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Sponsorship sales in professional sport is an area of increasing attention and growing investment, but the sport management literature offers only limited research about sales strategies and tactics. As a result, practitioners and academics alike have called for investigation in the area. In response to this need, the purpose of this paper is to empirically explore sponsorship sales in professional sport.

Sponsorship sales professionals working for sport properties in the four major North American sport leagues were surveyed on a variety of sponsorship sales-related variables and factors.

A total of 92 sponsorship sales professionals responded to the study, for an estimated 15.3 percent response rate. At the time of the data collection, the 92 respondents worked in the National Football League (NFL) (37), Major League Baseball (MLB) (16), National Basketball Association (NBA) (18), and National Hockey League (NHL) (21). A series of practical, conceptual, and comparative results are presented, highlighted by turnover as a problem, the importance of activation/servicing in sponsorship sales, and the high level of investment clubs are making in sponsorship sales.

First, on “coverage,” the authors acknowledge that variations in the data can be linked, to a large extent, to reporting issues due to the nature of the study, the data, and the sample. Variations in sponsor number or training, for example, are not necessarily indicative of weaknesses in the industry, but occur because of strategic differences among properties. Second, it is important to note that not all properties had personnel respond to the study. Consequently, the figures presented in this study might be a function of the individual personnel who responded rather than a true average figure for a particular league. Third, in terms of the sample, this study deals with a very specific context in the four North American major sport leagues (NFL, MLB, NBA, and NHL). Thus, one should be careful in generalizing to minor professional, collegiate, Olympic, or other sport contexts.

The finding of this paper states that the turnover of sponsors may be a structural issue and is certainly related to the demand for the particular property (Seaver Marketing Group, 2010). Driven by a number of factors, including technology shifts to digital channels and increased sophistication by the sponsorship sales departments of professional sport properties, a shift in the activation and service paradigm is reported and extended to the specific context of sponsorship sales.

Results show that sport properties in the North American major sport leagues have a strong commitment to sponsorship sales by the organization (commitment of resources), by sport personnel (who support the business side), and by their sponsorship sales professionals who report satisfaction, motivation, and support from their property.

To the authors’ knowledge, this is the first empirical research study specific on sponsorship sales in professional sport, thus providing direction for practice and future research on an issue of high importance to the sport industry.

The purpose of this paper is to empirically investigate the interactive effect of turnover and task interdependence on performance in work teams. Based on pervious research, the authors contend that turnover will have a negative effect on team performance and this effect will be more pronounced as teams perform highly interdependent tasks.

Using longitudinal data from the National Football League (NFL), the authors empirically examine the effect of player turnover on NFL team performance (i.e. wins and losses in the subsequent year), and the difference in team performance based on the high/low task interdependence of the work team.

Findings suggest a negative impact of turnover on organizational performance, regardless of the interdependent nature of work team tasks. In addition, the negative influence of turnover is enhanced by the task interdependence within a team.

This is one of the few studies that examine task interdependence as a moderating variable of the turnover – team performance relationship. More specifically, by examining an industry with high team member turnover (i.e. The NFL), the findings from this study give practicing managers a guide as to which work teams managers should attempt to minimize turnover.

Athletic departments play an important role in sustainability-based collaborative processes due to their boundary spanning connections with both internal and external university stakeholders. As a result, athletic department representatives have become prominent members of university participant-governed network structures. The purpose of this study is to examine the role of dedicated “athletics green teams” as a unique form of control and coordination by considering how green team interactions support and augment the collaborative network of actors who are responsible for executing athletics sustainability practices on university campuses.

A sociocentric analysis is used to explore the network of a green team at a large American university. The analysis focuses on examining the size, composition and structure of relations involving green team members that facilitated various forms of information transmission and strategic action(s).

The results highlight how the presence of the athletic department in the green team provides heterophilous and multiplex relations across the collaborative network and how the green team itself provides a unique forum for planning and coordination, which is critical for providing more sophisticated, advanced structures for sustainability.

