Sen. Doc. No. 13-055

SPECIAL REPORT

of the

ACADEMIC PRIORITIES, GRADUATE AND PROGRAM AND BUDGET COUNCILS

concerning a

CERTIFICATE IN SPORT MANAGEMENT

Presented at the 726th Regular Meeting of the Faculty Senate

April 18, 2013

COUNCIL MEMBERSHIP

ACADEMIC PRIORITIES COUNCIL Margaret Allard, Richard Bogartz (Chair), Elizabeth Chilton, W. Curt Conner, Kathleen Debevec, Bryan Harvey, A. Yemisi Jimoh, John Kingston, Ernest May, J. Eliot Moss, Deborah Picking, Monroe Rabin, James Rinderle, Jan Servaes, Barbara Stanley, Scott Stangroom, Susan Sturgeon, Savannah Van Leuvan-Smith, Jerri Willett

GRADUATE COUNCIL Neal Abraham, Danielle Allessio, Jane Baran, Lori Baronas, Tom Braden, D. Anthony Butterfield, Leslie Button, Derek Doughty, David Ford, Steve Goodwin, Linda Griffin (Chair), Mark Hamin, Cynthia Jacelon, A Yemisi Jimoh, Akshay Kapoor, Arthur Kinney, Keven Klement, Beth Lang, John Lopes, Michael Malone, Ernest May, John McCarthy, Dominic Poccia, Margaret Riley, Alan Robinson, Frederic Schaffer, Jocelyn Silverlight, Howard Stidham, Anna Strowe, Patrick Sullivan, Hongmei Sun, Nathan Therien, David Vaillancourt

PROGRAM AND BUDGET COUNCIL Robin Anderson, D. Anthony Butterfield, Genevieve Chandler, Elizabeth Chang, Stephen Clingman, Nancy Cohen, Robert Faulkner, Patricia Galvis-Assmus, Bryan Harvey, James Kurose, Michael Leto, Lisa Liebowitz, Andrew Mangels, Joel Martin, Gail Matthews, Ernest May, John McCarthy, Alex Phillips, Jay Schafer, Stephen Schreiber, Anurag Sharma (Chair), James Sheehan, Norman Sims, Michael Sugerman, Donald Tomaskovic-Devey, Julian Tyson, Ralph Whitehead, Donna Zucker

Sen. Doc. No. 13-055 ACADEMIC PRIORITIES COUNCIL

Through an electronic vote conducted on February 28, 2013, the Academic Priorities Council found the Certificate in Sport Management to be noncontroversial and voted to endorse the proposal unanimously.

GRADUATE COUNCIL

The Academic Standards and Curriculum Committee (ASCC) of the Graduate Council met on March 5, 2013 and reviewed the proposal for the Certificate in Sport Management. The ASCC recommended this proposal for approval. On Wednesday, March 13, 2013, the Graduate Council met and approved the Certificate in Sport Management.

PROGRAM AND BUDGET COUNCIL

At its meeting on March 13, 2013, the Program and Budget Council unanimously approved the Certificate in Sport Management. MOVED: That the Faculty Senate approve the Certificate in Sport Management, as presented in 59-13 Sen. Doc. No. 13-055.

Sen. Doc. No. 13-055 FORM RR

UNIVERSITY OF MASSACHUSETTS AT AMHERST

OFFICE OF THE SECRETARY THE FACULTY SENATE

PROGRAM REVISION APPROVAL FORM

50 COPIES REQUIRED

PROGRAM TITLE: Certificate in Sport Management PLEASE CHECK: GRADUATE XXX UNDERGRADUATE DEPARTMENT Sport Management HEAD/CHAIR: Lisa P. Masteralexis, Dept. Head SCHOOL OR COLLEGE Isenberg School of Management DEAN: Mark Fuller, Dean Submission Date: 9/4/2012 Proposed Starting Date: 9/1/2013 I. PROPOSAL DEVELOPMENT A. Describe the Proposal. The proposed Certificate in Sport Management will be offered by Isenberg School of Management Professional Programs and the Mark H. McCormack Department of Sport Management at the University of Massachusetts Amherst. The Certificate in Sport Management Program will be administered primarily online (with an option to offer some courses at a satellite campus) and requires the completion of fifteen (15) credit hours of designated graduate-level courses. B. Provide a brief overview of the process for developing the Proposal. The Professional Programs office in the Isenberg School of Management met with Lisa Masteralexis, Chair of the Mark H. McCormack Department of Sport Management, to discuss the long-term viability for offering a Certificate in Sport Management. Sport Management faculty who have extensive experience delivering online courses were asked to identify an initial set of courses that would meet the core requirements for this certificate and that could be effectively sourced and delivered on a consistent basis. Before submitting the proposal for Faculty Senate Approval, it was sent to Dean Mark Fuller for review. II. PURPOSE AND GOALS Describe the Proposal’s purpose and the particular knowledge and skills to be acquired. The proposed Certificate in Sport Management can be targeted toward anyone with an interest in advancing their knowledge in the area of Sport Management. Students will acquire core knowledge/skills that will allow them to understand and address current trends/issues in sport management. Specific knowledge and skills include (but are not limited to) sport management issues, marketing (e.g., marketing research), legal issues (e.g., contract law), financial management, public relations, and entrepreneurship.

Sen. Doc. No. 13-055 III. RESOURCES

If this proposal requires no additional resources, say so and briefly explain why. If this proposal requires additional resources, explain how they will be paid for. For proposals involving instruction, indicate how many new enrollments are expected and whether the courses have room to accommodate them.

This proposal requires NO additional resources as all of the courses will be sourced on an additional compensation basis either by existing faculty in the Mark H. McCormack Department of Sport Management or by affiliated experts who are either academically or professionally qualified. Expected enrollment is difficult to gauge. The Mark H. McCormack Department of Sport Management has a very strong international reputation and we expect to see significant domestic as well as international interest in this certificate program– conservatively, we are expecting an initial enrollment of 10-15 students in 2013.. Proposed Curriculum: Certificate in Sport Management

Core Courses (9 Credit Hours) SPORT-MGT 595D Sport Management (3-Credits)

SPORT-MGT 623 Sport Marketing (3-Credits)

SPORT-MGT 635 Sport Law (3-Credits)

Elective Courses (6 Credit Hours) Note: Any 1, 2 or 3 credit hour course offered by the Mark H. McCormack Department of Sport Management in the Isenberg School of Management (see proposal for a list of proposed elective courses) that have an appropriate focus are eligible to count as elective credit towards an Certificate in Sport Management.

15 Total Credit Hours

Sen. Doc. No. 13-055 Proposal: Certificate in Sport Management1

Note: Prepared for Faculty Senate Review

Overview The proposed Certificate in Sport Management will be offered by Isenberg School of Management Professional Programs and the Mark H. McCormack Department of Sport Management at the University of Massachusetts Amherst. The Certificate in Sport Management Program will be administered primarily online (with an option to offer some courses at a satellite campus) and requires the completion of fifteen (15) credit hours of designated graduate-level courses. Program Details Admission: A minimum of a bachelor’s degree. Format: The core courses are offered online every Spring and Fall semester with a subset of both core and elective courses being offered in the Spring, Summer, and Fall semesters. The Learning Management System (LMS) allows students to access their course content via a traditional web browser or via a mobile device (e.g., iPhone, iPad, Android, etc.). Contingent on student demand and instructor availability, some electives may be offered at a satellite campus (i.e., either Holyoke or Shrewsbury). Fees: The Certificate in Sport Management requires students to take a total of 15 credits. The fee per credit for these courses is $750. There is an additional non-refundable registration fee of $45 each term. The registration fee is paid only once each term, regardless of how many courses a student enrolls in. Total cost for the Certificate in Sport Management is $11,475 (assuming $225 in registration fees across 5 semesters – excludes textbook costs and any applicable discounts). Required Curriculum: To satisfy the requirements for earning a Certificate in Sport Management, students must take the core curriculum (9 credit hours) as well as 6 credit hours of electives for a total of 15 credit hours. Core Courses (Required)

• SPORT-MGT 595D Sport Management (3-Credits): o Intro to Sport Management Industry o Management Issues in Sport o Sport Governance & Regulation o International Sport Management o Sport Financial Models

• SPORT MGT 623 Sport Marketing (3-Credits): o Intro to Sport Marketing & Sponsorship o Branding o Consumer behavior o Research o Promo Mix (with emphasis on sponsorship) o Sponsorship Activation & Measurement o Activation (including sales promotion) o ROI/ROO

• SPORT-MGT 635 Sport Law (3-Credits): o Tort law

1 The offering of the Certificate in Sport Management is contingent on final approval by the Faculty Senate at The University of Massachusetts Amherst.

Sen. Doc. No. 13-055 o Contract law o Sport Marketing & the Law o Sport Governance o Alternative Dispute Resolution (Arbitration, Mediation, CAS) o Labor & Employee Relations and Collective Bargaining o Risk Management

Electives2 (6 Credit Hours Required)

• SPORT MGT 595C Sport Sales Management (3-Credits): o Overview of sales theory/strategy for sponsorship sales (relationship selling) o Best practices for sponsorship sales o How to work with ad/promotion agencies o Developing winning sponsorship sales presentations

• SPORT-MGT 693A Applied Sport Management Research (3-Credits): o Market research theory and practice o Simulated market research projects o How market research is used in sport industry o Key issues in market research for sport industry

• SPORT-MGT 695A Strategic Sport Communications (3-Credits): o Examine how sport organizations communicate with target markets o Use of mediate devices to consume sporting products o Public relations o Community relations o Television, radio, & print media o Growth of the internet and new sport communication technologies

• SPORT-MGT 680 Sport Management Policy (3-Credits): o Examination of how to build and sustain excellence in sport organizations o Case study-based approach to learning about management strategy and policy development for sport

organizations o Examination of ethical approaches to management in sport industry with particular attention to

conflicts of operating commercial enterprises without compromising basic tenets of sport o Examination of challenges of managing sport in a global marketplace

Faculty: For information on our world-class faculty, please visit http://www.isenberg.umass.edu/faculty/ Certificate Requirements: The certificate is awarded to students completing the required core and elective courses with a passing grade in each course of a "B" or better. All courses must be taken through UMass Amherst, Continuing & Professional Education. The student must complete all required courses within 3 calendar years from the date of admission. Certificate Process: Upon meeting the certificate requirements, the student must submit a certificate eligibility form to have their transcript audited by the Graduate Programs office in the Isenberg School of Management. For more information: Dedicated Advisor for Certificate in Sport Management: MaryBeth Kimball, Director of Student Support Services Phone: 413-545-5626 Email: mbkimball@isenberg.umass.edu

2 This is not an exhaustive list of electives. Any courses offered by the Isenberg School of Management that have an appropriate focus on Sport Management are eligible to count as credit towards a Certificate in Sport Management.

Sen. Doc. No. 13-055 SYLLABUS: SPORT MGT 635 - SPORT & THE LAW

Professor Lisa P. Masteralexis Department of Sport Management

Isenberg School of Management University of Massachusetts Amherst FALL 2012 OFFICE: Room 236H Isenberg ROOM: ISOM 112 MAILBOXES: Room 230 or 236 Isenberg CLASS: Tu & Th 11:15-12:30 PHONE/VOICEMAIL: (413) 545-5061 E-MAIL: lmasteralexis@isenberg.umass.edu TWITTER: @lpmlexis_sptlaw

OFFICE HOURS: Tu/Th 1:00-2:30 or by appt.

