Development Effectiveness in Intercollegiate Athletics DISSERTATION Presented in Partial Fulfillment of the Requirements for the Degree Doctor of Philosophy in the Graduate School of The Ohio State University By Maura A. Murphy Graduate Program in Kinesiology The Ohio State University 2018 Dissertation Committee: Dr. Brian A. Turner, Advisor Dr. Jackie M. Blount Dr. Donna L. Pastore ii Copyrighted by Maura Alexandra Murphy 2018 iii Abstract The ability of intercollegiate athletics departments to generate private sources of revenue is essential to meeting short-term needs while simultaneously planning for the future (Hall & Mahoney, 1997). Athletics development staffs under the direction of the athletics director, and in concert with institutional development efforts, are charged with the task of securing charitable contributions guided by an overall team fundraising goal as well as individual goals on an annual basis. While the athletics fundraising field has seen significant growth in recent years, the need for private support has been present since the first intercollegiate athletics contest in 1852 (Flowers, 2009; Smith, 1988). Since that time the approaches to fundraising have evolved into a formal process with development becoming more professionalized, yet the priorities of intercollegiate athletics departments have not changed significantly. A focus on competitive success, recruiting the best student-athletes and encouraging their academic pursuits, and providing facilities and resources that fully support their individual and team efforts have consistently remained at the forefront. Literature specific to athletics development has focused on areas that fundraising professionals have little to no influence over such as donor motivations and sports team performance. The purpose of this study was to shift the examination internally to explore how leadership impacts development work and identify characteristics of an effective ii athletics development operation. This study utilized Duronio and Loessin’s (1991) definition of effectiveness, which is when “actual results exceed predicted results” (p. 8). The study focused on Division I athletics departments in the Power Five, which includes 65 colleges and universities. The proposed stay and thrive model for athletics development served as the conceptual framework. The model includes five factors, and contends that the presence of these factors, cultivated by transformational leadership, results in an effective development operation. The framework outlines that transformational leadership generates pride or hope for internal and external constituents, provides fundraisers with a purpose and priorities guided by the leader’s vision, and nurtures or celebrates individual goals and accomplishments while also focusing on team goals overall. Qualitative research methods were utilized to conduct the study which involved semi-structured interviews with athletics directors, chief development officers, and development officers across five institutions. The participant interviews revealed five themes, with leadership influence varying across the themes. These findings included one theme driven by tenured department leaders (Foundation), three themes driven by the athletics director (Vision, Family Environment, and Personal Development), and one theme driven by athletics development leadership (Everyone is a Fundraiser). The five themes are discussed in relation to the study’s two research questions as well as the conceptual framework. Finally, implications for current and aspiring leaders in intercollegiate athletics are provided and recommendations for future research are presented. iii Dedication For my parents – your support and sacrifices have helped to make so much possible. iv Vita 2004................................................................B.A. Education, Saint Mary’s College 2008................................................................M.S.A. Sport Management, Ohio University 2004 – 2005....................................................Events Assistant, 2005 FedEx Orange Bowl National Championship 2005 – 2006 ...................................................Events Coordinator, 2006 FedEx Orange Bowl 2006 – 2008....................................................Director of Development, Ohio University Department of Intercollegiate Athletics 2008 – 2009....................................................Assistant Athletics Director, Ohio University Department of Intercollegiate Athletics 2009 – 2010....................................................Assistant Athletics Director, University of Central Florida Athletics Association, Inc. 2010 – 2013....................................................Director of Development, The Ohio State University Department of Athletics 2013 – 2017....................................................Assistant Athletics Director, The Ohio State University Department of Athletics 2017 – present ................................................Associate Athletics Director, The Ohio State University Department of Athletics v Fields of Study Major Field: Kinesiology Specialization: Sport Management vi Table of Contents Abstract ............................................................................................................................... ii Dedication .......................................................................................................................... iv Vita ...................................................................................................................................... v Fields of Study ................................................................................................................... vi Table of Contents .............................................................................................................. vii Chapter 1: Introduction ...................................................................................................... 1 Statement of the Problem ................................................................................................ 9 Purpose of the Study ..................................................................................................... 10 Conceptual Framework ................................................................................................. 11 Research Questions ....................................................................................................... 21 Definition of Terms ....................................................................................................... 21 Overview of Chapters.................................................................................................... 23 Chapter 2: Review of Literature ....................................................................................... 25 Fundraising and Leadership in Higher Education ......................................................... 25 Fundraising Effectiveness in Higher Education ............................................................ 28 vii Intercollegiate Athletics Fundraising ............................................................................ 33 Fundraising Effectiveness in Intercollegiate Athletics .............................................. 33 Athletics Donor Motivations ..................................................................................... 34 Competitive Outcomes and Fundraising Results ....................................................... 39 The Athletics and Academic Fundraising Relationship ............................................ 41 Summary ....................................................................................................................... 43 Chapter 3: Methodology .................................................................................................. 44 Researcher Role............................................................................................................. 45 Research Design ............................................................................................................ 47 Case Study Research ................................................................................................. 47 Participant Selection .................................................................................................. 48 Data Collection .............................................................................................................. 50 Interviews .................................................................................................................. 51 Data Analysis ................................................................................................................ 54 Trustworthiness ......................................................................................................... 56 Ethical Considerations ............................................................................................... 58 Chapter 4: Findings .......................................................................................................... 59 Driven by Tenured Department Leaders ....................................................................... 62 Foundation ................................................................................................................. 62 viii Driven by the Athletics Director ................................................................................... 65 Vision........................................................................................................................