"Partnering with the Frenemey", Webinar featuring Sandy Jap, Emory University:
DeKalb Business Today, host Matt Holmes welcomes a trio of business leaders with ties to Emory University. Emory professor Sandy Jap rounds out the panel, looking at how business relationships involving friends can go sour.
Seller Strategies in B2B Multi-Channels with Ernan Haruvy at the University of Texas at Dallas and Robert Zeithammer, UCLA. This presentation describes research that models a used car seller's decision to offer its car in an auction or a posted price channel in wholesale markets in light of the tradeoffs in timing, sales probability, and potential price premiums. We develop the implications for market and channel design, as well as how to improve the seller's price premium and sales probabilities. This research was supported by the Marketing Science Institute and the Wharton Customer Analytics Initiative.
In this presentation, Sandy and her coauthors, Ernan Haruvy and Robert Zeithammer," present their work in progress on seller choice strategies at an MSI-Wharton Customer Analytics Initiative conference at the Wharton School in Philadelphia, PA, 2010.
In today's competitive marketplace, it is virtually impossible for firms to create and deliver customer value entirely on their own. We often must rely on other firms for strategic manufacturing, distribution, sales, and digital capabilities. Firms who have entered into such collaborations have discovered that motivating and managing a partnership or alliance successfully over time is not for the faint at heart. In this session, we will examine key alliances such as those of Google, Samsung, and Apple, to discover the crucial drivers and incentives for alliance success. The emphasis will be on application to one's own firm and industry.
Here is Sandy presenting her research on Trust and Firms at the Marketing Science Institute's Trustees Meeting in Boston, MA 2013