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Winning Behavior
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Winning Behavior

Winning Behavior

What the Smartest, Most Successful Companies Do Differently

Terry R. Bacon, David G. Pugh

352 pages, parution le 11/07/2003

Résumé

How do the best companies consistently outstrip their competitors? It's all a matter of behavior.

In an age where even the best products are quickly imitated, businesses must constantly find new ways to outpace competitors. Successful companies differentiate themselves not just with superior products, but also by how they behave toward their customers at every touchpoint: service, product development, marketing, branding, bids and proposals, presentations, negotiations, and more.

Behavioral Differentiation is emerging as the "final frontier" in competitive strategy, and Winning Behavior shows how leading companies use it to exceed expectations and outperform competitors. This eye-opening book offers case histories and examples from companies like GE, Volvo, EMC, Ritz-Carlton, Wal-Mart, and Harley-Davidson, plus interviews with executives like George Zimmer (Men's Wearhouse), Colleen Barrett (Southwest Airlines), and Gerry Roche (Heidrick & Struggles).

In today's ultracompetitive business landscape, product quality and competitive pricing are prerequisites for staying afloat. Winning Behavior reveals the secrets the best companies use—and any business can use—to stay at the pinnacle of success in their industry.

Contents

  • The final frontier
  • We will assimilate you
  • You are how you behave
  • The four ways to create behavioral differentiation
  • The gold standards in behaviral differentiation
  • Random acts of kindness
  • Exceptional values
  • Living the promises
  • The engines that drive behavioral differentiation
  • Why Southwest Airlines soars: B2C behavioral differentiation
  • Searching for stars: B2B behavioral differentiation
  • Creating and sustaining behavioral differentiation

L'auteur - Terry R. Bacon

David G. Pugh and Terry R. Bacon (Durango, CO) are coauthors of Winning Behavior and The Behavioral Advantage, and cofounders of the Lore Institute, a professional development and corporate education company. Bacon is also the author of Selling to Major Accounts.

L'auteur - David G. Pugh

David G. Pugh : (Durango, CO) is cofounder and executive vice president of Lore and a recognized authority on marketing, sales, and proposal training.

David G. Pugh and Terry R. Bacon (Durango, CO) are coauthors of Winning Behavior and The Behavioral Advantage (0-8144-7225-7), and cofounders of the Lore Institute, a professional development and corporate education company. Bacon is also the author of Selling to Major Accounts.

Caractéristiques techniques

  PAPIER
Éditeur(s) Amacom
Auteur(s) Terry R. Bacon, David G. Pugh
Parution 11/07/2003
Nb. de pages 352
Format 16 x 23,5
Couverture Broché
Poids 680g
Intérieur Noir et Blanc
EAN13 9780814471630
ISBN13 978-0-8144-7163-0

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