Digital Commons Network^™

Dynamic Ticket Pricing In Sport: An Agenda For Research And Practice, Joris Drayer, Stephen L. Shapiro, Seoki Lee

Human Movement Studies & Special Education Faculty Publications

For decades, the airline and hotel industries have regularly changed prices to keep pace with fluctuating levels of consumer demand. This demand-based approach to pricing is referred to as revenue management. Meanwhile, the sport industry has traditionally underpriced tickets using a cost-based approach in order to maximize attendance and promote fan satisfaction. However, as operating costs have grown, sport organizations are now forced to reconsider these conservative pricing practices. Subsequently, in 2009, the San Francisco Giants were the first team to utilize dynamic pricing, which is a strategy that mirrors the revenue management approach. While data supporting or refuting the …

Developing A Pricing Strategy For The Los Angeles Dodgers, Denise Linda Parris, Joris Drayer, Stephen L. Shapiro

Human Movement Studies & Special Education Faculty Publications

In 2011, the Los Angeles Dodgers Stadium averaged 36,236 fans per game, dropping from 43,979 in 2010 and 46,440 in 2009, an overall loss of about 10,000 fans per game in just two years. In 2011, The Dodgers' attendance ranking fell from first to eleventh in Major League Baseball (MLB), which amounted to a loss of over 800,000 tickets sold per year, as well as the resulting revenue from concessions and parking. Despite the Dodgers' long and storied history, ticket demand had been negatively influenced by inconsistent performance, mounting bad publicity surrounding owner Frank McCourt's divorce, the beating of a …

The Impact Of Fantasy Football Participation On Ticket Sales, Merchandise Sales And Team Loyalty, Robert H. Smith

Undergraduate Honors Theses

The growth of fantasy football has opened new economic opportunities for a variety of companies (Otto, Mets and Ensmenger 2011) and many have taken advantage of them. The question remains as to the impact of fantasy sports on actual sports leagues that gave rise to the fantasy experience. Drawing on reports from the popular press and academic research on the topic, a series of hypotheses is developed and empirically tested to determine how fantasy sports impacts the ticket and merchandise sales of the sports on which they are based as well as the impact of fantasy sports on the team …

The Robins Center: Is Less More?, Randle D. Raggio, John Richardson

Marketing Faculty Publications

The Robins Center at the University of Richmond, home of Richmond’s men’s and women’s basketball teams, had hosted a Presidential debate in 1992, but at 38 years old it was time for a major renovation. In mid-March 2011, based on the success of the men’s basketball program over the past two seasons, a generous donor had agreed to contribute the total amount needed to renovate the Robins Center.

In late April, Jim Miller, Richmond’s Athletic Director, had to make a presentation to the board of trustees and the university president with his proposed renovations. One of his major decisions was …

An Empirical Examination Of University Intercollegiate Athletic Expenditures, Jeffery L. Stinson, Adam Marquardt, Joshua Chandley

Marketing Faculty Publications

To date, little empirical work has examined the institutional returns associated with athletic program investments. While intangible brand effects are commonly cited, such as athletics serving as the perceptual "front porch" of the institution, direct examination of the effects of athletic programs has often been narrow in scope. Within this study, we assess the contributions of investment in athletics as compared to other areas of institutional investment, on important institutional outcomes. Data for the study was collected from two datasets, the Integrated Postsecondary Education Data System (IPEDS) and the Equity in Athletics dataset. Fixed effects models for NCAA Football Bowl …

Social Marketing As A Catalyst For Building New Relationships Between Sport Practitioners And Academicians, Eric C. Schwarz, Dallas Branch

Journal of Applied Marketing Theory

Social marketing, conceptualized by Kotler and Zaltman (1971) as a means to promote social objectives and causes more effectively, has the potential to be the catalyst for addressing the disparity and creating positive perceptions. Social marketing is a significant means to address communication, conceptualization, and intellectual gaps between groups, which often results in clarifying differences in product and value outcomes; and the need for change and shifts in paradigms associated with practitioner-academician interaction (Hanna, 2001). Primary and secondary research conducted showed that there is fragmentation within the sport industry between academicians and practitioners, resulting in a large intellectual gap. It …

The Five-Factor Consumer Behavior Model For Intercollegiate Football Tickets Consumption, Jennifer Y. Mak, Siu Yin Cheung