I. COURSE MATERIALS REQUIRED Textbook: Sharp, L.A., Moorman, A.M., & Claussen, C.L. (2010). Sport Law: A Managerial Approach. Scottsdale, AZ: Holcomb Hathaway. SECOND EDITION Other course materials: SportsBusiness Journal; Lexis-Nexis Academic and WestLaw Academic research databases II. GOALS OF THE COURSE

• To understand the nature of the American legal system

• To provide a basic knowledge and understanding of the law’s application to amateur and professional sport.

• To be cognizant of the potential liability in the supervision, management, and conduct of sport, and of strategies for limiting liability (risk management).

• To increase awareness and understand legal issues relevant to sport.

• To learn to think critically and analytically about the interaction between the law and sport in our society.

III. GENERAL COURSE POLICIES CLASS PREPARATION The student will get the most out of class meetings by reading and understanding assigned materials before class. Accept that you may have to read the case decisions several times before understanding the case. You may also find it useful to review the case in its entirety on Lexis-Nexis or WestLaw. Where other cases are recommended, students should brie the cases. I also encourage students to study in groups to work on briefs and case problems. It is important to note that study groups should focus on checking one’s work and one’s understanding of the cases, and that study groups are not a substitute for reading the cases and briefing the cases. CLASS PARTICIPATION Class participation is encouraged in every possible manner. Attendance is not participation. The student is introduced to the case study method of problem solving. This is important because law is based on the case method. Each student will make at least one class presentation on Current Legal Issues. Each student should be prepared to contribute to class discussion in each class. *Use of laptops in class must be only for course-related work (i.e., note-taking or assignments as instructed by faculty). Using laptops for personal use (i.e., emails, fantasy sports) or texting in class will not be tolerated. CLASS ATTENDANCE Class attendance is important for the lecture, notes, and your participation grade. The final grade will be reduced by .25 points for each unexcused absence.

Sen. Doc. No. 13-055 EXAMINATIONS Midterm and final examinations will be scheduled in two-hour blocks in an open note format. Examinable Material: assigned readings, lectures, material posted on MOODLE, and discussions. IV. GRADING

Foremost in the determination of the final grade is the quality of the student’s work and participation regarding the assignments and class discussion. Grades will be based on the following percentages:

Attendance & Class Participation 15%

Current Legal Issue Presentation/Discussion Posts 10% Legal Memo 25% Exam 1 25% Exam 2 25% 100%

Grade Scale: A 93-100 A- 90-92.99 B+ 87-89.99 B 83-86.99 B- 80-82.99 C+ 77-79.99 C 73-76.99 C- 70-72.99 D+ 67-69.99 D 60-66.99 F <60

NOTE: Academic dishonesty will not be tolerated. Action will be taken against students in committing academic dishonesty in accordance with the current Graduate Rights and Responsibilities Handbook. V. CURRENT LEGAL ISSUES PRESENTATION GUIDELINES OVERVIEW Each student will be assigned dates to present on current legal issues. The assignment will prepare you to spot legal issues that have an impact on the business of sport. The presentations should cover new or recent cases and/or factual situations that may lead to a legal case/conflict or a key business decision/conflict. On a student’s assigned day (s)he is responsible to email through the class list serve their legal issues 48 hours in advance for class members to review PRIOR to class. The CLI should include a factual summary of the issue along with a series of questions to lead the class discussion. Sources should be cited on the bottom of the CLI Presentation and in-class discussion should last no more than 20 minutes. Further class discussion should occur on Moodle forum. GRADING BASIS -Coverage/understanding of the issue(s); the organization and clarity of presentation -Significance of chosen issues to class (relationship between current issues & class material) -Participation in discussions

VI. LEGAL MEMO Legal memo will be based on chosen current legal issue. Details on memo will follow later in the semester. Memo will be due by end of January Break. VII. CONTENT OUTLINE AND ASSIGNMENT SCHEDULE DATES TOPIC ASSIGNED READING (Chapters/Pages) Sept. 6 Course Overview & Introductory Legal Concepts Chapters 1-3

Sen. Doc. No. 13-055 Sept. 11-20 Judicial Review of Sport

Chapters 1-3 (tie up loose ends) Masteralexis Judicial Review Chapter Available on Moodle site Brief case in chapter – bring to class **How to brief a case: See p. 41-43 of your textbook;

For further help briefing cases, see the following useful websites: http://lawschool.westlaw.com/highcourt/HowToBrief.doc http://www.lib.jjay.cuny.edu/research/brief.html http://www.law.uh.edu/lrw/casebrief.pdf

Governance Issues Pro Sports Ch. 11 (261-270) Governance Issues Olympic sport Ch. 12

Governance of High School & College Athletics Chap. 13 (322-348) Sept. 25-Oct. 2 Tort Law – Negligence & Vicarious Liability Participant Liability Issues Ch. 15 Premises & Spectator Liability Ch. 16 (463-478)

Waivers & Exculpatory Clauses Ch. 17 Review Contract Law Ch. 4 (50-56)

Oct. 4-16 Intentional Torts Participant Violence Ch. 18 Oct. 18-23 More Intentional Torts Additional Intentional Torts Ch. 20 (637-643)

Tort Theories & Employment Law Ch. 5 (82-94)

Oct. 25 EXAM In class 10:50-12:50

Oct 30-Nov. 1 Contract & Agency Law

Contractual Issues in Employment Ch. 4 Nov. 6 Agency Law

Agency Law & Athlete Agents Ch. 10

Sen. Doc. No. 13-055 Nov. 8-13 Antitrust Law Antitrust Law Basics Handout

Antitrust Law Applied to Sport Ch. 11; Case p. 344 Nov. 15 Labor Relations & Collective Bargaining Labor Relations & Collective Bargaining Ch. 9

November 2t2h No Class – Thanksgiving Break

Nov.20-29 Regulation of Sport Organizations

Employment Discrimination Ch. 6, 7 Dec. 4-6

Participation & Discrimination in Athletics Ch. 14 Exam Week Exam #2 – Time & Room TBA Legal Memo Due in January – Details forthcoming NOTE: Class will not meet on the following dates: Oct. 9 Columbus Day (Monday Schedule); Nov. 22 Thanksgiving Break COPYRIGHT NOTICE Many of the materials created for this course are the intellectual property of the instructor. This includes, but is not limited to, the syllabus, lectures and course notes. Except to the extent not protected by copyright law, any use, distribution or sale of such materials requires the permission of the instructor. Please be aware that it is a violation of university policy to reproduce, for distribution and/or sale, class lectures or class notes, unless copyright has been explicitly waived by the faculty member.

Sen. Doc. No. 13-055 1. UNIVERSITY OF MASSACHUSETTS

2. DEPARTMENT OF SPORT MANAGEMENT 3. 4.

5. APPLIED SPORT MARKETING RESEARCH 6. SPRING 2012

7. 8. SYLLABUS AND COURSE OUTLINE

9.9.9.9. 10. FOR

11. 12. SPORTMGT 693A

13. 14.14.14.14.

15. INSTRUCTOR: Tracy L. Schoenadel 16. TELEPHONE: (413)545-5590

17. E-MAIL: tschoenadel@isenberg.umass.edu 18. Office hours: Monday, Tuesday and Thursday 8:00 to 3:00

19.19.19.19. 20. INSTRUCTOR: Young Han Lee 21. TELEPHONE: (413)545-5694

22. E-MAIL: ylee@isenberg.umass.edu 23. Office hours: Monday and Wednesday 10:30 to 12:00

24.24.24.24. 25.25.25.25. 26.26.26.26.

27.27.27.27. Text : Creswell, John W. Research Design Qualitative, Quantitative and Mixed Approaches. 28.28.28.28.

Course Description: The research process is useful in every aspect of sports business. This course presents a managerial as well as technical perspective to research. Quantitative and qualitative tools, techniques and methods of applied research are explored in the framework of general guidelines for empirical work. Topics will include sampling techniques, research design, data collection, and problems of measurement. Statistical methods such as frequency, variability, sampling, and observation will form the basis for performing applied industry research. Course Objectives. The student who successfully completes this course will have the ability to: 1. Apply the general steps in the applied research process. 2. Comprehend the difference between quantitative and qualitative research and the methods and techniques used in

both, as well as their benefits and limitations. 3. Use various sampling techniques, research designs, data collection procedures, and methods of measurement as

they relate to the applied research process. 4. Comprehend the use of statistical methods as applied to data analysis and interpretation. 5. Evaluate research projects for need and depth of analysis. 6. Use applied research steps and techniques to develop a research proposal. 7. Appreciate the perspectives of industry and academic experts as they relate to applied research.

Sen. Doc. No. 13-055 Approach. This course will be lecture and discussion format. Late assignments will only be accepted in limited situations (illness or other emergency). If you are unable to attend class, it is your responsibility to inform the instructor prior to class, if possible, and insure you are able to obtain lesson notes, etc. as may be applicable.

Requirements. Requirements of this course consist of the following: 1. It is expected that each student will be prepared to participate in lively, intelligent and professional discussion.

Reading assignments and homework must be done prior to attending class so that everyone will benefit from an in-depth and informed discussion of issues.

2. All written assignments are to be typed with spelling, grammar and punctuation in a professional or business

standard.

3. Each student will be required to research, formulate, present and write a research proposal/project that might/could be used for the Advanced Special Project. The proposal will include:

• The proposed topic (title) of project or research study.

• A description of the idea or an explanation of the parameters of the problem, questions or project that will succinctly set the stage for the remaining report. This must include purpose and objectives of intended study as well as the need for/significance of the project.

• The proposed research design and procedures to be used -- i.e., the research methods/techniques. The design should include: type of research, possible statistical procedures, survey and sampling possibilities, anticipated results (if applicable), etc.

• The written proposal will be evaluated on the student's successful development of a viable research topic as well as presence and quality of the proposal components including content, organizational coherence and correct usage of the English language and chosen style manual. The in-class presentation will be evaluated based on coverage of the above topical areas and delivery techniques.

• Each student will also participate (in a group) with a pre-selected research project with an outside company/athletic department. The group will be responsible with meeting the client, developing the research design, questionnaire, implementation of the study and analysis of results.

