Ambush by Dre: The National Football League and the Challenges Arising From Conflicting Sponsorship Strategies

Abstract

In this case study, students are exposed to the issue of stakeholder management through the lens of the National Football League (NFL), using a contemporary example of ambush marketing and player endorsement deals as the primary context. The case depicts nonfictitious events that involve players and their disdain for league policies regarding donning brands and products that violate exclusivity agreements the league has with other companies. After identifying the origins of the circumstances, the case profiles the three principal stakeholder groups involved (i.e., the players, the ambushed sponsor, and the focal organization) through their respective leaders (i.e., DeMaurice Smith, executive director of the NFL players association, Bob Maresca, president of Bose Corporation, and Roger Goodell, Commissioner of the NFL). Using fictitious commentary, the case culminates with the three actors utilizing the services of a sports consultancy firm as they work together to determine the best course of action. Learning objectives include understanding collegiality in a professional setting, and mitigating conflicting sponsorship strategies.

This case was prepared for inclusion in Sage Business Cases primarily as a basis for classroom discussion or self-study, and is not meant to illustrate either effective or ineffective management styles. Nothing herein shall be deemed to be an endorsement of any kind. This case is for scholarly, educational, or personal use only within your university, and cannot be forwarded outside the university or used for other commercial purposes.

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