The findings of this study should reassure practitioners involved in convening green teams that such shared governance structures add value to athletics sustainability collaborative processes. In addition, subtle changes to the network governance structures has the potential to streamline the contribution of athletic departments to university sustainability initiatives and help project a more cohesive “Athletics” sustainability message that transmits across the collaborative network.

The outcomes of dedicated athletics green teams have been explored from a largely qualitative perspective. However, this study applies a novel relational approach to understand the shared governance value-added within a largely intra-organizational collaborative network.

This study aims to analyze the effects of goal-directed feelings on student’s performance in marketing simulations. Calculating path coefficients from data collected at two points in time, the authors tested a model consisting of four constructs personal stakes, anticipatory emotions, volitions and goal-directed behavior. The results suggest that positive and negative anticipatory emotions mediate the relationship between personal stakes and volitions and determine student motivation, behavior and actual performance independently from simulation design, simulation environment and cognitive personality characteristics of the participants. Implications for educators include the need for active pursuit of anticipatory emotion development.

The model consists of the four constructs: personal stakes, anticipatory emotions, volitions and goal-directed behavior. Personal stakes determine involvement and are perceived based on an evaluation of the degree of potential impact of one’s performance on one’s personal well-being. Anticipatory emotions, as explained before, are affected by personal stakes and can be either positive or negative. They influence volitions or wills; these are intentions consisting of both directive components (for example, strategy planning and approach selection) and motivational components (for example, the commitment to a necessary effort). Volitions are the mediators that transform anticipatory emotions into goal-directed behaviors. These goal-directed behaviors comprise the fourth construct, consisting of mental and physical efforts aimed at accomplishing a specific objective.

The hypotheses were tested calculating path coefficients. All hypotheses were supported and statistically significant (p < 0.01; one-tailed significance test). With regard to H1, personal stakes were positively related to both positive and negative anticipatory emotions, with a particularly strong relation to positive emotions. Consistent with H2, anticipatory emotions were strongly related to volitions and, thus, heavily influencing the extent to which students would engage in planning and compare their own effort against that of their fellow students. Fueled by the anticipatory emotions, the volitions, in turn, were strongly related to the actually exhibited behavior, supporting H3. In other words, the students put their intentions into practice and engaged in careful simulation planning as well as in an effort that they perceived to be superior to the one of their peers. It is then no surprise that H4 was also supported. The more the students attempted to be carefully prepared and the harder they tried to outperform their fellow students, the more likely the achievement of the desired objectives became. Finally, H5 was supported, even though only weakly with regard to negative outcome emotions. This indicates that successful performance leads to positive emotions, but a failure in the marketing simulation (measured by a non-achievement of objectives set) does not necessarily make the students feel bad.

In conclusion, the study provides the rising number of marketing educators using computerized simulations with an approach to increase student motivation and performance. It has become obvious that personal stakes alone are not sufficient to fully develop commitment on the side of students. Rather, anticipatory emotions serve as the mediator between those stakes and students’ volitions.

This study aims to analyze the business process management (BPM) applicability to a destination country-brand of a Latin American developing country and present a new process model for it.

This is a qualitative exploratory study whose unit of analysis is the BPM applicability to the destination country-brand of a Latin American developing country. Primary data were obtained through in-depth interview with the developing country's tourism international promotion agency. The secondary data were government reports and research papers on country-brand studies. Data analysis was carried out using stakeholder business context model, architecture processes, pain/gain matrix and BPMN for modelling.

The results present a new process model for country-brand management to reduce existing barriers. Three steps were carried out: analysis and modelling of the current processes of country-brand management; presentation of the current processes' problems and analysis and modelling of future processes country-brand management.

A theoretical contribution is provided in the literature on processes and country-brands since no previous studies relate these concepts and present a process-oriented management analysis for country-brands.

