01911nam a22003734a 4500 ebr10057976 CaPaEBR m u cr cn||||||||| 031105s2004 nyua sb 001 0 eng 2003024328 0814472257 (hardcover) CaPaEBR CaPaEBR (OCoLC)56072875 HD58.7 .B34228 2004eb 658/.001/9 22 Bacon, Terry R. The behavioral advantage [electronic resource] : 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. 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. Electronic reproduction. Palo Alto, Calif. : ebrary, 2013. Available via World Wide Web. Access may be limited to ebrary affiliated libraries. Organizational behavior. Organizational effectiveness. Strategic planning. Selling Psychological aspects. Customer relations. Industrial management. Electronic books. local Pugh, David G. (David George), 1944- ebrary, Inc. http://site.ebrary.com/lib/rucke/Doc?id=10057976 An electronic book accessible through the World Wide Web; click to view 170886 170886