Sandy Jap holds the Sarah Beth Brown Endowed Professorship of Marketing Chair. She joined the faculty in 2001 and prior to that was on the faculty at the Sloan School at MIT and the Wharton School at the University of Pennsylvania. She has published widely on the development of organizational relationships, go-to-market strategies, and e-procurement. She is the author of Partnering with the Frenemy, a book on the dark side of business relationships and A Field Guide to Channel Strategy, a how-to book on going to market strategy. She is an international speaker, expert witness, and consultant to a wide range of industries and firms.
Sandy has won numerous awards for her impact on the field and the work has received significant attention from the academic community and the marketplace, including The Wall Street Journal,CFO Magazine, and Harvard Business Review. She is an editorial board member at leading marketing journals, a visible leader in the marketing discipline,
She teaches channel strategy and retailing management for MBA, executive, and undergraduate programs, and the marketing strategy seminar in the PhD program. She is a co-founder of the Emory Marketing Analytics Center (MAC). She received her PhD from the University of Florida (Go Gators!) and enjoys spending time with her kids. Tennis, red wine, and Cape Cod summers come in a very close second.
Areas of Expertise (8)
B2B Relationship Management
University of Florida: Ph.D., Marketing
University of Florida: B.Sc., Marketing
Media Appearances (9)
Disney’s Streaming Push Turned Amazon Into Its Frenemy
When Walt Disney Co. launched its new streaming service last week, it had a key partner: Amazon.com Inc.
Many consumers connected to Disney+ through the tech giant’s Fire TV digital media players. And Amazon Web Services helped deliver Disney’s movies and TV shows to viewers through its cloud-computing network. But Amazon is also Disney’s streaming competitor -- one of many so-called frenemies in the burgeoning market for online TV.
The role of behavior in managing mergers
Emory Business print
Despite corporate interest in M&As as a growth strategy, research indicates that financial returns on such deals often fall short of expectations.
Marketing expert, author Sandy Jap to speak at Bedding Conference
Furniture Today online
Marketing professor and author Sandy Jap will be one of the featured speakers at Furniture/Today’s upcoming Bedding Conference, set for May 10-12.
Jap, a professor of marketing at the Goizueta Business School at Emory University, will look at changing buying trends in the overall retail marketplace and in mattress industry, which includes the rise of online retailers. Her address is titled, “It’s not what consumers want to buy, it’s about how they buy.”...
New semester brings new resources, programs and events across Emory
Emory News Center online
New book: Sandy Jap, professor of marketing, is the author of "Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success" (Pearson FT Press, Dec. 21, 2015). Jap's research focuses on helping to anticipate, prevent and solve the problems that lead close professional relationships to implode — applicable to businesses, nonprofits, government agencies, and any other group whose success depends on ongoing external partnerships...
How to pick the perfect business partner
While it might seem logical to launch a new venture with someone you get along with, that closeness can actually be a drawback, says Sandy Jap, a professor of marketing at Emory University and author of Partnering with the Frenemy.
The 'squishy' side of B2B
Emory 404 Newsletter online
Business relationships fail more often than they succeed. Enter Sandy Jap, an expert in interorganizational relationships, whose research spans industries and organizations in both profit and nonprofit spaces.
Four Area Malls To Open Thanksgiving Day
90.1 WABE online
Sandy Jap, a professor of marketing at Emory’s Goizueta Business School, said trend analysis from the last few years showed an increasing number of people were shopping online post-Thanksgiving feast.
“These brick and mortar retailers are trying to match what’s happening online,” Jap said...
Macy’s the latest retailer to say it will open Thanksgiving night
The Washington Times online
“Part of this is growing demand on the part of customers, but a greater factor is likely the competition from online stores,” said Sandy Jap, a marketing professor at Emory University’s Goizueta Business School. “The past few years we have seen a growing number of holiday sales move online, as customers increasingly demand to be able to shop on their terms. When major retailers choose to open earlier, it puts pressure on other bricks-and-mortar retailers to follow suit.”...
Behind Frenemy Lines
Navigating Business Relationships and the Challenges of “Frenemization”
In an environment with increasing competition and a growing need for operational efficiencies and customer orientation, retailers are looking beyond their organizational boundaries to develop and leverage the resources and capabilities of their supply chain ...
This paper employs organizational learning theory to examine the short-term effect of past export performance, and internal (management) and external (market) forces on marketing strategy adaptation and current export performance. Results from a survey of ...
As the use of online reverse auctions in industrial-sourcing activities grows, buyers and suppliers are increasingly concerned about these auctions' effects on their interorganizational performance (ie, suspicions of opportunism, overall satisfaction, and ...
This research examines the evolution of cooperative interorganizational relationships and provides an empirical test of four propositions from the DSO (Dwyer et al. 1987) life-cycle theory, and one proposition from the RV (Ring and Van de Ven 1994) theory of ...