The Influence Economy - Maxim (Jack D. Sparks Whirlpool Corporation Research Professor of Business Administration and Professor of Management and Organizations Sytch - Bog

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.