |c CaPaEBR | ||
| 050 | 1 | 4 | |a HD58.7 |b .B34228 2004eb |
| 082 | 0 | 4 | |a 658/.001/9 |2 22 |
| 100 | 1 | |a Bacon, Terry R. | |
| 245 | 1 | 4 | |a The behavioral advantage |h [electronic resource] : |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 : |b AMACOM, |c c2004. | ||
| 300 | |a xi, 308 p. : |b ill. | ||
| 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. | |
| 533 | |a Electronic reproduction. |b Palo Alto, Calif. : |c ebrary, |d 2013. |n Available via World Wide Web. |n Access may be limited to ebrary affiliated libraries. | ||
| 650 | 0 | |a Organizational behavior. | |
| 650 | 0 | |a Organizational effectiveness. | |
| 650 | 0 | |a Strategic planning. | |
| 650 | 0 | |a Selling |x Psychological aspects. | |
| 650 | 0 | |a Customer relations. | |
| 650 | 0 | |a Industrial management. | |
| 655 | 7 | |a Electronic books. |2 local | |
| 700 | 1 | |a Pugh, David G. |q (David George), |d 1944- | |
| 710 | 2 | |a ebrary, Inc. | |
| 856 | 4 | 0 | |u http://site.ebrary.com/lib/daystar/Doc?id=10057976 |z An electronic book accessible through the World Wide Web; click to view |
| 908 | |a 170314 | ||
| 942 | 0 | 0 | |c EB |
| 999 | |c 62248 |d 62248 | ||