An Examination Of Box Office Relationship Quality And Relationship Selling In Division I College Athletics., James F. Weiner

Electronic Theses and Dissertations

College athletics departments have experienced unprecedented growth. However, expenses have risen even faster (Fulks, 2016), and university athletics departments have relied on increased subsidies from host institutions and donations to make ends meet (Fulks, 2016). The root cause behind much of the revenue increases have been credited to large multimedia and broadcast contracts, which guarantee substantial income for decade-long terms (Sherman, 2016). Such agreements leave little room for individual growth, leaving ticket sales as one of the few controllable revenues to which a school could manipulate their own bottom line and increase profitability. Further investigation into box office sales trends …