The main practical contribution was to identify the country-brand management problems, propose solutions to them and generate a new process model for country-brands that can be used as a managerial tool for national tourism organizations to improve their brands.

The present study is original as it approaches the first analysis of country-brand development with an emphasis on its process management.

Business process modelling integrates and visualizes relevant information essential for managing day-to-day business operations. It plays a critical role in the design and execution of business transformations. Recognizing the role of process modelling, a large number of modelling languages, methods and techniques have been developed, each offering diverse advantages and having inherent limitations. Traditional and popular process modelling approaches focus on the exact specification of the control flow of business processes, whereas more recent approaches like Subject-oriented Business Process Management (S-BPM) are focused on the communication between process participants. This study aims to provide comparative insights about these two approaches through their experimental application. This study does so by comparing Business Process Model and Notation (BPMN); a control flow approach, with S-BPM; a communication approach, with a specific focus on their suitability for novice modellers.

This paper reports on an exploratory experiment that compares BPMN to S-BPM. Applying cognitive load theory, this study compares the experiences and outcomes of novice process modellers, assessing perceived ease of use, model quality (syntactic and semantic) and modelling efficiency (time to model) across the two approaches.

Study results show that S-BPM (a communication approach) led to significantly better user performances for process modelling than BPMN (a control flow approach). This study points to how a different modelling approach such as S-BPM could be either considered as an alternative or to complement the more popular control flow approach BPMN. This observation was especially relevant for modelling contexts where domain experts are novice process modellers.

This study provides the first empirical evidence that communication approaches like S-BPM could outperform modelling approaches which are control-flow based (i.e. BPMN), especially when being used by novice process modellers who hold the domain and process knowledge. This study uses this as a springboard to present important considerations for practice and guide future process modelling research.

The study has a two-fold purpose: first, to identify the enablers of partnering agility in higher education, and, second, to analyze the interplay between the enablers.

Total interpretive structural modelling (TISM) was used to construct a theoretical model of partnering agility enablers, and cross-impact matrix multiplication applied to classification (MICMAC) analysis was used to rank and segregate the enablers into independent, autonomous, dependent and linkage zones on the basis of their driving and dependence power.

The study helped in identifying eight enablers that can be instrumental in driving partnering agility in higher education. According to the TISM model, clarity on roles and responsibilities of partners was found to be the most crucial and vital enabler followed by resource sharing.

The conceptual model provides a new direction on how to develop and strengthen higher education partnerships. The model has prioritized all the crucial enablers that the management can work around in order to drive partnering agility in higher education institutions.

Studies in the past have majorly focused on academia–industry partnerships. This research has tried to provide a comprehensive view of the enablers and the multidirectional interplay between the enablers that can facilitate partnerships between academia and industry, Indian and international universities, and academia and community.

The purpose of this paper is to conceptualize sport event innovation and propose a fruitful future research agenda for scholars.

Following Gilson and Goldberg's (2015) criterion of a good conceptual paper, the authors (a) provide a review of the central tenets of innovation and sport innovation literature and link them together within a new definition of sport event innovation, (b) expand the field by suggesting several theoretical perspectives for studying this area and (c) visually represent the links between each aspect of our conceptualization in a figure. Based on our definition, the authors also highlight illustrative examples of sport event innovation.

This paper provides an initial working definition of sport event innovation and offers avenues of sport event innovation research underpinned by various research perspectives (i.e. process of innovation, institutional theory, stakeholder theory, interorganizational relationships and knowledge-based view) likely to prove useful for the advancement of scholarship in sport event management. Additionally, a general recognition of the potential practical implication related to this paper is discussed.

This conceptual paper bridges the knowledge gap between sport event and innovation research by merging the independent literature and conceptualizing sport event innovation. In doing so, the authors provide an advantageous starting point for future research on innovation in the sport event context with a view towards advancing both theory and practice in this area.