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The Dawn of marketing’s new golden age, The B2B Elements of Value, Luxury…

- - - - Product Manager Driven
      - Customer Manager Driven
  - - - Focus less on product profitability and more on cus- tomer profitability
- - - - Champion Power
      - Veto Power
      - Base of Power
        
        Reward Power
        
        Coercive Power
        
        Attraction Power
        
        Expert Power
        
        Status power
      - Six behavioral clues
        
        Observe communications in the buying company
        
        Where the true buying power lies
        
        Buying-center decision makers may be dis- liked by those with less power
        
        High-power buyers tend to be one-way information centers
        
        The most powerful buying-center mem- bers are probably not the most easily identi- fied or the most talkative members of their groups
        
        No correlation exists between the func- tional area of a manager and his or her power within a company
  - - - (1) isolating the powerful buying-center members
      - (2) identifying what they want in terms of both their hot buttons and specific needs
      - (3) assessing their per- ceptions of the situation