The Influence Economy
Decoding Supplier-Induced Demand
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Product details:
- Publisher OUP USA
- Date of Publication 8 May 2025
- ISBN 9780197665152
- Binding Hardback
- No. of pages320 pages
- Size 224x140x35 mm
- Weight 544 g
- Language English 700
Categories
Short description:
In The Influence Economy, 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.
MoreLong description:
What shapes a buyer's needs and wants? In The Influence Economy, Maxim Sytch explores the 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. Such supplier-induced demand can take many forms, including superfluous reorganizations, frivolous lawsuits, and ill-conceived acquisitions. These actions may not only fail to produce positive outcomes but can also inflict detrimental consequences on the buying organization, from squandering valuable resources and demotivating the workforce to disrupting business operations and causing various operational, legal, and financial setbacks.
Supplier-induced demand is not uniform but occurs under specific circumstances. Through empirical analyses and interviews with buyers and sellers of professional services, Sytch reveals the conditions under which supplier-induced demand is most likely to occur. The book argues that the conditions that give rise to supplier-induced demand are increasingly characteristic of today's broader knowledge-based economy, with significant implications for managerial control, vertical integration, and the economics of agglomeration. Ultimately, Sytch lays the groundwork for a systematic understanding of the contemporary influence economy and identifies potential strategies for organizations and policymakers to counteract its adverse effects.
Captivating read! Superbly written blend of classic research, fresh thinking, and spot-on field work, The Influence Economy is a deep dive into the arcane world of professional services. Lawyers, bankers, consultants, and the like are often wise, well-meaning advisors, but also can create demand for unnecessary, even harmful corporate actions. Full of provocative questions. Be prepared to think!
Table of Contents:
Preface
What is this Book About?
Meet Supplier,Induced Demand
Uncertainty
The Power of Professional Service Firms
The Imperfect Agents
The Arrival of the Commerical Institutional Logic
The Change in Professionals' Identity
The Emergence of Supplier,Induced Demand
Meet Supplier,Induced Demand
Why Don't the Buyers Learn?
Looking Forward
References
Index
