The influence economy : decoding supplier-induced demand / Maxim Sytch.

Format:

Book

Author/Creator:

Sytch, Maxim, author.

Series:

Oxford scholarship online.

Oxford scholarship online

Language:

English

Subjects (All):

Consumer behavior.

Consumers--Psychology.

Consumers.

Marketing--Psychological aspects.

Marketing.

Demand (Economic theory).

Physical Description:

1 online resource (vii, 307 pages) : illustrations

Edition:

1st ed.

Place of Publication:

New York, NY : Oxford University Press, [2025]

Summary:

Maxim Sytch explores the external influences that nudge buyers toward questionable decisions and consumption, revealing how professional services - consulting, marketing, banking, and legal firms - create demand for unnecessary and potentially harmful products and services. Sytch finds that such supplier-induced demand can take many forms, from superfluous reorganizations and frivolous lawsuits to ill-conceived acquisitions, which lead to wasted resources, demotivated workforces, and operational setbacks. Based on empirical analyses and interviews, Sytch identifies the conditions under which supplier-induced demand is likely to occur and offers insights into mitigating its effects in today's economy.

Contents:

Cover

Title Page

Copyright Page

Contents

Preface

1 What is this Book About?

2 Meet Supplier-Induced Demand

3 Uncertainty

4 The Power of Professional Service Firms

5 The Imperfect Agents

6 The Arrival of the Commercial Institutional Logic

7 The Change in Professionals' Identity

8 The Emergence of Supplier-Induced Demand

9 Evidence From Intellectual Property Litigation

10 Why Don't the Buyers Learn?

11 Looking Forward

Acknowledgments

References

Index.

Notes:

Includes bibliographical references and index.

Description based on online resource and publisher information; title from PDF title page (viewed on December 2, 2024).

Description based on publisher supplied metadata and other sources.

ISBN:

0-19-766518-7

0-19-766516-0

0-19-766517-9

OCLC:

1474471789