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  • July 2021
  • Article

Structuring Local Environments to Avoid Diversity: Anxiety Drives Whites' Geographical and Institutional Self-Segregation Preferences
By: Eric Anicich, Jon M. Jachimowicz, Merrick Osborne and L. Taylor Phillips
The current research explores how local racial diversity affects Whites’ efforts to structure their local communities to avoid incidental intergroup contact. In two experimental studies (N=509; Studies 1a-b), we consider Whites’ choices to structure a fictional,...  View Details
Keywords: Segregration; Structural/institutional Racism; Organizational Exclusion; Diversity; Race; Organizations; Local Range; Prejudice and Bias
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  • September 2020
  • Case

Disrupting Justice at RightNow: Persevere, Pivot or Perish
By: Shikhar Ghosh and Amir Reza Rezvani
The case examines the focus of an early stage company, and how an unexpected external incidence can threaten or void the business model. It encompasses issues such as defining and pivoting a business model, organizational requirements for a pivot, investor relations,...  View Details
Keywords: Legal Aspects Of Business; Startup; Teams; Pivot; Financing; Entrepreneurship; Law; Venture Capital; Business Startups; Financing and Loans; Business Model; Organizational Change and Adaptation; Legal Services Industry; Germany
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  • September 2020
  • Case

Disrupting Justice at RightNow: Rich or King
By: Shikhar Ghosh and Amir Reza Rezvani
The case examines issues such as cascading problems within the organization, changing founder roles, founder success criteria, as well as company exit consideration. In 2017, Dr. Torben Antretter, a former competitive tennis player and academic researcher, founded...  View Details
Keywords: Exit; Startup; Financing; Founders; Entrepreneurship; Law; Venture Capital; Success; Financing and Loans; Business Growth and Maturation; Strategy; Legal Services Industry; Germany
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  • May 2020 (Revised July 2020)
  • Case

Justice-as-a-Service at RightNow
By: Shikhar Ghosh and Amir Reza Rezvani
The case examines the focus of an early stage company, and how an unexpected external incidence can threaten or void the business model. It encompasses issues such as minimal viable product, defining and pivoting a business model, organizational requirements for a...  View Details
Keywords: Legacy Business; Teams; Startup; Business Models; Pivot; Entrepreneurship; Law; Venture Capital; Business Startups; Business Model; Organizational Change and Adaptation; Strategy; Legal Services Industry; Germany
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  • June 2019 (Revised May 2022)
  • Case

Roger Federer's TEAM8: Launching the Laver Cup
By: Anita Elberse
Roger Federer, widely regarded as the best tennis player in the history of the sport, walked onto the court to thunderous applause during in the second edition of the Laver Cup in September 2018. Named after tennis legend Rod Laver, the Cup pitted many of the greatest...  View Details
Keywords: Superstars; Tennis; Tournaments; Entrepreneurship; Sports; Competitive Strategy; Value Creation; Sports Industry
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  • September 2017 (Revised June 2019)
  • Case

The ABN AMRO World Tennis Tournament
By: Anita Elberse and Saskia Van Rheenen
Should the ABN AMRO World Tennis Tournament gamble most of its player budget on superstar player Rafael Nadal, even after the event’s previous two editions saw Nadal and Roger Federer pull out at the last moment due to injury, leaving the tournament without any...  View Details
Keywords: Superstar; Talent; General Management; Marketing; Sports; Media; Entertainment; Talent and Talent Management; Negotiation; Strategy; Sports Industry; Entertainment and Recreation Industry; Media and Broadcasting Industry
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  • 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,”...  View Details
Keywords: Wimbledon; London; Digital; Marketing; Marketing Communications; Online Technology
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  • August 2014
  • Case

Four Products: Predicting Diffusion (2014)
By: John Gourville
An updated "Four Products" case. This 2014 version includes: raw lobster meat, electric-powered Formula One race cars, a 3D printer for cosmetics, and a "smart" tennis racket. These four products form the basis to assess the drivers of new product adoption. In...  View Details
Keywords: Product Diffusion; Innovation and Invention; Product Launch; Marketing; Demand and Consumers; Technology Adoption
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  • June 2010
  • Case

