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  • All HBS Web  (99)
    • Faculty Publications  (14)

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    • All HBS Web  (99)
      • Faculty Publications  (14)

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      • February 2020
      • Article

      Effects of a Tournament Incentive Plan Incorporating Managerial Discretion in a Geographically Dispersed Organization

      By: Carolyn Deller and Tatiana Sandino
      Using retail chain data, we study the effects of a tournament incentive plan based primarily on objective performance, but incorporating managerial discretion in the selection of winners. In principle, such plans could motivate employees to perform both at a high...  View Details
      Keywords: Tournaments; Subjectivity; Motivation and Incentives; Fairness; Performance Improvement; Geographic Location
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      Deller, Carolyn, and Tatiana Sandino. "Effects of a Tournament Incentive Plan Incorporating Managerial Discretion in a Geographically Dispersed Organization." Management Science 66, no. 2 (February 2020): 911–931.
      • 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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      Elberse, Anita. "Roger Federer's TEAM8: Launching the Laver Cup." Harvard Business School Case 519-093, June 2019. (Revised May 2022.)
      • 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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      Elberse, Anita, and Saskia Van Rheenen. "The ABN AMRO World Tennis Tournament." Harvard Business School Case 518-041, September 2017. (Revised June 2019.)
      • 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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      Gourville, John T., and David Arnold. "Bringing Digital to Wimbledon." Harvard Business School Case 517-093, February 2017. (Revised September 2017.)
      • 2017
      • Article

      Organizational Support for Learning and Contribution to Improvement by Frontline Staff

      By: Olivia Jung, Andrea Blasco and Karim R. Lakhani
      Keywords: Tournaments; Innovation; Health Care Delivery
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      Jung, Olivia, Andrea Blasco, and Karim R. Lakhani. "Organizational Support for Learning and Contribution to Improvement by Frontline Staff." Academy of Management Best Paper Proceedings (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...  View Details
      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
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      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.
      • Article

      Crowdsourcing City Government: Using Tournaments to Improve Inspection Accuracy

      By: Edward Glaeser, Andrew Hillis, Scott Duke Kominers and Michael Luca
      The proliferation of big data makes it possible to better target city services like hygiene inspections, but city governments rarely have the in-house talent needed for developing prediction algorithms. Cities could hire consultants, but a cheaper alternative is to...  View Details
      Keywords: User-generated Content; Operations; Tournaments; Policy-making; Machine Learning; Online Platforms; Analytics and Data Science; Mathematical Methods; City; Infrastructure; Business Processes; Government and Politics
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      Glaeser, Edward, Andrew Hillis, Scott Duke Kominers, and Michael Luca. "Crowdsourcing City Government: Using Tournaments to Improve Inspection Accuracy." American Economic Review: Papers and Proceedings 106, no. 5 (May 2016): 114–118.
      • Spring 2016
      • Article

      Performance Responses to Competition Across Skill-Levels in Rank Order Tournaments: Field Evidence and Implications for Tournament Design

      By: Kevin J. Boudreau, Karim R. Lakhani and Michael E. Menietti
      Tournaments are widely used in the economy to organize production and innovation. We study individual contestant-level data from 2,796 contestants in 774 software algorithm design contests with random assignment. Precisely conforming to theory predictions, the...  View Details
      Keywords: Competition; Innovation Strategy
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      Boudreau, Kevin J., Karim R. Lakhani, and Michael E. Menietti. "Performance Responses to Competition Across Skill-Levels in Rank Order Tournaments: Field Evidence and Implications for Tournament Design." RAND Journal of Economics 47, no. 1 (Spring 2016): 140–165.
      • Fall 2013
      • Article

      Using Open Innovation to Identify the Best Ideas

      By: Andrew King and Karim R. Lakhani
      Which parts of your innovation processes should you open up to the wider world? To reap the benefits of open innovation, executives must understand what to open, how to open it, and how to manage the resulting problems. According to authors Andrew King of Dartmouth...  View Details
      Keywords: Collaborative Innovation and Invention
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      King, Andrew, and Karim R. Lakhani. "Using Open Innovation to Identify the Best Ideas." MIT Sloan Management Review 55, no. 1 (Fall 2013): 41–48.
      • 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...  View Details
      Keywords: Customer Focus and Relationships; Marketing Strategy; Emerging Markets; Value Creation; Retail Industry; Dubai
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      Lal, Rajiv, and David Kiron. "Dubai Duty Free." Harvard Business School Case 511-034, October 2010.
      • 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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      Lorsch, Jay W., and Kaitlyn Simpson. "Sony Ericsson WTA Tour (A)." Harvard Business School Case 409-018, July 2008. (Revised September 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...  View Details
      Keywords: Marketing Strategy; Advertising; Gender; Product Marketing; Sports Industry
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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 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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      Greyser, Stephen A., Brian R. Harris, and Mitchell Truwit. "I Lost My Volvo in New Haven: Tennis Event Sponsorship." Harvard Business School Case 599-037, February 1999. (Revised August 2004.)
      • June 1983
      • Article

      A Comparison of Tournaments and Contracts

      By: Jerry R. Green and Nancy Stokey
      Tournaments, reward structures based on rank order, are compared with individual contracts in a model with one risk-neutral principal and many risk-averse agents. Each agent's output is a stochastic function of his effort level plus an additive shock term that is...  View Details
      Keywords: Tournaments; Contracts
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      Green, Jerry R., and Nancy Stokey. "A Comparison of Tournaments and Contracts." Journal of Political Economy 91, no. 3 (June 1983): 349–364.
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