Evaluation: Course grades will be based upon the quality of critical analysis and discussion of required and recommended readings, participation in-class discussions and projects, and the development, presentation and writing of the research proposal. All students will be expected to participate in a number of hands-on project and assignments designed to develop the necessary critical and practical skills for conducting applied research. Some exercises will involve preparing a brief written report. Others will be presented orally. (Assignments will be described in class as needed.) The evaluation for the course will be based on the following components and values assigned: Research Proposal (Midterm) 25 points

Research Project Written & Presentation (Final) 50 points (includes group peer evaluations) Participation, discussion and in-class assignments 25 points

Total = 100 points 93-100 = A 88- 92 = AB 83- 87 = B 78- 82 = BC 70- 77 = C Below 69 = F

Sen. Doc. No. 13-055 Course Outline. This outline may be modified to accommodate related current events, UMass events, unexpected guest speakers or other extraordinary circumstances. Date & Topic January 24 Topics:

Introduction and Course Objectives Sport Research Trends January 31 Topics: Types of Research Design and Applications (Quantitative vs. Qualitative) February 7 Topics:

Setting the Stage for the Research Process Defining Research Problem, Objectives and Purpose Determine Questions and Hypotheses

February 14 Topics: Choosing the Most Efficient Research Design Sampling Types of Questions to Ask Data Collection

Ethical Concerns Associated with Various Research Designs February 21 Topics:

Statistical Techniques and Applications Data Management Writing the Research Report

February 28 Topics:

Focus Groups Recruiting for Focus Groups Moderating for Focus Groups Analyzing Focus Group data

March 6 Topics: Midterm Due (Research Proposal) March 13 Topics:

Management Efficiency (Young) Data Analysis – Working Session (Schoenadel)

March 20 Spring Break March 27 Topics:

Management Efficiency (Young) Data Analysis – Working Session (Schoenadel)

April 3 Topics: Pricing Strategy (Young) Data Analysis – Working Session (Schoenadel)

April 10 Topics: Pricing Strategy (Young)

Research Report – Working Session (Schoenadel)

Sen. Doc. No. 13-055 April 24 Topics: Pricing Strategy (Young)

Mock Presentations – Answer Questions for Presentations

May 1 Topics: Final Presentations and Graphical Report Due

Sen. Doc. No. 13-055 University of Massachusetts

Mark H. McCormack Department of Sport Management

SPORTMGT 623: Sport Marketing: Fall 2012

1. Course Information

Course: SPORTMGT 623 – Sport Marketing Meeting Time: Mondays & Wednesdays 1:15-4:15 Instructor: Dr. Janet S. Fink Contact Information: jsfink@isenberg.umass.edu; 545-7602; SOM 236D Office Hours: T 9-11 & TH – 10-11 (and by appointment)

2. Required Texts

1) Shank, M. D. (2009). Sports Marketing: A Strategic Perspective. 4th Edition. Upper Saddle River, New

Jersey: Pearson Prentice Hall LTD. 2) Street and Smith’s SportsBusiness Journal: To subscribe, please visit the website:

http://www.sportsbusinessdaily.com/College-University/Subscribe/College-Subscription.aspx Then select UMass Amherst, and then Steve McKelvey

3) Readings posted to Moodle 4) HBR Readings

3. Course Rationale

This class focuses on the unique aspects of the sport industry and how they interact with and impact the way traditional marketing strategies are implemented. Sport marketers must operate in a unique service industry in which there is a great deal of inconsistency and a high emotional connection to the product. After completing this course, students should have a firm understanding of the unique aspects of marketing sport (and marketing products and services through sport) and be able to utilize that knowledge to develop successful marketing strategies.

4. Course Design

This course is designed to:

a) provide students with a broad appreciation of the uniqueness of sport marketing and its function as a vital component of sport management.

b) provide students with an understanding of sport marketing concepts as they are currently being applied (or could be applied) to better market sports, or better market products/services through sports

c) provide a foundation for students to engage in advanced work in marketing, consumer behavior, or related fields.

To accomplish these goals, the class will be structured as follows: 1:15:245 – Lecture/Discussion regarding most critical aspects of readings Break, SBJ/ Current Issue Group Presentation 2:45-3:30 – Introduce “Case of the Day”; students work on answering case questions using the material from readings, lecture, discussion, etc. 3:30-4:15– Discussion of Case – application of relevant information

Sen. Doc. No. 13-055 5. Course Requirements /Evaluation Participation: In addition to attending, students are expected to be an active participant in the class. In order to accomplish this, students must be READ ALL MATERIAL THOROUGHLY AND CAREFULLY BEFORE CLASS. You must listen carefully to what others have to say, and offer your own thoughts when applicable – quantity does not necessarily equal quality – the best participation usually is the result of applying what you have read/learned to practice. Additionally, group members have the ability to detract points from this grade if they deem someone is not being a fully active group member. After each class, you will be given a “participation grade” of 0 to 3. (30 possible points) Personal Goals, Views of Sport Marketing, What you hope to learn from class: At the start of the first class, I will ask you to respond, in writing, to a series of questions. These questions are designed to help me better understand your career aspirations and your views about sport marketing, as well as help me ensure the course is designed to meet student expectations. (5 points) Mid-term Case Response: After most of the material for class has been covered, you will be given a case study that will challenge you to incorporate all that you have learned in the class in order to effectively answer the case questions. The case will be handed out on 11/14 (at the end of class) and will be due on or before 11/23 by 5:00 p.m. EST (50 possible points) Group Responses to Case Study: Students will be grouped the first day into groups of 5 (one group will have 6). Groups will be given 45 minutes to respond to a short case study distributed in class. These cases will usually be current, deal with “real” issues, and require you to utilize the material for the day (as well as previous material or any “outside” material if pertinent). (5 points each/45 possible points) Group “Current Issue” Presentation: In groups of 3 (1 group will have only 2), students will present a “current issue” that is impacted, or exemplified, by the topic for the day. (For example, if the topic of the day were promotions, a current issue presentation could explain a sport organization’s successful use of social media) The current issue can come from the SBJ or any other outside source, but it should be something that is relatively “cutting edge” regarding the day’s topic. Students will present the topic, relate it to course material, and engage the class in discussion or activities (20 minutes). (30 possible points) Octagon Bowl/Final Presentation: Octagon Marketing will provide a case brief that describes a business development challenge facing one of their corporate clients. Your case group will work to formulate responses to the challenges presented in the case and provide a business presentation delivered in Mid-December at the Octagon offices in Norwalk, CT. (75 possible points, includes evaluation from Octagon representatives)

Grading Structure

98-100% = A+ 93-97% = A 90-92% = A- 87-89% = B+ 83-86% = B 80-82% = B- 77-79% = C+ 73-76% = C 70-72% = C- 67-69% = D+ 60-64% = D < 60% = F

Sen. Doc. No. 13-055 Class Schedule

Date Topic Readings Due 10/22 Special Nature of Sport

Marketing • Shank, Chapters 1 & 2

• Chalip: Forward (moodle)

• Wakefield: Chapter 1, What is sport marketing (moodle)

Individual Views of Sport Marketing/what you hope to get from the class.

10/26 Marketing Research • Shank, Chapter 3

• HBR Chapter

• USAToday.8.15.2011 Link

Group Case Analysis #1 Current Issue Presentation #1

10/29 Class Canceled (Sandy)

10/31 Segmentation • Shank, Chapter 6

• Huddell SBJ article, link on moodle

• Deconstructing the Modern Sport Fan (Moodle)

Current Issue Presentation #2 & 3

11/5

Sport Product and Branding

• Shank, Chapter 7 and 247-259 of Chapter 8

• How Gatorade turned around link

• Branding in the digital age. HBR article

• Partnership Brand Marketing (moodle)

Group Case Analysis #2 (10 points) Current Issue Presentation #4

11/7 Promotions • Shank, Chapter 9

• Attitude Change Chapter (moodle)

• Global success in sport promotion (moodle)

Group Case Analysis #3 Current Issue Presentation #5

11/12 Veterans Day – No Class

11/14 Sponsorship Midterm distributed

• Shank, Chapter 11

• Sponsorship activation link

• Not playing the game (moodle)

Group Case Analysis #6 Current Issue Presentation #7

11/19 Endorsements/Managing Personal Brands

•Fink Chapter (Moodle) •Fink, Cunningham, Kensicki (moodle) •Maria Sharapova, Marketing a Brand.HBR Case

Group Case Analysis #7 Current Issue Presentation #8

Sen. Doc. No. 13-055 11/21 Midterm – no class

meeting

Midterm Case analysis due by 5:00 p.m. Friday 11/23

11/26 Sport Consumer Behavior

• Shank, Chapters 4 & 5 • Trail excerpt (Moodle)

• Trail Chapter 11 (moodle)

• Sportsbusinessjournal link ActiveNetwork Report (Moodle)

Group Case Analysis #8

11/28 Corporate Social Responsibility and Cause Related Marketing

• Babiak.Wolfe.CSR (moodle)

• Pharr.Lough (moodle) CSR Brand (moodle)

Group Case Analysis #9 Current Issue Presentation #6

12/3 Group Work on Octagon Bowl

12/5 Group Work on Octagon Bowl

12/10 Presentations at Octagon

Sen. Doc. No. 13-055 University of Massachusetts

Mark H. McCormack Department of Sport Management Isenberg School of Management

Required Reading Materials: Course Textbook: Rosner, S.R., Shropshire, K.L. (2004). The Business of Sports. Ontario, Canada: Jones & Bartlett. Selected Chapters: Wong, Glenn M. The Comprehensive Guide to Careers in Sports, 2nd Edition. Burlington, MA: Jones & Bartlett. Additional Reading: Street & Smith’s SportsBusiness Journal. (Online subscription can be accessed at www.sportsbusinessjournal.com); choose “college program” and follow prompts Course Description and Objectives: This course provides exposure to the unique industry of sport business. Sport managers should be aware of the various governing structures within sports and should be able to discuss how the basic principles of management, marketing, law, finance and ethics are applied to understanding and managing sport. Upon completion of this course, students should be aware of the different entities within the sport industry and should be able to understand the career opportunities available in sports. Through weekly readings, PowerPoint lectures, on-line discussions and a final paper, students will gain insights into the strategies and tactics utilized by companies to solve basic problems faced by sport managers. Sport business areas covered in detail include: professional sports; league structure and background; labor and unions; individual sports; sport franchise valuation; Olympic sports; college sports; gender equity and diversity; ethics and the future challenges in sport business. Overview of Course: This course consists of 10 units, each of which will be delivered on a week-by-week basis. Within each unit, you will be responsible for:

• Assigned Readings (The Business of Sports textbook, select readings from Careers in Sports and readings posted on course website)

• Studying of PowerPoint lecture for each unit. These lectures will explain key concepts and extend the information covered in the readings

• Participating in the threaded discussion questions that will be based on the readings/lecture

Each weekly Unit will open at 8:00 AM on Monday. Units will not open until the Unit week begins. In other words, you will not have access to assignments in advance of the week it is assigned.

SPORTMGT 595D – Introduction to Sport Management Online Course 2013

Lecture: Lecture Date and Hours TBD Classroom: TBD Professor: Stephen McKelvey Office: TBD Office Hours: Office Hours Date/Time TBD Email: mckelvey@isenberg.umass.edu Course Website: Blackboard Phone: (413) 545-5066 https://login.umassonline.net/amherst.cfm

Sen. Doc. No. 13-055 Assignments and Grading Policies: Your final grade in this course will be determined by your performance on four types of assignments:

Assignment

Points / Assignment TOTAL %AGE OF OVERALL

GRADE Weekly Participation in Threaded Discussion Question (min. of 3 posts)

3% (x 10) 30%

Business Memos 6% (x 5) 30%

Mid-Term On-Line Test (multiple choice) 15% 15%

Final Paper 25% 25%

100% Grading Scale: A 93-100 C+ 77-79.99 A - 90-92.99 C 73-76.99 B+ 87-89.99 C- 70-72.99 B 83-86.99 F 69 & below B- 80-82.99 Online Threaded Discussions (30%): To successfully achieve the goals of this course, participation in the weekly discussions is required. 30% of your final grade is based on your weekly participation in online discussions. Because traditional classroom discussions will not occur with this class, much of the learning will occur in the threaded discussion component of this class. In short, it is my hope that you can learn from each other about your experiences. I have assigned weight to the threaded discussion participation to underscore the importance of preparation and participation in the discussion topics. It is my hope that you will strive to provide comments that are:

• Insightful – comments reflect on what you have read, and offer thought provoking comments to which other students can respond

• Thoughtful – comments that demonstrate you have spent time crafting your response and have considered the existing posts on the topic

• Complete and concise – do not use more space than is needed

• Respectful of other opinions presented in the discussion. It is okay to disagree with others (in fact it is encouraged if you have a solid argument), but please do so in a manner that is consistent with proper etiquette

• Well written – please also pay attention to using correct grammar, spelling, and punctuation. Please consider using a word processing program to craft your response (and incorporate suggestions from spell check and grammar check).

