Biography
Sandy Jap's research focuses on the development and management of interorganizational relationships such as how to create and manage strategic alliances over time, how to balance their risks and rewards, and how to share the payoffs of close collaborations. These efforts have been conducted in a number of industries, including the aerospace, automotive, chemical, petroleum, and consumer product industries. The results of this work have been published in a variety of books and journals, including: the Journal of Marketing Research, the Journal of Marketing, Marketing Science, Management Science, Sloan Management Review, and special issues of the International Journal of Research in Marketing and the Journal of Personal Selling and Sales Management. She is an Editorial Board Member of the Journal of Marketing Research, Journal of Marketing and Marketing Letters, and is an Area Editor for the International Journal of Research in Marketing. More recently, she was given the Lou Stern Award 2007 for the article in marketing channels and distribution with the greatest impact on the field three to eight years after publication. In 2003, she was named one of the top twenty “potential leaders of the next generation of marketing academics” by the Marketing Science Institute and in 2004 she was given the title of Caldwell Research Fellow, an internal award for research excellence.

Her current work involving online, reverse auctions has received significant attention from the academic community and the marketplace, including The Wall Street Journal, CFO Magazine, and Harvard Business Review. It also earned her a Frank Batten Young Scholar Award, given to top junior faculty for exemplary research in E-Business and Supply Chain Management. She joined the Goizueta Business School in 2001; prior to that, Professor Jap was on the faculty at the Sloan School of Management at the Massachusetts Institute of Technology. Her teaching includes courses in channel management, internet marketing, and marketing management in MBA, BBA, and Executive Education programs.

Publications

• Overby, Eric and Sandy Jap (2009), "Electronic and Physical Market Channels:  A Multi-Year Investigation in a Market for Products of Uncertain Quality," forthcoming at Management Science.
• Ganesan, Shankar, Morris George, Sandy Jap, Robert Palmatier, and Barton Weitz (2009), "Supply Chain Management and Retailer Performance:  Emergent Trends, Issues and Implications for Research and Practice," forthcoming in the Special Issue on Retailing Thought Leadership, Journal of Retailing.
• Jap, Sandy D. and Prasad Naik (2008), BidAnalyzer:  A Method for Estimation and Selection of Dynamic Bidding Models, Marketing Science, 27(6), 949-60.  Lead article
• Jap, Sandy D. and Ernan Haruvy (2008), Interorganizational Relationships and Bidding Behavior in Industrial Online Reverse Auctions, Journal of Marketing Research, 45(5), 550-61.
• Haruvy, Ernan, Peter T.L. Popkowski Leszczyc, Octavian Carare, James C. Cox, Eric A. Greenleaf, Sandy D. Jap, Wolfgang Jank, Young-Hoon Park, and Michael H. Rothkopf (2008), Competition Between Auctions, Special Issue:  7th Triennial Invitational Choice Symposium, Marketing Letters, 19(5), 431-48.
• Lages, Luis Filipe, Sandy D. Jap, and David A. Griffiths (2008), "The Role of Past Performance in Export Ventures:  A Short-Term Reactive Approach," forthcoming at the Journal of International Business Studies.  http://www.palgrave-journals.com/doifinder/10.1057/palgrave.jibs.8400339.
• Jap, Sandy D. and Erin Anderson (2007), Testing a Life-Cycle Theory of Cooperative Interorganizational Relationships: Movement Across Stages and Performance, Management Science, 53(2), 260-75.
  • Electronic Companion - Testing a Life-Cycle Theory of Cooperative Interorganizational Relationships: Movement Across Stages and Performance
• Jap, Sandy D. (2007), The Impact of Online Reverse Auction Design on Buyer-Supplier Relationships, Journal of Marketing, 71(1), 146-59.
• Bercovitz, Janet, Sandy D. Jap, and Jackson Nickerson (2006), The Antecedents and Performance Implications of Cooperative Exchange Norms, Organization Science, 17(6), 724-40.
• Steckel, Joel, Russ Winer, Randy Bucklin, Benedict Dellaert, Xavier Drèze, Gerald Häubl, Sandy Jap, John Little, Tom Meyvis, Alan Montgomery, and Arvind Rangaswamy (2005), “Choice in Interactive Environments,” Special Issue: Sixth Invitational Choice Symposium, Marketing Letters,16(3-4), 309-20.
• Anderson, Erin and Sandy D. Jap (2005), The Dark-Side of Close Relationships, Sloan Management Review, 46(3), 75-82.
• Jap, Sandy D. (2003), An Exploratory Study of the Introduction of Online Reverse Auctions, Journal of Marketing 67(3), 96-107.
• Jap, Sandy D. and Erin Anderson (2003), Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism, Management Science, 49(12), 1684-1701.
• Jap, Sandy D. (2002), Online, Reverse Auctions: Issues, Themes, and Prospects for the Future, invited article for The Marketing Science Institute-Journal of the Academy of Marketing Science Special Issue on Marketing to and Serving Customers Through the Internet: Conceptual Frameworks, Practical Insights and Research Directions, 30(4), 506-25.
• Jap, Sandy D. and Jakki Mohr (2002), “Leveraging Internet Technologies in B2B Relationships,” California Management Review, 44(4), 24-38.
• Jap, Sandy D. (2001), Pie-Sharing in Complex Collaboration Contexts, Journal of Marketing Research 38 (1), 86-99.
• Jap, Sandy D. (2001), "Perspectives on Joint Competitive Advantages in Buyer-Supplier Relationships," International Journal of Research in Marketing, Special Issue on Competition and Marketing, 18 (2001), 19-35.
• Jap, Sandy D. (2001), "The Strategic Role of the Salesforce in Developing Customer Satisfaction Across the Relationship Lifecycle," Journal of Personal Selling and Sales Management, Special Issue on Strategic Issues in Salesforce Management, 21 (2), 95-108.
  Selected by the editorial board as the Best Article published in JPSSM for 2001.
• Jap, Sandy D. and Shankar Ganesan (2000), "Control Mechanisms and the Relationship Lifecycle:  Implications for Safeguarding Specific Investments and Developing Commitment," Journal of Marketing Research, 37 (2), 227-45.
  Winner of the Lou Stern Award, 2007.
  #8 in top 10 most cited articles in JMR from 2000-2006.
• Jap, Sandy D. (1999), "Pie-Expansion Efforts:  Collaboration Processes in Buyer-Supplier Relationships," Journal of Marketing Research, 36 (4), 461-75.
  Finalist for the 2004 O'Dell Award, given by the Journal of Marketing Research.
  Winner of the 1996 Academy of Marketing Science and Mary Kay Cosmetics Dissertation Award.
  Winner of the 1993 Alden G. Clayton Doctoral Dissertation Proposal Competition Award, sponsored by the Marketing Science Institute.
  Finalist in the 1993 Doctoral Dissertation Competition, sponsored by the Institute for the Study of Business Markets, The Pennsylvania State University.
  
