Sandy Jap

In 2016 Sandy was awarded a Lifetime Achievement Award from the American Marketing Association (AMA) Interorganizational Special Interest Group (IOSIG) for her long-term contributions and impact on the discipline and research excellence. Her work has received significant attention from the academic community and the marketplace, and her recent books Partnering with the Frenemy and A Field Guide to Channel Strategy are gaining increasing attention and influence. She is an editorial board member at leading marketing journals and her work appears in a variety of books.

Sandy Jap has been a member of the marketing faculty at Emory University since 2001. Her research centers on the development of organizational relationships, go-to-market strategies, and e-procurement. Her current focus is the development of decision support systems for multichannel sales attribution and media optimization as well as resource allocation for partnership management.

She is a co-founder of the Emory Marketing Analytics Center (MAC) and began her career on the faculty at the Sloan School of Management at the Massachusetts Institute of Technology. She has been a Visiting Associate Faculty member at the Wharton School at the University of Pennsylvania. She teaches channel strategy and retailing management for MBA, executive, and undergraduate programs, and the marketing strategy seminar in the PhD program. She received her PhD from the University of Florida (Go Gators!) and enjoys life with her kids. Tennis, red wine, and Cape Cod summers come in a very close second.

Sandy is also a visible leader in the marketing discipline, having served on the American Marketing Association's (AMA) Academic Council from 2008 until her completed terms as the Council President in 2014, and Past President in 2015. She is currently an AMA Board Member and the Chairperson of AMA's Foundation, which encourages giving excellence and investing in the discipline's diversity and social efforts.

RESEARCH

Sandy Jap is a behavioral theorist - she draws on a wide range of disciplines such as marketing, social psychology, economics, organizational theory, and strategy to inform business management issues. Her research is multimethod, spanning survey methodologies, secondary datasets and lab and field experiments.

Her work has involved thousands of managers and executives from organizations all around the world, and virtually every industry. She is fundamentally concerned with why some collaborative relationships can grow the pie for everyone involved, while others devolve and leave lasting scars. Her work spans numerous industries including agricultural, automotive, chemical, consumer packaged goods, high technology, petroleum, the military, and many more.

Sandy's latest research efforts investigate social media selling strategies. Click here for a recent interview of her findings. If you would like to learn more about this work or how to participate in these studies, contact her directly.

Areas of Expertise

• B2B Routes to Market
• Strategic Partnerships
• Omnichannel Strategy
• B2B and Channel Analytics
• Social Media Selling
• Direct Selling

Education

• Doctor of Philosophy (PhD) University of Florida (1990 — 1995)
• Bachelor of Science (BS) University of Florida

PUBLICATIONS

• Seggie, Steven H., David A. Griffith, and Sandy D. Jap (2013), "Passive and Active Opportunism in Interorganizational Exchange," Journal of Marketing, 77(6), 73-90.
• Jap, Sandy D., Diana C. Robertson, Aric Rindfleisch, and Ryan P. Hamilton (2013), "Low Stakes Opportunism" Journal of Marketing Research, 50(2), 216-27.
• Haruvy, Ernan and Sandy D. Jap (2013), "Differentiated Bidders and Bidding Behavior in Procurement Auctions," Journal of Marketing Research, 50(2), 241-58.
• Lin, Chen, Sriram Venkatraman, and Sandy D. Jap (2013), "Media Multiplexing Behavior: Implications for Targeting and Media Planning," Marketing Science, 32(2), 310-24.
• Sa Vinhas, Alberto, Jan B. Heide and Sandy D. Jap (2012), "Consistency Judgments, Embeddedness, and Relationship Outcomes in Interorganizational Networks," Management Science, 58(5):996-1011.
• Jap, Sandy D., Diana C. Robertson and Ryan Hamilton (2011), "The Dark Side of Rapport: Agent Misbehavior Face-to-Face and Online," with Diana Robertson and Ryan Hamilton, Special Issue on Marketing Within the Enterprise and Beyond, Pradeep Chintagunta and Preyas Desai eds., Management Science, forthcoming.
• Electronic Companion - The Dark Side of Rapport: Agent Misbehavior Face-to-Face and Online.
• Wang, Qiong, Ujwal Kayande, and Sandy D. Jap (2010), "The Seeds of Dissolution: Discrepancy and Incoherence in Buyer-Supplier Exchange," Marketing Science, 29(6), 1109-24.
• Van Bruggen, Gerrit H., Kersi Antia, Sandy D. Jap, Werner Reinartz, and Florian Pallas (2010), "Managing Marketing Channel Multiplicity," Journal of Service Research, Special Issue of the Third Thought Leadership Conference, 13(3), 331-40.
• Overby, Eric and Sandy Jap (2009), "Electronic and Physical Market Channels: A Multi-Year Investigation in a Market for Products of Uncertain Quality," Management Science, 55(6), 940-57.
• Shankar Ganesan, Morris George, Sandy Jap, Robert Palmatier, and Barton Weitz (2009), "Supply Chain Management and Retailer Performance: Emergent Trends, Issues and Implications for Research and Practice," Special Issue on Retailing Thought Leadership, Journal of Retailing, 85(1) 84-94.

