ISBN-10:
0134386353
ISBN-13:
9780134386355
Pub. Date:
12/14/2015
Publisher:
Pearson FT Press
Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success / Edition 1

Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success / Edition 1

by Sandy Jap

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Product Details

ISBN-13: 9780134386355
Publisher: Pearson FT Press
Publication date: 12/14/2015
Pages: 272
Sales rank: 1,229,592
Product dimensions: 9.10(w) x 6.10(h) x 1.10(d)

About the Author

Sandy Jap is currently a professor of marketing at the Goizueta Business School at Emory University. She joined the school in 2001 and is a cofounder of the Emory Marketing Analytics Center (MAC). Her research centers on the development and management of interorganizational relationship and multichannel strategy as well as e-procurement design of industrial reverse auctions. She has developed algorithms for analyzing and forecasting bidding strategies related to effective auction design. She has won numerous awards for her impact on the field and is currently developing decision support systems for multichannel sales and media management with a number of firms. Her research efforts have been conducted in a number of industries, including the aerospace, automotive, chemical, petroleum, high-tech, and consumer product industries, 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, and her work appears in a variety of books. She was on the faculty at the Sloan School of Management at the Massachusetts Institute of Technology from 1995-2001 prior to joining Goizueta, and in 2009 was a visiting associate professor of marketing at the Wharton School at the University of Pennsylvania. She received her PhD from the University of Florida (Go Gators!) and enjoys life with her kids. Tennis, red wine, and New England summers come in a very close second.
Website: sandyjap.com

Table of Contents

Preface xvi
Introduction 1
Chapter 1: When the Good Goes Bad 15
Chapter 2: The Physics of Relationship Dynamics 33
Chapter 3: The Delicate Balance 59
Chapter 4: How Our Behavior Gets in the Way 95
Chapter 5: How We Justify Our Bad Behavior 125
Chapter 6: Why Trust Is Not Enough 149
Chapter 7: Solutions to Frenemization 183
Chapter 8: Practices for the Long Run 221
Bibliography 245
Index 251

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