Each week students will be provided with a threaded discussion topic tied to the unit’s topic area. During the week, I will then post sub-questions or follow-up questions for students to think about. Each student must then ALSO post a minimum of two (2) additional, well thought-out responses to further elaborate upon the week’s threaded discussion topic. Your minimum of three (3) posts must occur on at least two separate days (this requirement is in place so that you follow the discussion over the week and do not make all of your comments on one day). I will only evaluate your first three responses to each question as I am looking for quality and not quantity – so make every post count!!

I expect that the bulk of these on-line discussions will take place on Wednesday through Sunday (after you have had an opportunity to read and digest the materials for the week). All of your postings MUST take place by 10:00 PM (EST) on Sunday.

Sen. Doc. No. 13-055 All students are expected to be professional, courteous, respectful, and civil in their interactions with others (using email, posting a discussion comment, etc.) in this course. For a primer on proper etiquette, please visit http://www.albion.com/netiquette/. In addition, the University of Massachusetts and I are not responsible for the content of any personal messages that are sent from one student directly to another student using the course email listing for this course. On my end, I will participate in the discussion in an effort to keep them on point, clear up misunderstandings, and advance the understanding or application of a particular topic. Midterm Exam (15%): The Midterm Exam will be held during the week of TBD. This exam will be held online and will be multiple choice. The exam will be timed, so once opened; there will be one (1) hour to complete it. There will be no final exam. The exam will include material from the PowerPoint’s, discussion topics and assigned readings. Absolutely no “make-up exams” will be given. Academic dishonesty will not be tolerated. Action will be taken against students in committing academic dishonesty in accordance with the current University policy: http://www.umass.edu/dean_students/codeofconduct/acadhonesty/ Business Memos (30%): Critical thinking skills are paramount in assessing “real-world” issues and opportunities, but just as important is the ability to communicate student analysis and recommendations on paper. Over the course of the semester, students will be required to write and submit five (5) business memos based on fictional scenarios provided by me. The business memo scenario will be posted on-line the week that it is due. I typically will play the role of the company President/CEO and you will play the role of a person within the industry (as decided each memo), charged with providing me with a memo that sets forth your recommendations that are applicable to the specific industry and topic that week. In accordance to the memo format, these papers must be typed and not exceed two (2) pages, single-spaced, with 12-point font and margins set at one inch on all four sides. Students who do not adhere to these instructions will lose points. Business Memos will be due by the Sunday the unit ends (no later than 11:30 PM). NO Business Memos will be accepted beyond the week that they are assigned! Final Paper (25%): This course culminating Final Paper is designed as a means of incorporating the concepts covered in class. The paper should be based on a current sport management issue and should not exceed five (5) pages, single-spaced with 12-point font and margins set at one inch on all four sides. This paper will require students to discuss at least three issues from the areas of sport marketing, sport finance, sport law, media, etc. and should focus on a specific industry, (college, Olympic, professional etc.). Students are advised to draw information and articles from Street & Smith’s SportsBusiness Journal. Papers will be due by the final Sunday of Week 10 (no later than 11:30 PM). Late papers will be penalized five (5) points per day late. Responsiveness and Email: I will try my best to be responsive to your questions and concerns. I will read emails and discussion boards at least twice a day, usually one in the morning and the other in the evening, during the week. Thus, you may expect my response to your emails and selected discussion topics within 24 hours in most cases. When you have questions about the material covered, you have two options:

1) For each unit, there will be a separate discussion thread entitled “Ask the Professor.” This threaded discussion

will remain blank until someone posts a question. I use this space to facilitate group learning from individuals’ questions. These can be additional questions that you have in the course of reading the Unit materials, questions about a current issue in sports, etc. Please first consider posting your question in this section, as I will regularly check this discussion area.

Sen. Doc. No. 13-055 2) If you feel that your question is more appropriate as a personal email to me, please write “595D Question” in

the subject line of the email so that I can readily identify your emails from among other emails and provide you with the quickest response possible.

I will also attempt to provide you with prompt feedback on the assigned components of this course as I know that a) you are curious about how you performed; b) feedback on one assignment will help you improve for the next assignment; and c) feedback is part of the learning process.

Technical Problems:

I strongly encourage you to make copies of all communications with me, all papers submitted, and all exams taken for the purpose of having backup for your work in the case of a computer crash. An ISP problem that you may have is NOT an acceptable reason for turning work in late or failing to post responses to the discussion questions. If computer or ISP problems occur, you are responsible for finding another location from which you can do your work.

BELOW IS THE GENERAL COURSE SYLLABUS. A MORE DETAILED SYLLABUS (INCLUDING THE SPECIFIC READINGS) WILL BE POSTED ONE WEEK PRIOR TO START OF THE COURSE

Unit Topic(s) Dates Assignments/Readings 1 Course Introductions

PART I Professional Sports: League Structure and Background

Week 1 READ: Rosner, Chs 1-2; Wong, Ch. 1; What is it Really Like to Work in the Sports Industry? STUDENT INTRODUCTIONS DISCUSSION: See posted question

2 Revenue Sharing and Financials; Sport Franchise Valuation

Week 2 READ: Rosner, Chs. 3-5, 12; ADD’L READINGS AS ASSIGNED DISCUSSION: See posted question

3 Media and Licensed Products

Week 3 READ: Rosner, Chs. 6-7; Wong, Ch. 70; ADD’L READINGS AS ASSIGNED BUSINESS MEMO #1 DUE DISCUSSION: See posted question

4 Labor Unions: Legal Framework; Salary Arbitration and Caps; Free Agency; Role of Agents

Week 4

READ: Rosner, Chs. 8-9; Wong, Chs. 41 and 43; ADD’L READINGS AS ASSIGNED DISCUSSION: See posted question

5 Individual Sports and Start-up Leagues: Successful Models; Minor Leagues; Women’s Sports

Week 5 READ: Rosner, Chs. 10-11; Wong, Ch. 22; ADD’L READINGS AS ASSIGNED BUSINESS MEMO #2 DUE DISCUSSION: See posted question

6 PART II Olympic Sports: Organizing Committee, Revenues and Expenditures

Week 6 READ: Rosner, Ch. 13; Wong, Ch. 28; ADD’L READINGS AS ASSIGNED DISCUSSION: See Posted Question MID-TERM TEST (Multiple Choice)

7 PART III College Sports: History; Structure

Week 7 READ: Rosner, Ch. 14; Wong, Chs. 6-14 ADD’L READINGS AS ASSIGNED BUSINESS MEMO #3 DUE

Sen. Doc. No. 13-055 Unit Topic(s) Dates Assignments/Readings

Careers in Sports: Networking and Job Seeking

DISCUSSION: See posted Question FINALS PAPER DETAILS ASSIGNED

8 NCAA: Financial Overview; TV rights; Championship and Bowl Games

Week 8 READ: Rosner, Chs. 15-16; Wong, Chs. 55-59; ADD’L READINGS AS ASSIGNED BUSINESS MEMO # 4 DUE DISCUSSION: See posted question

9 PART IV Sociological Considerations: Gender and Diversity

Week 9 READ: Rosner, Chs. 17 and 19; ADD’L READINGS AS ASSIGNED BUSINESS MEMO #5 DUE DISCUSSION: See posted question

10 Amateurism, Ethics and the Future

Week 10

READ: Rosner, Chs. 18, 20-21; ADD’L READINGS AS ASSIGNED DISCUSSION: See posted question FINAL PAPER DUE

Sen. Doc. No. 13-055 1. UNIVERSITY OF MASSACHUSETTS

2. MCCORMACK DEPARTMENT OF SPORT MANAGEMENT 3. 4.

5. STRATEGIC SPORT COMMUNICATIONS 6. SPRING 2013

7. 8. SYLLABUS AND COURSE OUTLINE

9.9.9.9. 10. FOR

11. 12. SPORTS 595A

13. 14.14.14.14.

15. INSTRUCTOR: Tracy L. Schoenadel 16. TELEPHONE: (413)545-5590

17. E-MAIL: tschoenadel@isenberg.umass.edu 18. Office hours: Tuesday and Thursday 11:00 to 2:00

REQUIRED READING MATERIALS:

Routledge Handbook of Sport and New Media Andrew Billings & Marie Hardin, Eds. (2013) Street & Smith's Sports Business Journal (subscription form can be found at http://www.sportsbusinessjournal.com/ and clicking "college program")

COURSE DESCRIPTION AND OBJECTIVE:

This course examines the various channels for communication within the sport industry. The primary focus will be an analysis of the ways in which sport organizations communicate directly with their target markets as well as in-depth discussion of the mediated devices used to consume sporting products. Topics include: public relations, the uses of television, radio, and print media, the growth of the Internet and new sport communication technologies. Furthermore, students will be charged with identifying future communication tools and assessing their potential impact on sport.

Students will form teams for the duration of the semester and take on challenges facing sport organizations in regards to reaching and communicating with their fan bases. By incorporating real-time issues with course concepts, the class will critically analyze the state of sport communications.

COURSE METHOD: Through tex tbook and SBJ reading, case studies, and group assignments, students will be evaluating the use of communication technologies in the sport industry. Such tasks will help to prepare students for careers in public relations, media relations and sports information.

GRADING BASIS (500 points): • Group Presentations (200 points, 75 for the presentation and 125 for the paper)

• Informational Interview (50 points)

• Cases Study Reports (100 points, 25 x 4 cases)

• Discussion Leadership (50 points) Participation (100 points)

Sen. Doc. No. 13-055 Grading Scale:

485-500 points= A+

465-484 points = A

450-464 points= A-

435-449 points = B+

415-434 points= B

400-414 points = B-

385-399 points= C+

365-384 points= C

350-364 points= C- 0-350 points= F

(97%+)

(93%-96%) (90%-

92%) (87%-89%) (83%-86%) (80%-82%) (77%-79%)

(73%-76%) (70%-72%) (0%- 70%)

Accommodation Policy Statement. The University of Massachusetts Amherst is committed to providing an equal educational opportunity for all students. If you have a documented physical, psychological, or learning disability on file with Disability Services (DS), Learning Disabilities Support Services (LDSS), or Psychological Disabilities Services (PDS), you may be eligible for reasonable academic accommodations to help you succeed in this course. If you have a documented disability that requires an accommodation, please notify me within the first two weeks of the semester so that we may make appropriate arrangements. Course Policies. Please refer to the specific sections in Graduate Rights and Responsibilities for information regarding academic honesty. These policies will be strictly enforced, cheating and plagiarism will not be tolerated. Incidents of academic dishonesty will be prosecuted to the full extent within the university judicial process. Assignments are expected to be submitted on the assigned due date. Late work will face a deduction of 10% per day until completed. Use of Mobile phones will not be permitted in the classroom.

