Stakeholder influence strategies in China: the case of Beijing’s MasterCard Center

Abstract

Purpose

The purpose of this paper is to examine influence strategies in organization-stakeholder relationships, by examining the National Basketball Association (NBA) and Anschutz Entertainment Group’s (AEG) involvement in the operations of MasterCard Center in Beijing, China.

Design/methodology/approach

Using Frooman’s model of stakeholder influence strategies, a case study of AEG and the NBA China was undertaken, relying on archival sources and interviews with key stakeholders.

Findings

The study produced two major findings. First, Bloomage employed different influence strategies to press the NBA and AEG to further reduce their involvement in the MasterCard Center’s operations. Second, Bloomage used cultural differences to justify the need to reduce its reliance on the NBA and AEG.

Originality/value

The study adds to the literature on stakeholder theory and sport organizations by examining organizations establishing themselves in foreign markets, and the influence strategies employed by key local stakeholders.

Citation

Xue, H. and Mason, D. (2017), "Stakeholder influence strategies in China: the case of Beijing’s MasterCard Center", International Journal of Sports Marketing and Sponsorship, Vol. 18 No. 4, pp. 400-417. https://doi.org/10.1108/IJSMS-05-2016-0025