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Terry R. Bacon
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Behavioral Advantage, The: What the Smartest, Most Successful Companies Do Differently to Win in the B2B Arena Hardcover – January 1, 2004

by Terry R. Bacon (Author), David G. Pugh (Author)
4.4 4.4 out of 5 stars 8 ratings
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In their book Winning Behavior, 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 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. 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.
Previous page
  1. Print length
    320 pages
  2. Language
    English
  3. Publisher
    Amacom Books
  4. Publication date
    January 1, 2004
  5. Dimensions
    6.25 x 1.25 x 9.25 inches
  6. ISBN-10
    9780814472255
  7. ISBN-13
    978-0814472255
  8. See all details
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The Amazon Book Review
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Editorial Reviews

About the Author

Terry R. Bacon and David G. Pugh (Durango, CO) are cofounders of the Lore Institute, a professional development and corporate education company. They are the coauthors of Winning Behavior. Bacon is also the author of Selling to Major Accounts and dozens of other books, articles, and papers.

Product details

  • ASIN ‏ : ‎ 0814472257
  • Publisher ‏ : ‎ Amacom Books; First Edition (January 1, 2004)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 320 pages
  • ISBN-10 ‏ : ‎ 9780814472255
  • ISBN-13 ‏ : ‎ 978-0814472255
  • Item Weight ‏ : ‎ 1.3 pounds
  • Dimensions ‏ : ‎ 6.25 x 1.25 x 9.25 inches
  • Customer Reviews:
    4.4 4.4 out of 5 stars 8 ratings

About the author

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Terry R. Bacon

Terry R. Bacon

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Terry R. Bacon is a poet, playwright, and award-winning author of over a dozen books, including The Elements of Power, Elements of Influence, and What People Want. Executive Excellence named him one of the Top 100 Thinkers on Leadership in the World. He has a Ph.D. in Literary Studies from the American University and a B.S. in Engineering from West Point. A world traveler, he now resides in the mountains of southwest Colorado with his wife, Debra. He was the sax player in a rock band in his youth and today plays the alto and tenor saxophone, guitar, and baritone ukulele. He studies history and cosmology in his spare time and is an active blogger when he is not working on another writing project. Storm Warning is his first novel. His next novel, The Cerulean Ark, is forthcoming in 2024.

Customer reviews

4.4 out of 5 stars
4.4 out of 5
8 global ratings

Top reviews from the United States

Mike Medrzycki
5.0 out of 5 stars Make a difference by winning work with a proven process!
Reviewed in the United States on September 28, 2015
Verified Purchase
Best business book regarding client development process I have read and followed up by implementing the process and winning work utilizing the approach!

Highly recommend.....
One person found this helpful
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BAI Tian
4.0 out of 5 stars It's nice! Merci!
Reviewed in the United States on October 25, 2007
It is nice and on time. It has great efficiency.
C'est bien. Merci beaucoup!
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L. Forester
5.0 out of 5 stars arrived in a timely manner and is exactly as described.
Reviewed in the United States on December 19, 2015
Verified Purchase
arrived in a timely manner and is exactly as described.
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sharon Holbrook
5.0 out of 5 stars Another Winner
Reviewed in the United States on April 23, 2004
Every page of this book is competitive gold. The book beautifully elaborates on the thinking processes that B2B companies use to gain competitive advantage in an ever-tightening market. It will help company leaders counter unproductive behavior, and function in highly competitive industries.
Generally, I tend to rate business books on how well they help me understand the business and industry I work in, and using those guidelines , I found this book to be extremely valuable. There are many original, great ideas presented in this book which stand alone on their own merit . However, Pugh and Bacon also build upon their previous book, Winning Behavior, which showed the paradox that well managed companies, like the Men's Warehouse, have built successful business models that listen to customers and employ behavioral differentiation, and yet are not emulated by their competition.
The authors draw on a large body of case histories and business theory to present a fresh and compelling case, reminiscent of Pugh's earlier work in Proposing to Win, which has helped me a great deal. This work differs from most business books by establishing a model, and then making innovative predictions based on that model. For that reason alone, it is more valuable than the typical management book, which simply documents what was successful elsewhere, without a real analysis as to the reasons and limitations of this success.
9 people found this helpful
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Vanster
3.0 out of 5 stars Too much chess analogy
Reviewed in the United States on March 5, 2006
I love the book, Winning Behavior, but this one is disappointing. The authors spent 6 chapters or 170 pages on chess analogy: on Opening Game, Early Middle Game, Mid Middle Game, Late Middle Game, End Game. Trust me, I am a chess player and love it. It still wears on me after a couple chapers. The same contents started to repeat. This book might be beneficial for a sales people, but this is a tough read.
2 people found this helpful
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