Competitive Strategy

Behind Frenemy Lines: Leveraging Business Relationships in Competitive Industries

Behind Frenemy Lines: Leveraging Business Relationships in Competitive Industries. This is a webinar with Professor Sandy Jap from Emory University Goizueta Business School

Partnering holds the promise of all things good, so why do business relationships and alliances fail so often?

In this webinar, Emory University Professor Sandy Jap will explore the dark side of partnering relationships: why non-competitive partnering “friends” can become “enemies” over time. Professor Jap will explore:

  • Case studies from Samsung/Google, Martha Stewart/Macy’s, and Best Buy/Apple
  • Specific recommendations for avoiding partnership challenges
  • How to revitalize weakening partnerships, and
  • Recognizing when a partnership can’t be saved

Sandy Jap, PhD, is the Sarah Beth Brown Professor of Marketing at Emory University’s Goizueta Business School. Her research centers on the development of organizational relationships, go-to-market strategies, and e-procurement. She has won numerous awards for her impact on the field of marketing and 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 the author of “Partnering with the Frenemy” and “A Field Guide to Channel Management,” both of which are go-to-market books for executives.

About the Author

Goizueta is where bright futures begin. Created in 1919 as one of the nation's first business schools, the school's influence extends across the U.S. and around the globe. Our MBA programs consistently rank in the top 25 in the world among major publications including Businessweek, The Economist, U.S. News & World Report, and Forbes.