Behind Frenemy Lines: Leveraging Business Relationships in Competitive Industries

Partnering holds the promise of all things good, so why do business partnerships and alliances fail so often? In this webinar, Emory University Professor Sandy Jap explores the dark side of partnering relationships: why non-competitive partnering “friends” can become “enemies” over time. Watch this webinar to hear:

• 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.