Playa Dorada Tennis Club: Expansion Strategy
By: W. Earl Sasser Jr. and Brent Kazan
Playa Dorada Beach & Resort in Boca Raton, Florida, faces a growing seasonal demand for tennis services. The number of guests is expected to double in the next few years, and while the tennis facilities are a popular and well-promoted amenity at the resort, court space...  View Details
Keywords: Service Operations; Planning; Price; Expansion; Tourism Industry; Accommodations Industry; Travel Industry; Florida
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  • June 2010
  • Teaching Note

Playa Dorada Tennis Club: Expansion Strategy (Brief Case)
By: W. Earl Sasser Jr. and Brent Kazan
Teaching Note for 4221.  View Details
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  • June 2010
  • Supplement

Playa Dorada Tennis Club: Expansion Strategy, Faculty Spreadsheet Supplement (Brief Case)
By: W. Earl Sasser, Jr. and Brent Kazan
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  • June 2010
  • Supplement

Playa Dorada Tennis Club: Expansion Strategy, Spreadsheet Supplement (Brief Case)
By: W. Earl Sasser, Jr. and Brent Kazan
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  • 2010
  • Case

Playa Dorado
By: W. Earl Sasser
Playa Dorada Beach & Resort in Boca Raton, Florida, faces a growing seasonal demand for tennis services. The number of guests is expected to double in the next few years, and while the tennis facilities are a popular and well-promoted amenity at the resort, court space...  View Details
Keywords: Demand and Consumers; Management Analysis, Tools, and Techniques; Expansion; Planning; Mathematical Methods; Price; Profit; Sales; Operations; Growth and Development Strategy; Marketing; Performance Capacity; Accommodations Industry; Florida
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  • July 2008 (Revised September 2010)
  • Case

Sony Ericsson WTA Tour (A)
By: Jay W. Lorsch and Kaitlyn Simpson
Larry Scott, the new CEO of the Women's Tennis Association, arrives amidst turmoil. Players and tournaments clash over opposing interests. As a result, the board members who represent them are equally divided and feel conflicted about their role. They aren't sure how...  View Details
Keywords: Corporate Governance; Governing and Advisory Boards; Leadership; Business and Stakeholder Relations; Conflict of Interests; Cooperation; Sports Industry
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  • 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...  View Details
Keywords: Marketing Strategy; Advertising; Gender; Product Marketing; Sports Industry
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  • February 1999 (Revised August 2004)
  • Case

I Lost My Volvo in New Haven: Tennis Event Sponsorship
By: Stephen A. Greyser, Brian R. Harris and Mitchell Truwit
Focuses on event management and sponsorship from the perspective of the event owner (rather than that of the sponsorship company). Describes in depth the search by one of the tennis tournaments on the professional circuit for a principal sponsor. Detailed economics of...  View Details
Keywords: Marketing Communications; Decision Choices and Conditions; Management; Product Positioning; Television Entertainment; Sports; Partners and Partnerships; Sports Industry
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  • February 1999
  • Case

Sports Agents: Is There a Firm Advantage?
By: Stephen A. Greyser and Brian R. Harris
Focuses on the decision of a young tennis player on what kind of agent to have as his representative. The choice is between someone in a large sports management/marketing firm and an independent agent representing a small number of individual athletes. Outlines the...  View Details
Keywords: Decision Choices and Conditions; Knowledge Management; Marketing Communications; Marketing Strategy; Organizational Structure
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  • September 1973 (Revised October 1980)
  • Case

Sea Pines Racquet Club
By: W. Earl Sasser
The student is required to develop a strategy for a tennis club of a large resort area. The tennis director must decide how many courts he needs to build within the next three years, what surface they should have, and how much he should charge for their use....  View Details
Keywords: Price; Service Operations; Organizations; Performance Capacity; Planning; Strategy; Accommodations Industry; Sports Industry
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