ACHIEVEMENTS AND HONORS

• 2020 Marketing Science Institute (MSI) Academic Fellow, as an elite academic expert in core research domains and methodologies.
• 2019 Marketing Management Association (MMA) Innovative Marketing Award, for innovative contributions to the marketing discipline.
• 2018 Leonard L. Berry Marketing Book Award Finalist, this award recognizes innovative ideas published in a book within the last three years that has had a significant impact in marketing and related sub-fields. Received for Partnering with the Frenemy Winner of the AMA Global Marketing SIG Research in Excellence Award in 2018 for the article with Luis Filipe Lages and David A. Griffith (2008), “The Role of Past Performance in Export Ventures: A Short-Term Reactive Approach,” Journal of International Business Studies, 39(2), 304-325.
• Sarah Beth Brown Endowed Professor of Marketing, 2017, given by the John and Rosemary Brown Family Foundation in honor of their daughter, Sarah Beth, who is an Emory alum. Winner of the Business Horizon Best Article Award in 2017 for the article with Frédéric Dalsace, “The Friend or Foe Fallacy, or Why Your Best Customers Don’t Need Your Friendship,” Business Horizons, 60, 483-93.
• ISBM Fellow, 2016, given by the Institute for Business Markets at the Pennsylvania State University to a recognized senior scholar/thought leader in one or more domains of B2B marketing.
• Lifetime Achievement Award, 2016, given by the American Marketing Association (AMA) Interorganizational Special Interest Group (IOSIG) for (1) long-term and significant contributions to various streams of interorganizational research such as channel management, interfirm alliances, buyerseller relationships, and relationship marketing among others, (2) sustained record of research excellence in the domain, and (3) service to the academy and/or profession.
• DSEF Fellow, 2016, given by the Direct Selling Education Foundation, for the opportunity to work with Foundation and industry executives to gain deeper insights into direct selling as a channel of distribution as a go-to-market business strategy and pathway to micro-entrepreneurship.
• Goizueta Term Chair, 2011, an internal term chair award that includes a reduced teaching load and expanded research budget.
• Dean’s Term Chair, 2009, an internal term chair award that includes a reduced teaching load and expanded research budget.
• Lou Stern Award, 2007, for the article on marketing channels and distribution with greatest impact on the field between three and eight years after publication. Received for the 2000 Journal of Marketing
• Research publication: “Control Mechanisms and the Relationship Lifecycle: Implications for Safeguarding Specific Investments and Developing Commitment,” with Shankar Ganesan.
• Caldwell Research Fellow Award, 2004, an internal award for research excellence that includes the title sof Caldwell Research Fellow and a $5,000 annual cash prize, both awarded for a period of two consecutive years.
• O’Dell Award Finalist, 2004, for the 1999 Journal of Marketing Research publication: “’Pie-Expansion’
• Efforts: Collaboration Processes in Buyer-Supplier Relationships.” This annual award is given by the Editorial Board to the paper that has the greatest impact on the field.
• Marketing Science Institute’s Young Scholar Award, 2003, given to top twenty “potential leaders of the next generation of marketing academics.” The criteria include receiving a Ph.D. within the last eight years, the number of articles published in leading marketing journals, and potential managerial interest in the scholar’s research.
• Best Article published in JPSSM in 2001, “The Strategic Role of the Salesforce in Developing Customer
• Satisfaction Across the Relationship Lifecycle” published in the Special Issue on Strategic Issues in Salesforce Management.
• Frank Batten Young Scholar Award, 2000, given to the top junior faculty in Operations and Information Technology for exemplary research in EBusiness and Supply Chain Management.
• Dissertation Award, sponsored by the Academy of Marketing Science and Mary Kay Cosmetics, 1996.
• Doctoral Consortium Representative, sponsored by the American Marketing Association, hosted by the University of Santa Clara, 1994.
• Alden G. Clayton Doctoral Dissertation Proposal Competition Award, sponsored by the Marketing Science Institute, 1993, $5,000.
• Doctoral Dissertation Competition Finalist, sponsored by the Institute for the Study of Business Markets, the Pennsylvania State University, 1993.
• Graduate Minority Fellowship Award, sponsored by the University of Florida, 1991-1994.