http://www.loc.gov/mods/v3 http://www.loc.gov/standards/mods/v3/mods-3-2.xsd
1 online resource (vii, 307 pages) : illustrations
"This book explores supplier-induced demand in professional services, examining the conditions under which consulting, marketing, banking, and legal firms sell products and services that are unrelated to the buyer's needs. In the weak form of supplier-induced demand, procuring an additional service may result in no change in the buyer's outcome relative to not doing so; in the strong form, the buyer may be left worse off. The book unveils supplier-induced demand as a subtle but powerful influence by service providers stemming from the enabling market conditions, evolving professional identities, and the intricacies of buyer-seller relationships. The conditions that give rise to supplier-induced demand are increasingly characteristic of today's broader economy, with significant implications for managerial control, vertical integration, and the economics of agglomeration. Employing econometric research, in-depth interviews, and an extensive review of existing literature, the author lays the groundwork for a more systematic understanding of the contemporary influence economy and identifies potential strategies for organizations and policymakers to counteract its adverse effects"--
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
Includes bibliographical references and index.
New York, NY : Oxford University Press, [2025]