Attendance/Participation/Etc.:

Your participation grade will take into account the following:

Attendance: Except for excused absences and religious observances it is expected that you are in attendance

(if not, you'll find it extremely difficult to get a passing grade in the participation). If you do have an official

excused absence, it is the student's responsibility to inform the Instructor as soon as possible to ensure that the

student does not miss any work.

Punctuality: Classes are severely disrupted by students failing to arrive on time. Classes will begin promptly. Please arrive to the class at or before the start time.

Class Contribution: Every student will be expected to contribute --in an informed and hopefully imaginative manner--to the discussions that will form a large part of each day. The will be gauged both through verbal communication and new technology. It is assumed that every student comes to class having read all the required readings for the particular day, only then is it possible to make informed contributions (as opposed to off-the-cuff comments). It is equally important to be attentive when either the instructor or students are speaking, or when videos are being shown. Students are expected to display consistent, attentive, and informed participation during lectures and discussion. Failure to do so will adversely impact your grade.

Like all classes in the Sport Management department, this class will help prepare you for a career in sport. If you

are to perform successfully in this industry, you must have excellent verbal and written communication skills. As

such, written assignments and oral presentations will be held to high standards.

Sen. Doc. No. 13-055 Course Outline. This outline may be modified to accommodate related current events, UMass events, unexpected guest speakers or other extraordinary circumstances. Date & Topic January 22 Topics:

Introduction and Course Objectives January 24 Topics: Foundations of Sport Communication January 29 Topics: Foundations of Sport Communication January 31 Topics: Key Research: Where do we go? February 5 Topics:

Team Selection and Activity February 7 Topics:

Reaching Consumers and Image Construction February 12 Topics: Sports Information

February 14 Topics: Guest Speaker February 21 Topics:

Understanding Mass Media February 26 Topics:

Understanding Mass Media February 28 Topics: Mock Focus Groups March 5 Topics: Developing a Fan Base March 7 Topics: Developing a Fan Base March 12 Topics:

Celebrity Communication and Player Public Relations March 14 Topics:

Celebrity Communication and Player Public Relations March 19/21 Spring Break March 26 Topics:

Considering Race and Ethnicity in Sport Communications

Sen. Doc. No. 13-055 March 28 Topics:

Considering Gender in Sport Communications April 2 Topics:

Internet and Social Media April 4 Topics:

Internet and Social Media April 9 Topics:

Internet and Social Media

April 11 Topics: Understanding the Contemporary Audience

April 16 Topics:

Recent Changes in Communication Technologies April 18 Topics:

Recent Changes in Communication Technologies April 23 Topics: Final Presentations and Graphical Report Due April 25 Topics: Final Presentations April 30 Topics: Final Presentations

Sen. Doc. No. 13-055 UNIVERSITY OF MASSACHUSETTS

Mark H. McCormack Department of Sport Management

Sport Leadership: 595C Fall 2012

Instructor: Dr. Mark McDonald Class Time: Tu/Th 8:00 a.m. – 9:15 a.m. Office: ISOM 236C Classroom: SOM 112 Office Hrs: Tu/Th 1:00-2:00 Email: mcdonald@isenberg.umass.edu REQUIRED READING MATERIALS: Sport Leadership Readings Packet (Available at Collective Copies) COURSE OBJECTIVE: This course is based on the premise that while knowledge of leadership that is captured by readings, structured, and presented by professors in the classroom is a valuable tool for learning, it can be complemented by experiential offerings in the “real world”. This process of combining theory and practice can be both rewarding and demanding and thus requires you to read, reflect, write, and experiment, all in the “real world” of the classroom and in a project-based work setting. The following leadership components will be addressed and worked with, within this course through theoretical and applied/experimental approaches: effective and ineffective leadership traits, attributes, and behaviors; transformational and developmental perspectives; team leadership; and crisis management, among other components. The primary purpose of this course will be met by you having:

• Increased knowledge of leadership theory and techniques in sport organizations.

• Increased ability to understand the collaborative nature of leadership.

• Realized the importance of becoming aware (in real time) of your assumptions and the effect that those assumptions may have on how you learn and current leadership strategies.

• Realized that leadership does not occur in a vacuum and that your actions and behaviors have implications on others (leaders and followers).

COURSE METHOD: Class will be a combination of lecture, discussion, case analysis, research project, and a “real world” experiential learning project. GRADING BASIS: - Three 2-page case briefs (3 @ 5%) 15% - Leadership Profile/Presentation 35% - Participation 20% - Innovation Milestones Project 30% PARTICIPATION: Students are expected to provide quality insights that enhance class discussion. Oral communication and “thinking on your feet” are vital management skills. Everyone will be responsible for the assigned material and should expect to be called upon. Failure to respond knowledgeably when called upon will be detrimental to your grade. If you happen to be a soft-spoken, use this class as a laboratory to develop assertiveness and verbal skills. Of course, you cannot be involved if you are not prepared. 20% of your grade in this course will be based on the level and quality of your participation. LEADERSHIP PROFILE/PRESENTATION: The Leadership profile project will give the opportunity for students to apply leadership theory to sport leaders at various levels of the industry. Each student will profile one current and one historical sport leader. The presentation with slides (20 minutes) should address the following questions:

Sen. Doc. No. 13-055 (1) How would you describe each person’s leadership philosophy, style, and approach? (2) Which leadership theory or theories provide the best insights into their leadership? (3) How have their leadership capabilities developed throughout their careers? (4) Under what circumstances/contexts have each of these leaders been particularly successful (how are you

defining success for a leader)? Make your presentations interactive through use of videos, pictures, quotes, and excerpts. 15-20 external sources should be referenced to support your analysis and conclusions. CASE BRIEFS: In addition to expressing oneself verbally, managers must be able to clearly and persuasively articulate their thoughts and perspective in writing. Students will have the opportunity to prepare a written set of recommendations for 3 cases during the semester. Students must work independently to compose the case briefs. The Three written case briefs are worth 15% of your course grade. The intention of these assignments is to provide students another medium to display their critical thinking skills. In addition to reading the case before class, students will analyze the issue(s) and formulate recommendations, well supported by case facts, for resolution of the problem(s). Each case study corresponds to a series of questions (included at the end of the syllabus) to guide the writing-up of the case studies. Beyond the specific grading form, in general, analyses are to be concisely written, focused on recommendations that are well supported by the case and strategic frameworks, two double-spaced pages in length, and professionally packaged using APA format (5th ed.). Grammar, sentence structure and content will be evaluated. Case briefs are due at the beginning of class, and will not be accepted late. GRADING SCALE:

• 98 - 100% A+ 80 - 82% B-

• 93 - 97% A 78 - 79% C+

• 90 - 92% A- 73 – 77% C

• 88 - 89% B+ 70 – 72% C-

• 83 - 87% B < 70% F

COURSE OUTLINE

Date: Topic/Case Study: Required Readings:

9/4 � Course Intro (get course packets at Collective Copies)

9/6 � Overview of Sport Innovation/Leadership Timeline Project -

Guest Speaker: Todd McCormack � Topic 1 articles

9/11 � Timeline Project: Discussion & Strategy

Due: Leadership Group Project (Selection of Leader)

9/18 � Leadership Theories I � Topic 2 articles

9/20 � No class: Leadership Groups meet with Dr. McDonald

9/25 � Case Study: Coach K & Coach Knight � Case Study

9/27 � No class: Timeline Groups meet with Dr. McDonald

10/2 � Leadership Theories II � Topic 3 articles

10/4 � No class: Leadership Groups meet with Dr. McDonald

10/11 � Case Study: Mount Everest -- 1996 � Case Study

Sen. Doc. No. 13-055 10/16 • Leadership Theories III � Topic 4 articles

10/18 � No class: Timeline Groups meet with Dr. McDonald

10/23 � Case Study: Army Crew Team � Case Study

10/30; 11/1

• No class: Leadership Mock Presentations

11/6 � Leadership Presentations

11/8 � Leadership Presentations

11/13 � No class: Timeline Groups meet with Dr. McDonald

11/27; 11/29

� No class: Timeline Mock Presentations

12/4 � Group Presentations – Timeline Proposals

Project Evaluator: Todd McCormack

12/6 � Class Wrap-up

Sen. Doc. No. 13-055 Bibliography

Branch, D. (1990). Athletic director leader behavior as a predictor of intercollegiate athletic organizational

effectiveness. Journal of Sport Management, 4, 161-173.

Case, R. W. (1984). Leadership in sport: The situational leadership theory. Journal of Physical Education, Recreation & Dance, 55(1), 15-16.

Chelladurai, P. (1984). Discrepancy between preferences and perceptions of leadership behavior and satisfaction of athletes in varying sports. Journal of Sport Psychology, 6, 27-41. Chelladurai, P. (1985). Sport management: Macro perspectives. London, ON: Sports Dynamics Publishers. Chelladurai, P. (1990). Leadership in sports: A review. International Journal of Sport Psychology, 21, 328-354. Chelladurai, P. (2005). Managing organizations for sport and physical activity (2nd ed.). Scottsdale, AZ: Holcomb Hathaway, Publishers. Chelladurai, P., Malloy, D., Imamura, H., & Yamaguichi, Y. (1987). A cross-cultural study of preferred leadership in sports, Canadian Journal of Sport Sciences, 12, 106-110. Chelladurai, P. & Quek, C.B. (1995). Decision style choices of high school basketball coaches: The effects of situational and coach characteristics, Journal of Sport Behavior, 18, 91-108. Chelladurai, P. & Saleh, S.D. (1980). Dimensions of leader behavior in sports: Development of a leadership scale, Journal of Sport Psychology, 2, 43-45. Danylchuk, K.E. & Chelladurai, P. (1999). The nature of managerial work in Canadian intercollegiate athletics. Journal of Sport Management, 13, 148-166. Doherty, A.J. & Danylchuk, K.E. (1996). Transformational and transactional leadership in interuniversity athletics management. Journal of Sport Management, 10, 292-309. Inglis, S. (1997). Shared leadership in the governance of amateur sport: Perceptions of executive directors and volunteer board members, Avante, 3, 14-33. Kellett, P. (1999). Organizational leadership: Lessons from professional coaches, Sport Management Review, 2, 150-171. Kent, A. & Chelladurai, P. (2001). Perceived transformational leadership: Organizational commitment, and citizenship behavior: A case study in intercollegiate athletics. Journal of Sport Management, 15, 135-159. Kent, A. & Weese, W.J. (2000). Do effective organizations have better executive leaders and/or organizational cultures? A study of selected sport organizations in Canada. European Journal for Sport Management, 7, 4-21. Kuklinski, B. (1990). Sport leadership: An overview. New Zealand Journal of Health, Physical Education and

Recreation, 23(3), 15-18. Parent, M.M., Olver, D., & Sequin, B. (2009). Understanding leadership in major sporting events: The case of the 2005 world aquatics championships, Journal of Sport Management, 12, 167-184. Parent, M.M. & Sequin, B. (2008). Toward a model of brand creation for international large-scale sporting events: The impact of leadership, context, and nature of the event, Journal of Sport Management, 22, 526-549.

