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- Faculty Publications (25)
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- All HBS Web (102)
- Faculty Publications (25)
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- October 2010
- Case
Dubai Duty Free
By: Rajiv Lal and David Kiron
In mid-February 2009, Dubai Duty Free Managing Director Colm McLoughlin received the January sales report. He left the report lying on his desk unopened and went to walk around the shops as he did every morning. When he returned, he sat down at his desk, looked at the...
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Keywords:
Customer Focus and Relationships;
Marketing Strategy;
Emerging Markets;
Value Creation;
Retail Industry;
Dubai
Lal, Rajiv, and David Kiron. "Dubai Duty Free." Harvard Business School Case 511-034, October 2010.
- May 2007 (Revised March 2010)
- Case
Maria Sharapova: Marketing a Champion (A)
By: Anita Elberse and Margarita Golod
In July 2004, a then 17-year-old Maria Sharapova won Wimbledon, arguably the most prestigious tennis tournament in the world. Max Eisenbud, Sharapova's agent at International Management Group (IMG), knew the championship would lead to a flood of new opportunities. What...
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Elberse, Anita, and Margarita Golod. "Maria Sharapova: Marketing a Champion (A)." Harvard Business School Case 507-065, May 2007. (Revised March 2010.)
- February 2017 (Revised September 2017)
- Case
Bringing Digital to Wimbledon
By: John T. Gourville and David Arnold
It was mid-December 2016 as Alexandra (Alex) Willis read with satisfaction that The All England Lawn Tennis & Croquet Club (AELTC) had won yet another award for its use of social media to reach its fan base. As the organizer and host of “The Championships, Wimbledon,”...
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Gourville, John T., and David Arnold. "Bringing Digital to Wimbledon." Harvard Business School Case 517-093, February 2017. (Revised September 2017.)
- 2016
- Working Paper
More Effective Sports Sponsorship—Combining and Integrating Key Resources and Capabilities of International Sports Events and Their Major Sponsors
By: Ragnar Lund and Stephen A. Greyser
Organizations in the field of sports are becoming increasingly dependent on sponsors for their value creation and growth. Studies suggest that sports organizations (rights-holders) often fail to exploit the full potential of such sponsorship partnerships. The aim of...
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Keywords:
Sponsorship;
"Sports Organizations,;
Case Study;
Europe;
Business Relationships;
Collaborative Marketing;
Value Co-creation;
Relationship Portfolio Management;
Value Creation;
Cases;
Marketing;
Sports;
Sports Industry;
Europe
Lund, Ragnar, and Stephen A. Greyser. "More Effective Sports Sponsorship—Combining and Integrating Key Resources and Capabilities of International Sports Events and Their Major Sponsors." Harvard Business School Working Paper, No. 16-139, June 2016.
- Research Summary
A Strategic Rationale for Having Overconfident Managers, 2004
We analyze whether it might be desirable for a firm to hire an overconfident manager for strategic reasons. We analyze a tournament type version of Bertrand competition and a linear demand Cournot model. In each case there is an R&D stage where firms can invest in cost...
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- 20 Aug 2013
- First Look
First Look: August 20
a signi cant potential upside compared with solutions obtained via classical RO methods. Working Papers Performance Responses to Competition Across Skill-Levels in Rank Order Tournaments: Field Evidence and Implications for Tournament...
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Anna Secino
- 09 May 2012
- Research & Ideas
Clayton Christensen’s “How Will You Measure Your Life?”
the coach before the tournament finals and explained my situation. He was incredulous. "I don't know what you believe," he said to me, "but I believe that God will understand." Every one of the guys on the team came to...
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- 26 Jun 2023
- Research & Ideas
Want to Leave a Lasting Impression on Customers? Don't Forget the (Proverbial) Fireworks
illustrate them: Improve the experience steadily over time. Think about the NCAA tournament or FIFA World Cup, in which stakes get higher and the games get more exciting with each round, from quarterfinals to semifinals to the finals. A...
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- 17 Jan 2018
- Research & Ideas
If the CEO’s High Salary Isn't Justified to Employees, Firm Performance May Suffer
studies support an economic idea known as Tournament Theory, which says that as pay differences between job levels increase, the value of receiving a promotion also rises—spurring employees to put in more effort. “People make work...
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by Dina Gerdeman
- 26 Mar 2018
- Research & Ideas
To Motivate Employees, Give an Unexpected Bonus (or Penalty)
says. “Second prize is a set of steak knives. Third prize is you’re fired.” This might seem an extreme way to motivate employees (and, of course, fails spectacularly in the movie). But companies hold so-called tournaments based on...
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- 16 Nov 2015
- Research & Ideas
Does Competition Make Us More Creative?
After providing information about its business and goals, a company sponsors a tournament of successive rounds where designers submit proposals to capture the winner-take-all award. Following each round, designers can modify their...
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- 31 Jan 2007
- HBS Case
When Good Teams Go Bad
win." Chemistry seems to be the difference between Coach P's more talented varsity boat and his upstart JVs. Embarrassing losses to the JVs have the varsity crew members dispirited and complaining about one another. Confidence is fading fast. The national rowing...
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by Garry Emmons
- 27 Oct 2002
- Research & Ideas
Want a Happy Customer? Coordinate Sales and Marketing
bloated bureaucracy and constipated decision-making. Clearly dysfunctional activities,even in fun, such as a sales vs. marketing golf tournament at the national sales meeting, are to be discouraged.— Benson Shapiro Information technology...
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by Benson Shapiro
- 08 Mar 2004
- Research & Ideas
Secret to Success: Go for “Just Enough”
tournament at Colonial Country Club. Ultimately, she didn't make the final cut, but her victory as a woman competing successfully in a male tournament carried so much interest and credibility the...
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by Laura Nash & Howard Stevenson
- 29 May 2001
- Research & Ideas
Race Does Matter in Mentoring
in the career trajectories of white and minority executive suggests that companies implicitly have two distinct tournaments for access to the top jobs.— David A. Thomas Although it took Williams longer to reach middle management than he...
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by David A. Thomas
- 13 Jun 2014
- Op-Ed
World Cup Soccer: 770 Billion Minutes of Attention
tournament will garner 770 billion minutes of attention. The fact that most will view the matches as they are played makes the tournament even more valuable to advertisers—a key principle of "Attention...
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- 21 Aug 2012
- First Look
First Look: August 21
Rank-Order Tournaments Authors:Kevin J. Boudreau, Constance E. Helfat, Karim R. Lakhani, and Michael Menietti Abstract Economic analysis of rank-order tournaments has shown that intensified competition leads...
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Sean Silverthorne
- 10 Apr 2018
- First Look
First Look at New Research, April 10, 2018
Harvard Business School Case 518-041 The ABN AMRO World Tennis Tournament Should the ABN AMRO World Tennis Tournament gamble most of its player budget on superstar player Rafael Nadal, even after the event’s...
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Sean Silverthorne
- 10 Feb 2015
- First Look
First Look: February 10
Publications February 2015 RAND Journal of Economics Performance Responses to Competition Across Skill-Levels in Rank Order Tournaments: Field Evidence and Implications for Tournament Design By: Boudreau, Kevin J., Karim R. Lakhani, and...
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Sean Silverthorne
- 12 Oct 1999
- Research & Ideas
What It Takes: Minorities in the Executive Suite
positions. One of the first things Thomas and Gabarro discovered in their research was a variation in the rules of the traditional "corporate career tournament." According to the tournament concept, Thomas explains, managers who...
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by Judith A. Ross