Journal of Applied Marketing Theory

Collegiate football ticket sales supply over 20% of the athletic department revenues (NCAA, 2008) and are an important part of the income stream, as pre-sold season tickets are guaranteed income. The purpose of this study was to examine the theoretical constructs of a five-factor consumer behavior model for intercollegiate football tickets consumption. The participants were spectators of a NCAA Division IA football annual player draft game (n=201). Around half of the participants were current season ticket holders (54.2%) and married (49.2%). Confirmatory Factor Analysis (CFA) was utilized to analyze the factorial validity of the five-factor consumer behavior model for intercollegiate …

Assessing Event Quality Of High School Football Games: Development Of A Scale, Kevin Byon, Matthew Ziemnik, Eddie T. C. Lam, James J. Zhang

Journal of Applied Marketing Theory

The purpose of this study was two-fold: (a) to identify the dimensions of event quality associated with high school football games and (b) to develop a scale, Event Quality Scale of High School Football (EQS-HSF) that measures event quality of high school football games. Applying a random cluster sampling method, participants were adult spectators (N = 404) from three high school football home games. Following the scale development procedures suggested by Churchill’s (1979), a total of 25 items under six factors (Game Attractiveness, Event Setting, Economic Consideration, Social Opportunity, Exciting Atmosphere, and Enjoyment Experience) were written and validated through qualitative …

2011 June, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Press releases for June 2011.

2011 May, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Press releases for May 2011.

Self, Social, Team, And Situational Factors Influencing Televised Sports Viewership, Donghun Lee, James Zhang, Ketra L. Armstrong, Soon Ho Kim

Journal of Applied Marketing Theory

This study examined personal, social, and team motives associated with the consumption of televised sports (CTS) while taking into consideration market constraints variables. Research participants (N = 304) were university students who responded to a questionnaire that consisted of four segments: (a) watching televised sports, (b) motives for watching televised sports, (c) situational constraints, and (d) demographics. Semi-structured interviews as an ad hoc study were conducted with additional 22 frequent viewers of televised sports to ensure inclusion of all relevant factors affecting CTS. Multiple regression analyses revealed that self, team, and social motives were significant factors (p < .05) related to CTS. Two situational factors (weather and ticket availability) were found to have a significant (p < .01) impact on the CTS. Findings from the interviews further revealed that four conceptual themes affected CTS: individual-related factors, team-related factors, event-related factors, and media features.

Service Quality Of The Chinese Ymca Of Hong Kong, Joyce Chan, Siu Yin Cheung, Jennifer Y. Mak

Journal of Applied Marketing Theory

Service quality is an essential element for managers and marketers to successfully compete in the sport and leisure industry. The present study is a first of its kind research study evaluating the service quality of the Chinese YMCA of Hong Kong. In this study, extensive customer research was conducted to investigate the members’ usage, expectations, perceptions, and satisfaction levels in the Recreation and Sport Department. Data were collected from 559 members. This study provides a channel to listen to the voice of the customers and assist the managers to improve the service quality by pinpointing areas that need managerial action.

Tomorrow’S Champions Of Sustainability: How Everyday Leaders Can Harness Grass Roots Momentum To Advance Adoption Of Ecologically Sound Practices In Sport And Event Management, Dorene Ciletti, John M. Lanasa, Diane P. Ramos, Richard E. Mathisen

Journal of Applied Marketing Theory

For more than a decade, we have appealed to corporations to consider sustainability. Leading companies have enjoyed positive media attention, improved bottom line profits and enhanced competitiveness through environmental management and social initiatives. Sustainability in the broader sense has become everyone’s job, and the momentum crosses age groups and economic strata. This paper focuses on the event organizer as ordinary leader, inspiring an engaged, accessible audience toward sustainability, and offers rationale for promoting socially and environmentally responsible event management. With a captive audience, ordinary leaders have an opportunity to model socially and environmentally responsible practices through effective education, communication, metrics …

Value Of Professional Sport Teams In The Community: Reexamining The Measurement Properties Of The Community Impact Scale, Dae Hyun Kim, James J. Zhang, Yong Jae Ko

Journal of Applied Marketing Theory

The Community Impact Scale was developed by Zhang et al. (1996) to measure essential value dimensions of professional sports in the community. The original scale includes 45 items under eight factors (Community Solidarity, Public Behavior, Social Equity, Pastime Ecstasy, Health Awareness, Individual Quality, Excellence Pursuit, and Business Opportunity). To further ensure its usefulness for theoretical and practical applications, this study re-examined measurement properties of the scale through conducting a confirmatory factor analysis (CFA). Research participants (N = 349) were residents of three major metropolitan areas, who responded to a survey in various community settings. With some modifications and eliminations of …

Ua42/1 Wku Winter Term, Wku Summer Sessions & Winter Term

WKU Administration Documents

Annual report of the WKU Winter Term giving a summery of course enrollments, college data, course section information and marketing efforts.