Sen. Doc. No. 13-055 Reimer, H.A. & Chelladurai, P. (1995). Leadership and satisfaction in athletics. Journal of Sport and Exercise

Psychology, 17, 276-293. Slack, T. & Parent. M.M. (2006). Understanding sport organizations: The application of organizational theory (2nd ed.). Champaign, IL: Human Kinetics. Quarterman, J. (1994). Managerial role profiles of intercollegiate athletic conference commissioners, Journal of Sport

Management, 8, 129-139. Voight, M. (2006). Applying sport psychology philosophies, principles, and practices on the gridiron: An interview with Pete Carroll. International Journal of Sport Science & Coaching, 1(4), 1-13. Weese, J.W. (1995). Leadership and organizational culture: An investigation of Big Ten and Mid-American conference campus recreational administrators, Journal of Sport Management, 9, 119-134. Weese, J.W. (1996). Do leadership and organizational culture really matter? Journal of Sport Management, 10, 197-206. Zhang, J., Jensen, B.E., & Mann, B.L. (1997). Modification and revision of the leadership scale for sport. Journal of

Sport Behavior, 20, 105-122.

Sen. Doc. No. 13-055 University of Massachusetts

Sport Management Department

Sport Promotion and Sales – SPORTMGT 593B

Instructor: Professor Steve McKelvey Phone: 545-5066 e-mail: mckelvey@isenberg.umass.edu

Required Reading Materials

• Sales Promotion Essentials, 3rd Edition (Schultz, Robinson & Petrison). McGraw-Hill. Available at Textbook Annex (Identified as “Schultz”)

• Sport Promotion and Sales Management, 2nd Edition (Irwin, Sutton & McCarthy). Human Kinetics Available at Textbook Annex (Identified as “ISM”)

• Readings on MOODLE and In-Class Handouts Learning Objectives

This course provides in-depth focus on the revenue-generation components of the sport marketing industry. This course is divided into two sections: 1) retail-driven sales promotion (with focus on the tactics that companies use to leverage sport sponsorship to drive sales); and 2) sport sales and sales management (with focus on theory and practice of relationship selling). By the conclusion of this course, through lectures, in-class presentations, role-playing, written examinations, and an experiential learning-based sales promotion project, the student should be able to:

• Understand the strategic nature of sales promotion as a component of the marketing process; • Apply tactics utilized by companies to leverage sport sponsorship investments in order to drive sales through

retail/consumer and B2B promotions; • Understand the application of risk management principles to sales promotion; • Develop and present a multi-faceted retail sales promotion; • Understand and apply the strategies and tactics utilized by sport organizations in selling their product/service

(e.g., personal selling, telemarketing, direct mail, social media); • Understand the theory and practice of relationship selling, particularly as it relates to ticket and sponsorship

sales.

Grading Basis Students will be assigned grades based on performance in six class components: 1. Sales Promotion Group Presentation 25% 2. Mid Term Exam 15% 3. Business Memos (individual papers) 3 @ 7% each) 21% 4. Business Memo Group Presentation 12% 5. Discussion Question (DQ) 6 required @ 4% each) 24% 6. Class participation 3% 100%

Sen. Doc. No. 13-055 Grading Scale

A 93-100 C+ 77-79.99 A- 90-92.99 C 73-76.99 B+ 87-89.99 C- 70-72.99 B 83-86.99 D+ 67-69.99 B- 80-82.99 F < 66.99

Exam (1 @ totaling 15%

There will be one in-class exam designed to test your ability to apply the lecture and reading materials to sales promotion challenges within the spectator sport industry. Further details for this exam will be provided in advance of the exam.

Business Memos (3 @ x7 % totaling 21%)

There will be a total of four (4) business memo writing assignments. These assignments are designed to assess and enhance students’ ability to think critically about various “real world” business challenges; to conduct necessary research to support your recommendations; and to write and construct an effective business memo. Each memo is to be single-spaced, 1-inch margins, and be more than one page and less than 2. Tips for writing effective business memos will be provided to you in advance of the first business memo assignment. You will be required to write and hand in 3 business memos individually written by you. For the fourth business memo, you will assigned to a group to make an in-class presentation that addresses the particular challenge for that particular business memo (see below)

Business Memo Group Presentation (1 @ 12%)

For one of the business memos, I will assign you to a group. Instead of writing the business memo, your group will develop a powerpoint presentation that addresses the particular challenge provided by the business memo. Your grade for this assignment will be one group grade. Further details on this assignment will be presented in advance of the first business memo.

Discussion Questions (DQ’s) (24%)

Many classes will begin with by examining a Discussion Question (DQ) that ties to that day’s topic. You are expected to be ready to articulate your thoughts on each DQ if and when called upon. You are required to prepare -- for hand-in in-class -- a minimum 1-page, type-written single-spaced response that demonstrates a critically-thought-out response to the DQ. Papers that lack critical-thinking and effort, in the discretion of the professor, will NOT receive credit. There will be a total of eight (8) DQ opportunities during the semester; you are required to hand in papers for six (6) of them, each worth 4 points for a total 24 percent of your overall grade. Based on my assessment of the quality, thought and effort put into these DQ’s, you will receive one of the following 4 grades for each DQ: 93, 88, 85 or 0. Extra Credit Opportunity!: For each additional DQ paper (beyond the required 6) that you hand in, assuming they are of requisite quality, you will receive an additional two (2) points added to mid-term Exam grade.

Sen. Doc. No. 13-055

Sales Promotion Group Presentation (25 %) This is the culminating experience for this class!

- Students will work in assigned teams to develop and present (via Powerpoint) its own retail sales promotion designed to activate/leverage a company’s product/service with the goal of generating incremental sales through retail, trade and digital media channels (e.g., company website, social media). -Specific details and expectations for this project will be provided well in advance of the group presentations. -Your individual grade will be that of the overall group grade; HOWEVER, this project will also include Peer Evaluation and your individual grade may be reduced by up to 10% based upon a clearly negative overall evaluation from your group-mates.

Attendance/Participation

As stated in Undergraduate Rights and Responsibilities, “students are expected to attend regularly scheduled classes at the University for which they are registered… It is expected that you will be an active participant in the class. This means listening to what other people say and offering your own thoughts. You will be allowed one unexcused absence. Any additional unexcused absences will result in a 1% reduction in your class grade. A valid excused absence includes a documented reason for your absence (i.e., due to accident, medical, religious holiday).

ASSIGNMENTS Date Topic Reading

Tues. 9/4 Course overview & Expectations

Student Introduction Forms Thurs. 9/6 Intro to Sport Promotion & Sales ISM, Ch. 1 & 2 Theoretical Foundations for Effective Sport Promotion DUE: DQ #1 & Sales Discussion Question (DQ) #1:: Find an advertisement for a retail (consumer-oriented) sales promotion that uses a celebrity athlete endorser. Evaluate, from your own perspective, that athlete’s “source power, attractiveness and credibility” in terms of his/her use in the campaign. Does it effectively communicate the brand message? Why or why not? (Please attach a copy of the advertisement to your paper). Tues. 9/11 Sport brand communications Irwin Ch. 12

Century 21 Case Study DUE: DQ #2 DQ #2: Sales promotions are ultimately about effective brand communication. Find one sports-themed retail sales

promotion and assess its effectiveness, from your own personal perspective, specifically using the theory discussed in

Ch. 12. What specific sales promotion tactics are used? Does it work for you or doesn’t it?

Thurs. 9/13 Introduction to Sales Promotion Schultz, Ch. 1-3 Wise Case Study MOODLE READINGS Tues. 9/18 Sales promotion tactics Schultz, Chs. 4 & 5 Price-based promotions MOODLE READINGS (Coupons & Special Packs) DUE: DQ #3 HAND OUT BIZ MEMO #1

Sen. Doc. No. 13-055

DQ #3: TBD. Thurs. 9/20 Sales promotion tactics Schultz, Chs. 7 & 12 Price-based promotions MOODLE READINGS

(Price Discounts, Refunds/Rebates) Tues. 9/25 Sales promotion tactics Schultz, Chs. 6 & 8 Value-based promotions MOODLE READINGS Continuity Programs, Sweepstakes/contests BIZ MEMO #1 DUE Business Memo #1 Group Presentation (Rawlings – Coupon or Rebate program?) HAND OUT BIZ MEMO #2 Thurs. 9/27 Sales promotion tactics Schultz, Chs. 9 & 10

Value-based promotions MOODLE READINGS Premiums, Sampling Tues. 10/2 Cause Related Marketing (CRM) as Sales Promo Tactic Schultz, Ch. 11 Business Memo #2 Group Presentation MOODLE READINGS (Jonathans Tire – Sweepstakes or Contest?) BIZ MEMO #2 DUE Thurs. 10/4 Use of Social Media in Sales Promotion MOODLE READINGS HAND OUT BIZ MEMO #3 Tues. 10/9 NO CLASS (MONDAY SCHEDULE)

Thurs. 10/11 Overview of Sales Promotion Project MOODLE READINGS Celebrity Endorsements BIZ MEMO #3 DUE Business Memo #3 Group Presentation (Dinn Trophy – CRM recommendation?) HAND OUT BIZ MEMO #4 Tues. 10/16 Trade Promotions – Selling Promotions into Retail Schultz, Ch. 13

MOODLE READINGS Thurs. 10/18 Sales Promotion & Risk Management/Ambush Marketing ISM, Ch. 13

Business Memo #4 Group Presentation MOODLE READINGS (Hyundai – Celebrity Endorser or no?) BIZ MEMO #4 DUE HAND OUT COKE v PEPSI MEMO Tues. 10/23 Mid-Term Exam Overveiw MOODLE READING Coke v. Pepsi: Ambush Marketing Campaign DUE: DQ #4 DQ #4: Refer to Business Memo designed for the Coke v. Pepsi Case Study. Thurs. 10/25 Mid-Term Exam Tues. 10/30 Introduction to Sport Sales ISM, Ch. 4

Sport Ticket Sales Staff Training MOODLE READINGS

HAND OUT MOCK SALES EXERCISE ASSIGNMENT Thurs. 11/1 Sport Ticket Sales ISM, Ch. 5

Sen. Doc. No. 13-055 MOODLE READINGS DUE: DQ #5 DQ #5: You are a sales management consultant to a new baseball team in the NY-Penn League (Rookie League) that

is starting play next June in Springfield, MA. Based on the readings … do you recommend the team have a sales

structure where the same person is responsible for sales and client servicing… or would you recommend that the team

have two separate departments, one for sales and one for client servicing? Please explain your reasoning.

DEVOTE MORE TIME TO THIS IN CLASS – HAVE SIDES BREAK OUT Tues. 11/6 Mock Selling Exercises – COME PREPARED TO SELL! Include “Pitch” Sales Letter Thurs. 11/8 Transactional vs. Relationship Selling MOODLE READINGS Tues. 11/13 Customer Service/Retention/Edusellin ADD CHAPTER 6 MOODLE READINGS DUE: DQ #6

O DQ #6: From Ch 6 … Blanchard & Bowles calls it “Raving Fans.” Identify a sport product (NOT A TEAM OR LEAGUE) that you consume on a regular basis. Are you a “raving fan”? Why or why not? Then …If you were to continue your current level of consuming/purchasing this product, how much would you spend over 1 year? Over 10 years? What things could this product provider/organization do to make you a raving fan (or even move of a raving fan)?

