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    The ABN AMRO World Tennis Tournament

    Elberse, Anita ; Van Rheenen, Saskia

    • Reference: HBS-518041-E

    • Year: 2017

    • Number of pages: 28

    • Publication Date: Sep 25, 2017

    • Fecha de edición: Jun 13, 2019

    • Source: HBSP (USA)

    • Type of Document: Case

    • Industry Setting: Broadcasting;Sports;Media & telecommunications;Arts, entertainment & sports

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    Description

    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 top-five players? That is the question that Richard Krajicek, former Wimbledon champion and current tournament director, is debating with Jolanda Jansen, the director of the venue that hosts the event. It is June 2017, and earlier in the day, Nadal won the French Open ('Roland Garros') for a record tenth time. Krajicek's plan for the upcoming edition was to focus his recruiting efforts on five exciting, mostly younger, players, and assemble a group of top-20 players around them-but after Nadal's record-breaking performance Krajicek is now considering pursuing the Spanish superstar for the 2018 tournament after all. What is the best course of action?

    Keywords

    General management Marketing Negotiation Strategy Talent management