An Analysis Of Donor Involvement, Gender, And Giving In College Athletics, Stephen L. Shapiro, Lynn L. Ridinger

Human Movement Studies & Special Education Faculty Publications

Involvement has been examined extensively within the consumer behavior literature. However, limited research exists concerning involvement and charitable contributions. Additionally, because of women's growing financial power, college athletic departments are increasingly interested in understanding how to attract greater numbers of female donors. Therefore, the primary purpose of this study was to examine gender differences in donor involvement using Zaichkowsky's (1994) Personal Involvement Inventory (PII). Several demographic characteristics of donors were also compared by gender. A sample of 1,664 donors from three NCAA Division I universities participated in this study. The PII was found to be an adequate measure of donor …

Segmenting Motivation: An Analysis Of Fantasy Baseball Motives And Mediated Sport Consumption, Brendan Dwyer, Stephen L. Shapiro, Joris Drayer

Human Movement Studies & Special Education Faculty Publications

Fantasy sport consumer behavior research is a burgeoning area of inquiry as this growing segment of sport fans exhibits unconventional, yet robust media consumption habits. In addition, consumer motivation and market segmentation represent core principles within the study of marketing, yet the integration of these two essential concepts with regard to sport consumers is limited. The purpose of this study was to explore fantasy baseball motives, develop a motive-based taxonomy of users, and quantify the differences between segments through an examination of mediated sport consumption. An exploratory hierarchal cluster analysis with a subsequent K-means analysis was conducted to determine the …

Ua19/13 Athletic Marketing, Wku Archives

WKU Archives Collection Inventories

Records created by and about Athletic Marketing.

Collegiate Basketball Season-Ticket Holders’ Purchasing Motivation And Interests, Steve Chen, Jennifer Y. Mak

Journal of Applied Marketing Theory

This study examined the ticket purchasing motivation and interests of 334 season-ticket holders (199 males, 135 females) from two NCAA Division-I regional state institutions. The participants’ purchasing motivation and interests were surveyed onsite in the 2008-09 season by utilizing a12-item self-created instrument with a high level of internal reliability. The results indicated that the participants’ ticket purchasing motivation was mainly influenced by the competition and psycho-social related factor (CPR), and price and promotion (P&P) factor. The researchers further addressed the unique aspects in promoting regional Division-I basketball programs, and limitations and directions for future studies.

Providing Consistent Service At The Concession Stands: An Exploratory Study, Mark S. Nagel

Journal of Applied Marketing Theory

Concession sales are a critical revenue stream for sport and entertainment venues. Most research investigating concession revenues has focused upon quality and availability of food choices as well as the servicescape (Bigelow, 2004; Zeithaml, Bitner, and Gremler, 2006). Though these are important areas of concern, one area that has not been extensively researched is the appearance, speed, and efficiency of individual concession stations in relation to their in-venue counterparts. This study investigated the consistency of concession operations at a National Collegiate Athletic Association (NCAA) Division I men’s basketball game. Results indicated that a discrepancy existed among concession outlets in regards …

The Use Of A Multi-Tiered Framework To Analyze Commercial, Cause And Social Marketing Strategies In Sport, Nancy Lough, Jennifer Renee Pharr

Journal of Applied Marketing Theory

Marketing can be described as commercial, cause-related or social depending on the locus of benefit, the objective / outcomes desired and the focus of exchange. Social marketing has been described as the application of marketing technologies designed to influence the voluntary behavior of a target audience to improve personal and societal welfare (Andreasen 1995). Increasingly sport organizations have been engaging in social marketing which has a unique set of objectives and outcomes. To date, few studies have appeared in which the use of social marketing strategies were examined in sport. As a result, the purpose of this paper is to …

The Role Of Recovery Marketing To Recapture A Sport Market Over The Past Decade: From Travel And Tourism To Professional And Amateur Sport Business, Eric C. Schwarz

Journal of Applied Marketing Theory

Recovery marketing can be defined as the actual or possible regaining, restoration, or improvement of something lost or taken away as a result of a significantly negative situation or event through the transfer of goods and services from producers to consumers. This article seeks to elaborate on the concept of recovery marketing historically and in terms of the sport industry, and how sport marketing efforts can be utilized in various situations to recuperate from negative scenarios. In addition, suggestions will be presented regarding the creation of a recovery marketing plan for sport organizations, as well as propositions for future research.