Thurs. 11/15 Outsourcing the Sales Function MOODLE READINGS DUE: DQ #7 DQ #7: This DQ has 2 parts. Part 1: Podunk State University is considering outsourcing its sponsorship, media and

advertising rights. I want you to pick a side: would you recommend it outsource this or keep it in-house? Why? Be

ready to argue your side! Part 2: outsourcing ticket sales operation. Alittle on PSU – Div 1 with a football team that

finishes mid-pack each year in its conference, and mens basketball and hockey programs are recently on the rise.

Tues. 11/20 Sport Sponsorship Sales ISM, Ch. 7 (Review!) & 8 Thurs. 11/22 THANKSGIVING BREAK

Tues. 11/27 Sales “Tricks of the Trade” MOODLE READINGS DUE: DQ #8 DQ #8: HAVE THEM CREATE AN EMAIL You have been retained as the sales consultant for Rugged Maniac, a

company that stages military-styled obstacle course races. The company wants to use email as a primary source of its

SPONSORSHIP sales efforts. Advise the company as to the plusses and minuses/pros and cons of the use of email in

the sales process.

Sen. Doc. No. 13-055 MOCK GROUP PRESENTATIONS OF SALES PROMOTION FINALS PROJECT

SCHEDULED OUTSIDE CLASS] Thurs. 11/29 Sales Promotion Presentations Tues. 12/4 Sales Promotions Presentations Thurs. 12/6 Sales Promotions Presentations

Sen. Doc. No. 13-055 SPORTMGT 676 – College Athletics

UNIVERSITY OF MASSACHUSETTS

Department of Sport Management

Isenberg School of Management

SPRING 2012 Glenn M. Wong

Wed. 3:30-6:00pm Course Syllabus

I. INSTRUCTOR INFORMATION

• Professor: Glenn M. Wong

• Class Meetings: o Wednesday 3:30-6:00pm SOM 112

• E-Mail: gwong@isenberg.umass.edu OR gwong@sportmgt.umass.edu

• Twitter: WongSportsLaw

• Mailbox: ISOM Room 230

• Phone/Voicemail: (413) 545 – 5053

• Office Hours: Two of the following: o Tuesday: 2:00-3:30 pm o Wednesday: 2-3:30 pm o Thursday: 2:00-3:30 pm

• Office: ISOM 236N

II. COURSE MATERIALS

A. REQUIRED i. Books to Purchase (Available on Amazon)

1. Bowen, William G. & Levin, Sarah A., Reclaiming the Game: College Sports and Educational

Values. Princeton University Press (September 2003). 2. Duderstadt, James J., Intercollegiate Athletics and the American University: A University President’s

Perspective (2003). 3. Miller, James A. & Shales, Tom., Those Guys Have All the Fun: Inside the World of ESPN (2011). 4. Passan, Jeff, Peter, Josh, & Wetzel, Dan, Death to the BCS: The Definitive Case Against the Bowl

Championship Series, 2011 Edition: Totally Revised and Updated. Penguin Group (2011). 5. Wong, Glenn M., A Comprehensive Guide to Careers in the Sports Industry, Jones & Bartlett

Publishers, June, 2012. (On reserve at UMass library, portions on SPARK). 6. Wong, Glenn M., Essentials of Sports Law (4

th Edition). ABC-CLIO Publishers (2010). (On reserve at

UMass library, portions on SPARK).

ii. Subscription 1. Subscribe to receive NCAA press releases:

http://www.ncaa.org/wps/wcm/connect/public/ncaa/resources/ncaa+media+center 2. Articles and handouts, as assigned, including Sports Business Journal and Chronicle of Higher

Education 3. “Athletic Clips” - Subscription required

iii. Available on SPARK (https://spark.oit.umass.edu/webct/logonDisplay.dowebct) or online:

1. Read NCAA Latest News every two weeks: (http://www.ncaa.org/wps/wcm/connect/public/NCAA/Resources/Latest+News/2010+news+stories/)

2. NCAA Division I Manual and Bylaws, 2011-2012: http://www.ncaapublications.com/p-4224-2011-2012-ncaa-division-i-manual.aspx

Sen. Doc. No. 13-055 a. National Letter of Intent: http://www.ncaa.org/wps/wcm/connect/nli/nli b. Eligibility:

http://www.ncaa.org/wps/wcm/connect/public/NCAA/Academics/Division+I/Explanation+of+seamless+eligibility+model

3. Southeastern Conference Manual, 2011-2012 a. Constitution and Bylaws:

http://sec.xosdigitallabs.com/Portals/3/SEC%20Website/compliance/Constitution.pdf b. Commissioner’s Regulations:

http://sec.xosdigitallabs.com/Portals/3/SEC%20Website/compliance/Commissioner%20Regulations.pdf

c. General Administration: http://sec.xosdigitallabs.com/Portals/3/SEC%20Website/compliance/Constitution.pdf

4. Knight Commission: http://www.knightcommission.org/ documents a. Restoring the Balance (2010)

http://www.knightcommission.org/images/restoringbalance/KCIA_Report_F.pdf 5. Wong, Glenn M., A Comprehensive Guide to Careers in the Sports Industry, Jones & Bartlett

Publishers, June, 2012. 6. Wong, Glenn M., Essentials of Sports Law (4

th Edition). ABC-CLIO Publishers (2010).

7. Wong, G.M. and Chris Deubert, The Legal and Business Aspects of Career Ending Disability Insurance Policies in Professional and College Sports. Villanova Sports & Entertainment Law

Journal, Volume XVII, Issue 2, 2010 pp. 473-527. http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1622043

8. Wong, G.M., Kyle Skillman, and Chris Deubert, The NCAA’s Infractions Appeals Committee: Recent Case History, Analysis, and the Beginning of a New Chapter, Virginia Sports and

Entertainment Law Journal, Volume 9, Issue 1, Fall, 2009, pp. 47-153. http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1587673

9. Wong, G.M., Warren Zola and Chris Deubert, Going Pro in Something Other than Sports: Improving Guidance for Student-Athletes in a Complicated Legal and Regulatory Environment. Accepted by Cardoza Arts & Entertainment Law Journal, for Fall 2010 publication. http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1680864

B. BOOKS – OPTIONAL READING

• Armstrong, Ken & Perry, Nick, Scoreboard, Baby: A Story of College Football, Crime, and Complicity. Bison Books.

• Bowen, William G. & Shulman, James L., The Game of Life: College Sports and Educational Values. Princeton University Press (April 2002, paperback).

• Byers, Walter, Unsportsmanlike Conduct: College Athletes. University of Michigan Press; Reprint edition (August 1997).

• Dunnavant, K., The 50 Year Seduction: How Television Manipulated College Football. St. Martin’s Press (2004).

• Ernsberger Jr., Richard, Bragging Rights: A Season Inside the SEC. M. Evans & Co. (2000).

• Feinstein, John, The Last Amateurs. Little, Brown and Company (2000).

• Fiedler, Jay & Lincoln, Chris, Playing the Game: Inside Athletic Recruiting In the Ivy League. Nomad Press (2004).

• French, P., Ethics and College Sports. Rowman and Littlefield Publishers (2004).

• Gavora, Jessica, Tilting the Playing Field: Schools, Sports, Sex and Title IX. Encounter Books (September 2003).

• Gerdy, John, Air Ball: American Education’s Failed Experiment With Elite Athletic., The University Press of Mississippi (2006).

• Griffin, Geoff, Should College Athletes be Paid?. Cengage Gale (2007).

• Jenkins, Sally & Pittu, David, The Real Americans; The Team that Changed a Game, a People, a Nation. Random House Audio Publishing Group (2007).

• Kaufman, Gabriel, Football in the Big Ten. Rosen Publishing Group (2007).

Sen. Doc. No. 13-055 • Keteyian, Armen, Raw Recruits. Pocket Books; Reprint edition (January 1991).

• Litos, Michael, Cinderella. Sourcebooks, Inc. (2008).

• Oriard, Michael, Bowled Over: Big-Time College Football from the Sixties to the BCS Era. The University of North Carolina Press (2009).

• Parseqhain, Ara & Sack, Allen L., Counterfeit Amateurs. Penn State University Press (2008).

• Porter, David, Fixed: How Goodfellas Bought Boston College Basketball. Taylor Publication; Reprint edition (November 2002).

• Sack, Allen L. & Staurowsky, Ellen J., College Athletes for Hire: The Evolution and Legacy of the

NCAA's Amateur Myth. Praeger Publishers (July 30, 1998).

• Shropshire, Kenneth, The Business of Sports Agents. University of Pennsylvania Press, Inc. (2008).

• Sperber, Murray, Beer and Circus:How Big-Time College Sports is Crippling Undergraduate Education. Henry Holt & Co. (2000 ).

• Sperber, Murray, College Sports Inc .Henry Holt &Co. (1990).

• Sperber, Murray, Onward to Victory. Henry Holt & Co. (1998).

• Suggs, Welch, A Place on the Team: The Triumph and Tragedy of Title IX. Princeton University Press (2005). (Julia)

• Telander, Rick, From Red Ink to Roses. Simon & Schuster (1994).

• Thomas, Bubbha, NCAA: National Collegiate Affirmative Action. Lightmen Publishing (2006).

• Underwood, Clarence, Greener Pastures. JAD Publishing (1998).

• Wetzel, Dan & Yaeger, Don, Sole Influence. Warner Books (November 2000).

• Yaeger, Don, Tarnished Heisman: Did Reggie Bush Turn His Final College Season into a Six-Figure Job? Simon and Schuster (2008).

• Yost, Mark, Varsity Green: A Behind the Scenes Look at Culture and Corruption in College Athletics. Stanford Economics and Finance (2010).

• Zaremba, Alan Jay, The Madness of March: Bonding and Betting with the Boys in Las Vegas. UNP (2009).

• Zimbalist, Andrew, Unpaid Professionals: Commercialism and Conflict in Big-Time College Sports. Princeton University Press (January 2001, paperback).

III. COURSE OVERVIEW This course comprises the study of college athletics, including an analysis of the management of a collegiate athletic department, and a review of the organizational structure in regards to the NCAA, conferences, and institutional athletic departments. The course will focus on the NCAA (not NAIA, NJCAA, etc.), mostly Division I, some Division III, and very little Division II. It is presumed that students enrolling in this course will have taken all four fall semester Sport Management classes (Sport & The Law, Sport Business & Finance, etc). The course will include particular attention and discussion surrounding current issues in college athletics including financial trends, legislation, conference realignment, reform, Title IX/Gender Equity and other contemporary issues as assigned by the instructor, after consultation with the students.

