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Behavioral Advantage, The: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena
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ISBN
:
9780814472255
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Publisher
:
AMACOM
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Subject
:
Children's, / Teenage & Educational, Social Services & Welfare, Criminology, Industry & Industrial Studies
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Binding
:
HARDCOVER
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Pages
:
320
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Year
:
2004
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2384.0
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Description
The "Behavioral Advantage" 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 all internal values, policies, practices and behaviors fully aligned to make the most of resources and capabilities; a smart and efficient middle game, in which the company builds and strengthens its position with the customer, thereby outflanking competitors; and a confident and smooth endgame that assures a successful relationship and lays the groundwork for equally successful future games.
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