Assessing Sport-Sales Training Effectiveness: To Enhance Sales Performance Of Prospective Sales Employees, Richard M. Southall, Ronald Dick, Thomas A. Pollack

Journal of Applied Marketing Theory

The majority of entry-level positions within the sport industry fall in the area of sales. Yet, only recently have sportmanagement programs begun to offer courses devoted to sales education and training. The discipline of sales provides an ideal opportunity to incorporate experiential-based learning. While several recent articles have examined the application of experiential-learning to courses focused on ticket sales, this article presents the results of the first systematic assessment of such courses’ effectiveness. Specifically, this paper presents the results of an evaluation of sales-training programs that incorporate Southall, Nagel, LeGrande, and Han’s (2003) metadiscrete experiential learning model and the application …

Consumer-Led Brand Development For A University Athletics Program, Lynn W. Mcgee

Journal of Applied Marketing Theory

A foundational aspect of sports marketing is the study of how consumer relationships contribute to brand loyalty and behavior. A new baccalaureate university introduced intercollegiate athletics—and needed a process to define its distinctive brand assets and to select a brand name and brand mark. The qualitative and quantitative consumer-led process built brand loyalty using Gronroos' customer relationship model of external, internal and interactive marketing. A brand personality survey demonstrated significant differences in characteristics desired by different stakeholder groups. The benefits, challenges and implications of the consensus-building approach for practitioners are presented and the need for richer concepts and measures in …

Assessing The Marketing Of Central Coast Summer Collegiate Baseball Teams And The Relation To Fan Attendance, Alex Biller

Recreation, Parks, and Tourism Administration

The purpose of this study was to assess the marketing of selected Central Coast summer collegiate baseball teams and their relation to fan attendance. Sport marketing plays a vital role in industry because of the quantity of resources that are allocated to it. Sport spectator psychology was investigated to determine spectator attendance trends. Trends in sport marketing were examined to determine the current state of the industry. The data were collected from the Santa Barbara Foresters, San Luis Obispo Blues, and San Luis Obispo Rattlers. Each of the team’s general managers were interviewed, and self-administered questionnaires were distributed to spectators …

2010 April, Office Of Communications & Marketing, Morehead State University.

Morehead State Press Release Archive, 1961 to the Present

Press releases for April 2010.

Intercollegiate Athletics And Institutional Fundraising: A Meta-Analysis, J. Michael Martinez, Jeffrey L. Stinson, Minsoo Kang, Colby B. Jubenville

All Faculty Scholarship for the College of Business

After nearly 30 years of research, the disparate findings of studies examining the influence of intercollegiate athletics on private, individual giving to higher education institutions have failed to generate generalizable knowledge. The current study examined all available empirical studies conducted between 1976 and 2008 on this topic. Meta-analysis results indicate that intercollegiate athletics does have a small, but statistically significant, effect on giving. Follow-up analysis revealed four significant moderators on the strength of the intercollegiate athletic-private giving relationship: the gift target (i.e., athletic vs. academic programs), the alumni status of the donor, the level of NCAA membership, and whether or …

2010 March-December, Morehead State University. Office Of Athletics.

Morehead State Athletics Press Release Archives

Morehead State Athletics press releases from March to December of 2010.

Use Of A Multi-Tiered Framework To Analyze Commercial, Cause And Social Marketing Strategies In Sport, Nancy L. Lough, Jennifer R. Pharr

Environmental & Global Health Faculty Research

Marketing can be described as commercial, cause-related or social depending on the locus of benefit, the objective / outcomes desired and the focus of exchange. Social marketing has been described as the application of marketing technologies designed to influence the voluntary behavior of a target audience to improve personal and societal welfare (Andreasen 1995). Increasingly sport organizations have been engaging in social marketing which has a unique set of objectives and outcomes. To date, few studies have appeared in which the use of social marketing strategies were examined in sport. As a result, the purpose of this paper is to …

2010 January-February, Morehead State University. Office Of Athletics.

Morehead State Athletics Press Release Archives

Morehead State Athletics press releases from January to February of 2010.