Corporate Selling Activities and the Determinants of Corporate Partner Retention in the National Basketball Association (NBA)

Abstract

The purpose of this exploratory study was to identify those corporate sales activities that lead to teams' higher rates of retention of corporate customers. Twenty-two of 29 National Basketball Association (NBA) teams participated. Teams were categorized based on their success at retaining corporate customers for the three-season period 1998-99 to 2000-01. Key conclusions that led to higher rates of customer retention were: 1) teams having total control over the sale of corporate inventory; 2) corporate sales staff training; and 3) teams understanding that customers needed assistance in the activation of sponsorship programs.

Citation

Lachowetz, T., Sutton, W.A., McDonald, M., Warnick, R. and Clark, J. (2002), "Corporate Selling Activities and the Determinants of Corporate Partner Retention in the National Basketball Association (NBA)", International Journal of Sports Marketing and Sponsorship, Vol. 3 No. 4, pp. 35-59. https://doi.org/10.1108/IJSMS-03-04-2002-B005