Sandy D. Jap | Presentations


Winning the Coming Channel War

“Winning the New Channel War” presentation at the October 2018 Annual Sales Management Conference

Behind Frenemy Lines: Leveraging Business Relationships in Competitive Industries

Behind Frenemy Lines Webinar, May 30, 2018

Going to Market in the 21st Century

Keynote at University of Francisco Marroquin, Guatemala City, Guatemala on March 1, 2018

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ISBM Big Talk 2016 Video

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"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.


Wharton Interactive Media Initiative WIMI & MSI Crossplatform and Multichannel Customer Behavior Invitational Conference, January 2010.

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.




Trustees Meeting on "Building Trust in a Digital Age," April 2013

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