Partnering with the Frenemy: A Framework for Managing Business Relationships, Minimizing Conflict, and Achieving Partnership Success - Couverture rigide
Synopsis
Selected as a finalist for the 2018 Leonard L. Berry Marketing Book Award!
Why do crucial business partnerships and alliances fail so often and how can you keep it from happening to you? Partnering with the Frenemy answers these questions, helping you anticipate, prevent, and solve the problems that lead close business relationships to implode.
Drawing on cutting-edge research, Sandy Jap illuminates the widespread “frenemy” phenomenon in organizational partnerships, where partners who start as non-competitive “friends” become “enemies” over time.
She identifies key economical and structural causes of “frenemization,” in which success creates imbalances in power dynamics, leading partners to generate resentment, contempt, and often direct competition. She also illuminates crucial social causes for partnership failure, where seemingly innocuous acts of interpersonal opportunism and “sins of omission” gradually poison collaboration.
To support her insights, she offers numerous case studies, both ongoing and historical, including Samsung/Google, Martha Stewart/Macy’s, Oracle/Sun Microsystems, Best Buy/Apple, Calvin Klein/Warnaco, and Nike/Footlocker. Most important, she offers specific recommendations for avoiding problems, revitalizing weakening partnerships, and recognizing when a partnership can’t be saved.
IT’S NOT JUST ABOUT CONTRACTS AND MONEY
Understand how to better manage emotions, suspicions, and expectations from Day 1
WHAT YOU CAN LEARN FROM OTHERS’ FAILING PARTNERSHIPS
Anticipate, prevent, and mitigate the core causes of business relationship failure
RECOGNIZE PARTNERING “OPPORTUNISM” BEFORE IT DESTROYS COLLABORATION
Fix partnering problems while you still can
IT’S NOT A MARRIAGE: HOW TO BECOME COMFORTABLE SAYING GOODBYE
Know when to end a partnership, and how to part as “friends”
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À propos de l?auteur
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
À propos de la quatrième de couverture
“Sandy Jap is one of the most astute and experienced of all business marketing experts. Here, she tackles one of the most fundamentally important but misunderstood and neglected topics―how to build productive relationships with other businesses. Full of rich examples and practical research-grounded insights, Partnering with the Frenemy is enlightening and inspiring as to the possible rewards of managing business partners correctly.”
―Kevin Lane Keller, E.B. Osborn Professor of Marketing, Tuck School of Business
“A delightful approach to solving a difficult business problem. Dr. Jap takes a refreshing look at business partnerships and builds a solid case for how many of these fail. She provides an analytical view of what goes wrong and gives actionable advice for how to take a more successful, long-lasting approach to partnering. Definitely a more nuanced discussion than your average business book.”
―Silke Talsma, Ph.D., Kimberly Clark Corporation
Why Crucial Business Partnerships Implode―and How to Keep It from Happening to You
Partnering with the Frenemy is about the dark side of business relationships. Why do crucial business partnerships and alliances fail more than succeed, and how can organizations keep this from happening? It’s more than just a paradox: It’s a disaster. Jap uncovers the hidden dynamics of organizational relationships, helping to anticipate, prevent, and solve the problems that lead them to implode. This is a must read for all businesses, nonprofits, government agencies, and any other group whose success depends on ongoing partnerships.
Integrating her own pioneering research with insightful case studies, Jap presents specific steps to bulletproof your partnerships and to adapt your relationship management strategies to a constantly changing environment and competitive landscape. You’ll learn how to balance the crucial financial and social aspects of your key business relationships…because business may be business, but the individuals who drive this are 100% human.
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