Sandy D. Jap

Research Interests

Professor Jap's research focuses on the development and management of B2B relationships, particularly in online, sourcing contexts. She has also examined problems such as how to create and manage strategic partnerships and alliances in the distribution and supply chain, how to balance their risks and rewards, and how to share the payoffs of close collaborations. This work has been conducted in a variety of industries, including the aerospace, automotive, chemical, and consumer industries as well as in the public and private sector. Collectively, this work has appeared in journals such as the Journal of Marketing, Journal of Marketing Research, Marketing Science, Management Science and Organization Science.

Her recent work on online, reverse auctions has received significant attention from CFO Magazine, Harvard Business Review, Sloan Management Review and the Wall Street Journal as well as numerous other books and magazines. She has given over 40 talks on this topic and B2B e-Commerce issues to both academic and managerial audiences worldwide. She has consulted with a variety of companies on B2B relationship management. Her most recent award is the Lou Stern Award in 2007 for the impact that her research on commitment and relationship lifecycles has made on the field. She was named a Caldwell Research Fellow from 2004-2006, an internal award for research excellence.

She has a bachelor's degree and a Ph.D in marketing from the University of Florida [Go Gators!]. Her dissertation research on collaboration was a winner of the Marketing Science Institute's Alden G. Clayton Doctoral Dissertation Proposal Competition and the Academy of Marketing Science's Mary Kay Cosmetics Dissertation Award. It was also a finalist in the Pennsylvania State University's Institute for the study of Business Markets Doctoral Dissertation Competition. This research appears in the November 1999 issue of the Journal of Marketing Research and was an O'Dell Award Finalist five years later. Her work on the strategic role of the salesforce in developing customer satisfaction across the relationship lifecycle was named the Best Article Published in 2001 by the Journal of Personal Selling and Sales Management.

Prior to joining Goizueta, she was on the faculty at the Massachusetts Institute of Technology, where she was awarded nine research grants totaling well over a half million dollars. She has also written several invited book chapters and her work appears in a variety of peer-reviewed Special Issue journals on the Internet, Relationship Marketing, Salesforce Strategy, and Competition.

In the Fall of 2001, she joined the faculty at the Goizueta Business School at Emory University, where she has taught the undergraduate and MBA core class in marketing and a PhD seminar on customer relationship management.

Industries Studied

Prof. Jap's research spans a number of industries. Over the past decade she has worked with the following industries and firms:

  • Aerospace: Boeing, General Electric Aircraft Engines
  • Automotive: Ford, Visteon
  • Chemical: DuPont, ICI, Monsanto, Praxair
  • High tech: Freemarkets, E-Cumulate.com, Nordia Technologies, Sun Microsystems
  • Consumer products: IBM, KPMG Peat-Marwick, Kraft Foods, Kroger, Miller Brewing, Polaroid
  • Components and instruments: Timken, Scientific-Atlanta
  • Federal: Army Research Laboratories
  • Petroleum: British Petroleum, Chevron