Biography

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 strategic partnering and 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 lifetime achievement awards and fellow designations for her impact on the field. Her 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, and a visible leader in the marketing discipline. She teaches channel strategy and retailing management for MBA and executive programs, as well as 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.

Education

  • PhD in Marketing
    University of Florida
  • BSc in Marketing
    University of Florida

Winning the new channel war on Amazon and third-party platforms

ScienceDirect
Sandy D.Jap, WhitneyGibson, DeniseZmuda
February 8, 2023
The top online marketplaces in the world, such as Alibaba, Amazon, eBay and others, sold $2.7 trillion in 2020, or 62% of global web sales that year. Despite the promise of unfettered access to customers, the reality is that most sellers struggle with unprecedented unauthorized “rogue resellers.” These often anonymous, third party individuals and firms may not provide the quality experiences aligned with customers’ expectations of a brand and often market their goods in competition with trusted partners.

Can Encroachment Benefit Hotel Franchisees?

SAGE Journals
TI Tongil Kim, Sandy D. Jap
February 8, 2023
Franchise encroachment is the addition of an outlet in the vicinity of existing franchisees. It is a highly contentious issue resulting in revenue cannibalization of incumbent locations. Against this backdrop, we consider the possibility that the addition of same brand outlets can in fact, create positive effects via customer utility and ultimately, benefit franchisees. This may be due to a range of mechanisms such as quality signaling, learning, or brand awareness, resulting in a positive pathway on franchisee performance.

Many (Un)happy Returns? The Changing Nature of Retail Product Returns and Future Research Directions

ScienceDirect
Thomas S.Robertson, Ryan Hamilton, Sandy D. Jap
February 8, 2023
The sheer magnitude of product returns should give anyone interested in retailing pause: in 2018, out of $3,688 billion in total retail sales, $369 billion—roughly 10%!—were returned to retailers post-purchase (National Retail Federation 2018). Ofcourse, the headline number alone does not tell the whole story. Returns, which often vary by channel (higher for online than offline sales) and by season (higher during the winter holidays), also differ dramatically in terms of how “legitimate” the returns are, how difficult they are to process, how re-sellable the items are, and how positively or negatively the returns process affects customers’ attitudes toward the retailer. Each of these factors can have major implications for retailers’ short and long-term performance.