Sen. Doc. No. 13-055 IV. TOPICS AND DATES (subject to change based on speaker availability)

SCHEDULE

CLASS NUMBER

TOPIC SPEAKER(S) ASSIGNMENT

1 (1/25/12)

BCS/ Bowls Dan Wetzel

(Yahoo Sports) Wetzel

(Death to the BCS)

2 (2/1/12)

History of NCAA DI/DIII Mission/Philosophy

Jeff Hathaway (DIII AD)

Duderstadt (Intercollegiate Athletics

and the American

University)

3 (2/8/12)

Conference Realignment and Conferences

1) Bernadette McGlade (Commissioner, A-10) 2) John Steinbrecher (Commissioner, MAC)

1) West Virginia Litigation 2) A-10 Website

4 (2/15/12)

Compliance and University Kim Callicoatte

(Associate AD, UMass)

1) Coaches Compliance Test, NCAA Manual 2) A-10 Compliance Report 3) UMass Compliance Report 3) Faculty Athletic Counsel (FAC) Annual Report

5 (2/22/12)

Academics (Admissions, Academic

Performance, APR)

1) Joan Hopkins (Associate AD, UMass) 2) Linda Reed (UMass Registrar’s Office) 3) John Westover (UMass Admissions)

1) Bowen (Reclaiming

the Game) 2) Shulman 3) National Letter of Intent 4) Eligibility

6 (2/29/12)

Finance (Arms Race, Fundraising)

1) Jamie Seguin (Associate AD, UMass) 2) Rocko DeLuca (Associate AD, UMass)

UMass Move (GW)

7 (3/7/12)

NCAA 1) John Shukie (NCAA) 2) Rachel Newman Baker (NCAA)

8 (3/14/12)

Enforcement and Infractions

1) Wong Law Review Article (VASE) 2) USC COI Decision 3) COI Decision 4) COI Decision

9 (3/28/12)

Media/Revenue Streams

1) David Scott (ESPN) 2) Burke Magnus (ESPN) 3) Jeff Price (Sporting News)

Miller (Inside the World of

ESPN)

10 (4/4/12)

Student Athlete Rights, Agents, and Disability Insurance

1) Wong Law Review Article (Cardozo Law) 2) Wong Law Review Article (Villanova) 3) UAAA Information

Sen. Doc. No. 13-055

11 (4/11/12)

University/Athletic Fit (The Strategic Role)

Kevin White

1) UMass Strategic Plan 2) Duke Strategic Plan 3) A-10 Strategic Plan (GW) 4) Knight Commission

12 (4/18/12)

Outside Marketing (Nelligan, IMG)

1) Anna Slive (IMG) 2) Pam Batalis (Nelligan)

Nelligan Contract/RFP (GW)

13 (4/25/12)

Gender and Racial Equity ADEA

***These are initial assignments and more readings will be added OTHER TOPICS: -Drug Testing of Student Athletes – NCAA, Conference, Schools -Gambling -Disabilities and ADA -Faculty Athletics Representative’s Role -Politics -Athletic Director’s Role -Chancellor -Board of Trustees -Employees -On campus- Faculty Athletic Council V. GENERAL COURSE POLICIES CLASS PREPARATION Students must complete all reading assignments before class. In addition, students will apply the readings to the questions/issues and/or cases assigned to them. Each student will prepare for class discussion by composing or outlining his/her thoughts on the questions/issues and/or cases. CLASS PARTICIPATION For each week of classes, the students will be assigned a question or set of questions or a case problem. The student must prepare answers to the questions and/or cases. For some of these, the student will be asked to represent a particular person and/or positions. Classes will be conducted in a roundtable format with all students contributing to the class discussion with the guidance of Professor Wong. CLASS PROTOTYPE

A. Discussion of current issues in College Athletics a. Athletic Clips b. Twitter

B. Discussion of topic and readings for the week C. Outside speakers/guests

ATTENDANCE Students will lose 1/3 of a grade from the final mark for each class missed.

Sen. Doc. No. 13-055 WRITTEN ASSIGNMENTS

Weekly written assignments for many of the topics for the semester will be assigned. All students should prepare written assignments. These assignments will vary in length. They are due on or before Monday, 11:59 pm, prior to the Wednesday class. Students are advised not to work too far ahead on the syllabus, since the syllabus and the assignments are subject to change based on developments in college athletics and the availability and schedule of speakers.

WRITTEN REPORT ON BOOKS

All students will read at least two of the books on the “Other Material” section of the syllabus (or a different book with Prof. Wong’s approval), and prepare a book report for the class. Each student will read at least one starred book. The book report shall consist of a 1-paragraph summary of each chapter and a list of 10 information points that best represent, analyze, and (if necessary) critique the themes or important points of the book. The purpose of this report is to provide the class with an informed executive summary of the book. PLEASE NOTIFY PROFESSOR WONG of your choice of book in advance, so that two students don’t create reports on the same book. Professor Wong will notify students of the due dates for the reports. VI. GRADING

Written assignment questions in preparation for each class and weekly self-evaluations 33% Final Exam 34%

Class Participation 33% 100%

NOTE: Academic dishonesty will not be tolerated. Action will be taken against students committing academic dishonesty in accordance with the procedures in the Academic Honesty Policy and Appeal Procedure (which can be viewed at http://www.umass.edu/dean_students/codeofconduct/acadhonesty/)

COPYRIGHT

Many of the materials created for this course are the intellectual property of the instructor. This includes, but is not limited to, the syllabus, lectures and course notes. Except to the extent not protected by copyright law, any use, distribution or sale of such materials requires the permission of the instructor. Please be aware that it is a violation of university policy to reproduce, for distribution or sale, class lectures or class notes, unless copyright has been explicitly waived by the faculty member.

Sen. Doc. No. 13-055 Mark H. McCormack Department of Sport Management

Isenberg School of Management - UMass Amherst

SPORTMGT 688 - LABOR RELATIONS IN PROF SPORT PROF. LISA P. MASTERALEXIS SPRING 2013 OFFICE: 236H ISENBERG ISOM 112 Tu-Th 11:15-12:30 OFFICE HRS: Tu-Th. 1:00-2:00 pm or by appt.

PHONE/VOICEMAIL: 545–5061 E-MAIL: lmasteralexis@isenberg.umass.edu

I. COURSE MATERIALS

REQUIRED - Readings on BBLearn (law review articles and law textbook excerpts) - Subscription to SportsBusiness Journal OR SportsBusiness Daily

-Harvard Business Essentials, Negotiation, © 2003

II. COURSE OVERVIEW

Sport managers should be aware of the implications of their managerial performance. This course provides exposure to the labor and legal issues facing the North American professional sports industry. The key areas of emphasis include the structure and governance of professional sports, contracts, antitrust law, labor relations, and agent-athlete relations in professional sports. Where time permits, students are encouraged to examine professional sport on a global scale as well as areas of professional sport that impact amateur sport.

III. GENERAL COURSE POLICIES ATTENDANCE

To successfully achieve the goals of this course, attendance is required. If you know you are going to be absent, inform the professor and team members. Students are responsible to make up missed work. During the negotiation project attendance is mandatory.

CLASS PARTICIPATION

You are expected to be prepared for every class, as participation is an important component of this course. Attendance is not participation. The quality of participation, as reflected in careful reading and thorough analysis of the cases is important. Attentive listening is also important to build upon each other’s comments. Class participation will be judged on the basis of quality and consistency of participation.

EXAMS/ASSIGNMENTS Assignments should be handed in on time. Late assignments will be penalized 5% per day late.

There are two exams. Students should make every effort to take the exam during the regularly scheduled time. If you have a conflict, a request to make up the exam must be made two weeks prior to the scheduled time. If an emergency arises which renders it impossible to make the exam, please notify me prior to the start of the exam.

NOTE: Academic dishonesty will not be tolerated. Action will be taken against students in committing

academic dishonesty in accordance with the current University policy: http://www.umass.edu/dean_students/codeofconduct/acadhonesty/

IV. GRADING

Attendance & Participation 10%

Current Legal, Labor, & Business Issues 10%

Exam #1 25%

Exam #2 25%

Sen. Doc. No. 13-055

Negotiation Memo 20%

Negotiation Group Project 10%

100%

Grade Scale: A 93-100 A- 90-92.99 B+ 87-89.99 B 83-86.99 B- 80-82.99 C+ 77-79.99 C 73-76.99 C- 70-72.99 D+ 67-69.99 D 60-66.99 F <60

IV. CURRENT LABOR, LEGAL, & BUSINESS ISSUES GUIDELINES OVERVIEW Each student will be assigned dates to present on current labor, legal, and business issues. The assignment will prepare you to spot issues that have an impact on the business of professional sport. The presentations should cover new or recent cases and/or factual situations that involve a legal case/conflict or a key business decision/conflict. On a student’s assigned day (s)he is responsible to post a copy on BBLearn 48 hours in advance for class members to review PRIOR to class. The person posting CLI should post a series of questions for the class to be prepared to discuss. Presentation and in-class discussion should last 15 minutes. Further discussion should occur on BBLearn discussion page. PRESENTATIONS (AND POST) SHOULD INCLUDE:

Background information on labor, legal, or business issue. If it’s a case, the issue before the court, the case holding and rationale If it’s a potential conflict, state what you foresee as the issue(s), legal action, and arguments The issues facing the sport industry as a result of this case/incident

GRADING BASIS

Coverage/understanding of the issue(s); the organization and clarity of presentation Significance of chosen issues to class (relationship between current issues & class discussion)

V. CONTENT OUTLINE AND ASSIGNMENT SCHEDULE 1/22 Introduction to the Labor Relation in Professsional Sport Overview of the Legal Framework for Professional Sport Industry Curt Flood video; Discuss Negotiation Project 1/24 Overview of Governance, Structural, & Legal Framework; Commissioner’s Powers Readings posted on BBLearn 1/29 Antitrust Applied to Pro Sports; Baseball’s Exemption & Other League Decisionmaking Readings posted on BBLearn 1/31 Antitrust; Single Entity Defense; American Needle case Readings posted on BBLearn 2/5 Antitrust; Intersection of Labor & Antitrust Readings posted on BBLearn CLASS MEETS IN ROOM 125

Sen. Doc. No. 13-055 2/7 Antitrust; Intersection of Labor & Antitrust

Readings posted on BBLearn 2/12 Unfair Labor Practices Readings posted on BBLearn 2/14 Unfair Labor Practices Readings posted on BBLearn 2/19 NO CLASS – Monday schedule followed 2/21 Tie Up loose ends – prepare for Exam 2/26 Exam #1

2/28 Global Issues Readings posted on BBLearn 3/5 Global Issues Readings posted on BBLearn 3/7 Collective Bargaining & Labor Arbitration Readings posted on BBLearn 3/12 Labor Arbitration & Drug Testing Readings posted on BBLearn Readings posted on BBLearn

3/14 Negotiation Project Time

SPRING BREAK WEEK of March 17th

3/26 Tie Up Loose Ends on Collective Bargaining & Arbitration; Salary Arbitration 3/28 College athletics & labor law Readings posted on BBLearn 4/2 Negotiation Process HBS Negotiation Essentials; Negotiation Readings on BBLearn 4/4 Exam #2 4/9-5/9 Negotiation Project – Negotiation time during final exams week!! Prepare your schedule to be here

during final exams week to finish in-class negotiations.

DISCLAIMER:

All dates for assignments are approximate. My goal is to create the best learning environment for students. I retain the right to revise assignments and assignment dates when necessary to create the best learning environment.

REMINDER: *Class will meet during finals week to finish up negotiation project in lieu of a final exam