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 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 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. She is an editorial board member at leading marketing journals, a visible leader in the marketing discipline,

She teaches channel strategy and retailing management for MBA, executive, and undergraduate programs, and 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.


  • PhD
    University of Florida
  • BSc
    University of Florida

In the News

  • November 19, 2019
    When Walt Disney Co. launched its new streaming service last week, it had a key partner: Inc. Many consumers connected to Disney+ through the tech giant’s Fire TV digital media players. And Amazon Web Services helped deliver Disney’s movies and TV shows to viewers through its cloud-computing network. But Amazon is also Disney’s streaming competitor -- one of many so-called frenemies in the burgeoning market for online TV.
  • May 22, 2019
    Women in the Academy and Professions
    In this regular feature, we hear from women academics and professionals about their lives, their faith, and the way it all intersects. Pull up a chair and join us as we chat with marketing professor Sandy Jap.
  • November 1, 2017
    Emory Business
    Despite corporate interest in M&As as a growth strategy, research indicates that financial returns on such deals often fall short of expectations.
  • February 15, 2016
    Navigating Business Relationships and the Challenges of “Frenemization”
  • January 20, 2016
    Furniture Today
    Marketing professor and author Sandy Jap will be one of the featured speakers at Furniture/Today’s upcoming Bedding Conference, set for May 10-12. Jap, a professor of marketing at the Goizueta Business School at Emory University, will look at changing buying trends in the overall retail marketplace and in mattress industry, which includes the rise of online retailers. Her address is titled, “It’s not what consumers want to buy, it’s about how they buy.”...
  • January 12, 2016
    Emory News Center
    New book: Sandy Jap, professor of marketing, 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). Jap's research focuses on 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...
  • January 1, 2016
    Atlanta Business Chronicle
    Most people go into business with the idea of being friends, but if strains occur that test their relationship, it’s not hard for those one-time “friends” in business to become “frenemies.”
  • CNN
    While it might seem logical to launch a new venture with someone you get along with, that closeness can actually be a drawback, says Sandy Jap, a professor of marketing at Emory University and author of Partnering with the Frenemy.
  • March 1, 2016
    Emory 404 Newsletter
    Business relationships fail more often than they succeed. Enter Sandy Jap, an expert in interorganizational relationships, whose research spans industries and organizations in both profit and nonprofit spaces.
  • November 27, 2013
    90.1 WABE
    Sandy Jap, a professor of marketing at Emory’s Goizueta Business School, said trend analysis from the last few years showed an increasing number of people were shopping online post-Thanksgiving feast. “These brick and mortar retailers are trying to match what’s happening online,” Jap said...
  • October 28, 2013
    The Washington Times
    “Part of this is growing demand on the part of customers, but a greater factor is likely the competition from online stores,” said Sandy Jap, a marketing professor at Emory University’s Goizueta Business School. “The past few years we have seen a growing number of holiday sales move online, as customers increasingly demand to be able to shop on their terms. When major retailers choose to open earlier, it puts pressure on other bricks-and-mortar retailers to follow suit.”...