• Jap, Sandy D., Chris Manolis, and Barton A. Weitz (1999), "Relationships Quality and Buyer-Seller Interactions in Channels of Distribution," The Journal of Business Research, Special Issue on Relationship Marketing, 46 (3), 303-14.
• Weitz, Barton A. and Sandy D. Jap (1995), "Relationship Marketing and Distribution Channels," Journal of the Academy of Marketing Science, Invited Commentary, Special Issue on Relationship Marketing, 23 (4), 305-20.
  #9 of 50 most cited articles in Journal of the Academy of Marketing Science as of November 2007.
  #21 of 50 most frequently read articles in the Journal of the Academy of Marketing Science as of November 2007.
  Also reprinted in the Handbook of Relationship Marketing, editors Jagdish Sheth and Atul Parvatiyar, Sage Publications, Thousand Oaks, CA (1999).

Areas of Specialization

• B2B relationship management
• Channels of distribution
• Supply chain management
• E-procurement
• Online reverse auctions

Achievements and Honors

• Lou Stern Award, 2007
• Caldwell Research Fellow Award, 2004-2006
• Journal of Marketing Research O'Dell Award Finalist, 2004
• Young Scholar Award, sponsored by the Marketing Science Institute, 2003
• AMA Faculty Consortium Speaker, 2001, 2003, 2004
• AMA Doctoral Consortium Faculty, 2000, 2001, 2002
• SMS Doctoral Consortium Faculty, 2003
• Best Article Award for 2001, published in the Special Issue on Strategic Issues in Salesforce Management, the Journal of Personal Selling and Sales Management
• Frank Batten Young Scholar Award, given to the top junior faculty for exemplary research in E-Business and Supply Chain Management, 2000
• Dissertation Award, sponsored by the Academy of Marketing Science and Mary Kay Cosmetics, 1996
• Alden G. Clayton Doctoral Dissertation Proposal Competition Award, sponsored by the Marketing Science Institute, 1993
• Doctoral Dissertation Competition Finalist, sponsored by the Institute for the Study of Business Markets, The Pennsylvania State University, 1993

Professional Memberships and Activities

• Editorial Board, Journal of Marketing Research
• Editorial Board, Marketing Letters
• Area Editor, International Journal of Research in Marketing
• American Marketing Association
• Institute for Operations Research and the Management Science (INFORMS)

Selected Consulting Clients

• BP Amoco
• KPMG Peat Marwick
• NMinds.com

Academic Background
PhD, Marketing, University of Florida, 1995
BS (with honors), Marketing, University of Florida, 1989