Marketing professor writes on how to manage business relationships

Partnering with the Frenemy

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ATLANTA Sandy Jap, Professor of Marketing at Emory University, 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).

Partnering with the Frenemy is about the dark side of business relationships. Why do crucial business partnerships and alliances fail so often, and how organizations keep it from happening? Jap answers these questions, 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.

Drawing on cutting-edge research, Jap illuminates the widespread “frenemy” phenomenon in organizational partnerships, where partners who start as non-competitive “friends” become “enemies” over time. First, she identifies the economical and structural causes of “frenemization,” in which success creates imbalances in power dynamics, leading partners to rebalance their relationships in ways that cause resentment, contempt, and often direct competition.

Professor Jap speaks frequently on issues related to organizational collaboration and partnering. Here is a clip of her remarks to the Marketing Science Institute’s Board of Trustees on the topic of organizational trust. She launched the Marketing Analytics Center at Emory and is a former faculty member at the MIT Sloan School of Management and the Wharton School. She is an expert on business-to-business management, channels of distribution, and go-to-market strategies. Her current focus is the development of decision support systems for multichannel sales attribution and media optimization.

Jap 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. Her work appears in a variety of books and she is an editorial board member at leading marketing journals. Partnering with the Frenemy is her first book.

Visit www.sandyjap.com for more information. Available for pre-order at http://amzn.to/1OCTTJE.

About Sandy Jap

Sandy Jap

Sandy Jap

Sandy Jap’s research focuses on the development and management of interorganizational relationships such as how to create and manage strategic alliances over time, how to balance their risks and rewards, and how to share the payoffs of close collaborations. These efforts have been conducted in a number of industries, including the aerospace, automotive, chemical, petroleum, and consumer product industries. The results of this work have been published in a variety of books and journals, including: the Journal of Marketing Research, the Journal of MarketingMarketing ScienceManagement ScienceOrganization ScienceSloan Management Review, and a wide array of special issues. She is an Editorial Board Member of the Journal of Marketing Research, and Marketing Letters, and is an Area Editor for the International Journal of Research in Marketing. More recently, she was named a Dean’s Term Chair Professor in 2009 and given the Lou Stern Award 2007 for the article in marketing channels and distribution with the greatest impact on the field three to eight years after publication. In 2003, she was named one of the top twenty “potential leaders of the next generation of marketing academics” by the Marketing Science Institute and in 2004 she was given the title of Caldwell Research Fellow, an internal award for research excellence.

Her current work involving online, reverse auctions has received significant attention from the academic community and the marketplace, including The Wall Street JournalCFO Magazine, and Harvard Business Review. It also earned her a Frank Batten Young Scholar Award, given to top junior faculty for exemplary research in E-Business and Supply Chain Management. She joined the Goizueta Business School in 2001; prior to that, Professor Jap was on the faculty at the Sloan School of Management at the Massachusetts Institute of Technology. Her teaching includes courses in channel management, internet marketing, CRM analytic fieldwork, and marketing management in MBA, BBA, and Executive Education programs.

She has a bachelor’s degree and a Ph.D in marketing from the University of Florida (Go Gators!). She is on the editorial review boards at the Journal of Marketing Research, International Journal of Research in Marketing, Marketing Letters. She is currently the President Elect of the American Marketing Association’s Academic Council. She joined Goizueta in 2001 after being on the Management Science faculty at the Sloan School at MIT. She was a visiting faculty member at the Wharton School at the University of Pennsylvania from 2008-2009. Professor Jap speaks frequently on issues related to organizational collaboration and partnering.

Here is a clip of her remarks to the Marketing Science Institute’s Board of Trustees on the topic of organizational trust. In 2010, she co-launched the Marketing Analytics Center (EmoryMAC), an initiative to facilitate research collaborations between industry and faculty and equip students in state-of-the-art analytical techniques.

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