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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Terry Bacon and David Pugh's book: "Winning Behavior: What the Smartest, Most Successful Companies Do Differently".
This complete summary of the ideas from Terry Bacon and David Pugh's book "Winning Behavior" shows that winning companies treat their customers better than anyone else. In this way, they earn what can be termed as “behavioural differentiation”. In their book, the authors explain that behavioural differentiation has now become the foundation for a sustainable competitive advantage, with the new imperative in business being to organise your firm to consistently out-behave your rivals. This summary will teach you how to improve your leadership, culture, processes, reward systems and infrastructure in order to deliver exceptional behaviour every time.
Added-value of this summary:
• Save time
• Understand key concepts
• Expand your knowledge
To learn more, read "Winning Behavior" and discover the key to out-behaving your rivals.
Das E-Book können Sie in Legimi-Apps oder einer beliebigen App lesen, die das folgende Format unterstützen:
Seitenzahl: 35
Veröffentlichungsjahr: 2014
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Book PresentationWinning Behavior by Terry Bacon and David Pugh
Book Abstract
About the Author
Important Note About This Ebook
Summary of Winning Behavior (Terry Bacon and David Pugh)4
1. The concept of behavioral differentiation
2. The four frontiers of behavioral differentiation
3. How to create and sustain behavioral differentiation
Book PresentationWinning Behavior by Terry Bacon and David Pugh
Book Abstract
MAIN IDEA
Winning companies don’t necessarily have better products or lower prices than their competitors. Instead, they treat their customers better than anyone else. In this way, they earn what can be termed as “behavioral differentiation” (BD) – they differentiate themselves by treating their customers better.
Accordingly, highly successful companies organize themselves around the ideal of providing exceptional service to their customers. Their leadership, culture, processes, reward systems and infrastructure are all geared towards making the delivery of exceptionally good behavior the norm rather than the exception. In this way, behavioral differentiation becomes the foundation for a sustainable competitive advantage.
The new imperative in business today is not to keep coming up with new and improved products, or to drive prices down continually lower. Instead, the challenge today is to organize your firm to consistently out-behave your rivals.
“We believe that behavioral differentiation is emerging as the final frontier in competitive strategy. It is the one domain of differentiation where you can still achieve and sustain significant gains. To be sure, it’s not a substitute for product quality, price competitiveness, or customer satisfaction. Among excellent companies today, these are requisites. Without them, you will not even be in the game. But when you and your rivals all have met these criteria, behavioral differentiation can turn the tide in your favor. It can make the difference when your customers are unable to tell you and your competitors apart on technical capability, product quality, price and other traditional differentiators.”
– Terry Bacon and David Pugh
About the Author
TERRY BACON is cofounder and president of Lore International Institute, an executive coaching and business consulting firm. A graduate of the United States Military Academy at West Point and the American University, Dr. Bacon is the author of nearly eighty books including Leadership Through Influence, Effective People Skills, Helping Customers Buy and Leading in a Boundary-less Organization.
DAVID PUGH is a cofounder and executive vice president of Lore International Institute. He specializes in business proposal design and writing techniques. Dr. Pugh (a graduate of Washington State University, the Wharton School, Stanford Graduate School of Business and the University of Chicago Graduate School of Business) is the co-author (along with Dr. Bacon) of Proposing to Win.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of Winning Behavior (Terry Bacon and David Pugh)
1. The concept of behavioral differentiation
Winning companies out-behave their less-successful rivals. They become the suppliers of choice for their customers because customers like working with them. This is the essence of the concept of behavioral differentiation (BD) – making customers want to do business with you even though there are many other choices available in the marketplace. In an era of superior products, high levels of service and rivals who can readily copy your offerings, BD is the sole remaining domain where a competitive advantage can be gained and sustained.
In business, differentiating your product and service offerings is highly desirable because:
It allows you to charge higher prices.It allows you to increase your market share.It will enable you to excel while competitors merely survive.If you take a simplified and uncomplicated view of whatever you are attempting to do in business, you will see there are really only three things you can manage to attempt to generate some differentiation for your firm:
Products
