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Sandy D. Jap
Emory University
46Publications
26H-index
4,633Citations
Publications 46
Newest
Published on Mar 1, 2018
Martin Spann21
Estimated H-index: 21
(LMU: Ludwig Maximilian University of Munich),
Robert Zeithammer10
Estimated H-index: 10
(UCLA: University of California, Los Angeles)
+ 7 AuthorsManoj Thomas11
Estimated H-index: 11
(Cornell University)
Driven by the low transaction costs and interactive nature of the internet, customer participation in the price-setting process has increased. Today, platforms such as eBay have popularized online auctions on a global scale, Priceline has made headlines with its name-your-own-price (NYOP) business model, and Humble Bundle has enabled independent musicians and game developers to market their works through pay-what-you-want (PWYW) pricing. Advertising exchanges conduct several hundred million indi...
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Published on Sep 1, 2017in Marketing Letters 1.62
Peter N. Golder15
Estimated H-index: 15
(Dartmouth College),
Sandy D. Jap26
Estimated H-index: 26
(Emory University),
Joel H. Steckel18
Estimated H-index: 18
(NYU: New York University)
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Published on Sep 1, 2017in Journal of Business Research 4.03
Qiong Wang8
Estimated H-index: 8
(OU: University of Oklahoma),
Sandy D. Jap26
Estimated H-index: 26
(Emory University)
Abstract In this research, we identify and advance the concept of benevolence as a key social exchange mechanism in buyer-supplier exchange. Specifically, we (1) advance a theoretical model of benevolence to include affective, calculative, and normative dimensions, (2) highlight specific actions and resources that a focal firm uses to promote the perception of benevolence, including concessions, idiosyncratic investments, and reputation, and (3) identify how these perceptions, mediated by its ow...
4 Citations Source Cite
Published on Jul 1, 2017in Business Horizons 2.83
Frédéric Dalsace4
Estimated H-index: 4
(HEC Paris),
Sandy D. Jap26
Estimated H-index: 26
(Emory University)
Organizational transactions are handled along a continuum of the firm’s customer relationships, ranging from relational and friendly to more adversarial and us-versus-them in demeanor. For top customers, the approach is almost always close and relational. In this article, we question this view and suggest that it is beneficial to condition the firm’s relationship development efforts on an understanding of the true value to be gained from partnering and increased closeness. We provide a framework...
2 Citations Source Cite
Published on Jan 1, 2017in Business Horizons 2.83
Sandy D. Jap26
Estimated H-index: 26
(Emory University),
A. Noel Gould1
Estimated H-index: 1
(Texas State University),
Annie H. Liu9
Estimated H-index: 9
(Texas State University)
The number and value of mergers and acquisitions (M&As) continue to grow, with record increases in the U.S. and Asia Pacific in 2015. Yet, despite calls from academic literature for more consideration of the human and behavioral factors in such massive change, there remains an inordinate focus on the financial or quantitative aspects. We connect the newer streams of research with efficiency and growth imperatives via an illustrative analysis of ANZ New Zealand's horizontal merger with The Nation...
3 Citations Source Cite
Published on Oct 30, 2015
Tongil 'Ti' Kim1
Estimated H-index: 1
(Emory University),
Sandy D. Jap26
Estimated H-index: 26
(Emory University)
As franchisors add same brand outlets to a geographical market, the resulting “encroachment” from multiple locations creates conflict via revenue cannibalization. We empirically explore the possibility that encroachment could, in fact, have the opposite effect by increasing revenues as more same brand units are added. In particular, we propose that same brand units create a spillover effect that can heighten joint revenues from multiple units. Using detailed proprietary data from the hotel indus...
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Published on Nov 1, 2013in Journal of Marketing 7.82
Steven H. Seggie10
Estimated H-index: 10
(Özyeğin University),
David A. Griffith44
Estimated H-index: 44
(Lehigh University),
Sandy D. Jap26
Estimated H-index: 26
(Emory University)
This article examines how firms in interorganizational relationships respond differently to active and passive opportunism and observes how these opportunism forms erode satisfaction with the performance of these relationships. The multimethod approach of two experiments and one longitudinal field study demonstrate that firms tolerate more passive opportunism than active opportunism (Study 1) and that transaction costs play a mediating role between opportunism form and satisfaction with performa...
30 Citations Source Cite
Sandy D. Jap26
Estimated H-index: 26
(MIT: Massachusetts Institute of Technology)
The use of salesreps to build trusting relationships and customer satisfaction is a strategic choice in many organizations. Underlying this is an assumption that a trustworthy salesrep can play a critical role in driving the ultimate success of the firm's strategy to enhance an organizational customer's economic and noneconomic satisfaction. In this research, I contend that the customer relationship lifecycle is a critical moderator of the impact of a trustworthy salesrep on customer satisfactio...
43 Citations Source Cite
Published on Apr 1, 2013in Journal of Marketing Research 4.20
Ernan Haruvy28
Estimated H-index: 28
(UTD: University of Texas at Dallas),
Sandy D. Jap26
Estimated H-index: 26
(Emory University)
Abstract Why do bidders in buyer-determined procurement auctions often bid above the lowest observed bid over the course of the auction? Are such bidding patterns meaningful? In this research, the authors propose that because bidders are differentiated in their value to the buyer and competition in these auctions is anonymous, bidders infer their potential quality advantage or disadvantage through their observation of competitive bids and incorporate this information into their responses and pri...
12 Citations Source Cite
Published on Apr 1, 2013in Journal of Marketing Research 4.20
Sandy D. Jap26
Estimated H-index: 26
(Emory University),
Diana C. Robertson20
Estimated H-index: 20
(UPenn: University of Pennsylvania)
+ 1 AuthorsRyan Hamilton10
Estimated H-index: 10
(Emory University)
Abstract In this research, the authors develop a theory addressing why people act opportunistically when the stakes (i.e., payoffs) are low. Transaction cost theory suggests that opportunistic behavior is more likely under high-stakes conditions. The authors identify rapport as an important moderator of this relationship. Through a series of three studies, they find that high-stakes opportunism appears to occur only when rapport is low. In contrast, when rapport is high, this relationship revers...
34 Citations Source Cite
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