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Book part
Publication date: 10 December 2018

Krassimir Todorov and Yusaf H. Akbar

Abstract

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Strategic Management in Emerging Markets
Type: Book
ISBN: 978-1-78754-166-5

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Article
Publication date: 13 July 2012

David Pierce, Jeffrey Petersen, Galen Clavio and Bradley Meadows

The purpose of this study is to examine the current state of job announcements relating to sport ticket sales and service positions in the USA.

Abstract

Purpose

The purpose of this study is to examine the current state of job announcements relating to sport ticket sales and service positions in the USA.

Design/methodology/approach

Content analysis methodology was utilized to examine 733 sport sales job announcements from two subscription‐based sport job websites posted over a six month time period.

Findings

Sport sales jobs were geographically clustered with over half of the positions within only eight states, led by California (12.7 percent), New York (9.3 percent), Texas (7.2 percent), and Florida (7.2 percent). The majority of organizations posting jobs were specific teams or integrated sport/entertainment companies owning specific teams (76 percent), followed by media firms (11 percent), outsourced sales firms (6 percent), and sporting goods companies (6 percent). Of the 12 major job types, inside sales positions were the most common (32.3 percent) followed by sponsorship sales (13 percent) and media advertising (12 percent). Logistic regression revealed that directors and non‐entry level hires were more likely to supervise other salespeople and utilize consultative sales techniques, while a strong work ethic and cold calling was sought from entry‐level personnel.

Practical implications

Sport sales hiring managers and sport management academicians can utilize survey results in preparing education and training programs for entry‐level sport salespeople, including the use of experiential learning and sport sales combined.

Originality/value

As the first study to empirically examine the nature of sport sales positions, it provides academicians and future sport management and sales employees with the elements of sport‐related sales most prized within the sport industry.

Details

Sport, Business and Management: An International Journal, vol. 2 no. 2
Type: Research Article
ISSN: 2042-678X

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Article
Publication date: 1 April 2004

David Pierce

Abstract

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Reference Reviews, vol. 18 no. 3
Type: Research Article
ISSN: 0950-4125

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Article
Publication date: 1 December 2004

David Pierce

Abstract

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Reference Reviews, vol. 18 no. 8
Type: Research Article
ISSN: 0950-4125

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Article
Publication date: 23 January 2007

David Pierce

Abstract

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Reference Reviews, vol. 21 no. 1
Type: Research Article
ISSN: 0950-4125

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Article
Publication date: 1 January 2005

David Pierce

Abstract

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Reference Reviews, vol. 19 no. 1
Type: Research Article
ISSN: 0950-4125

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Case study
Publication date: 20 January 2017

James B. Shein and Judith Crown

Atari, a maker of video games, went through several owners over the years winding up controlled by Infogrames, a French publisher of video games. Infogrames later sold…

Abstract

Atari, a maker of video games, went through several owners over the years winding up controlled by Infogrames, a French publisher of video games. Infogrames later sold Atari shares in a secondary public offering, eventually reducing the parent’s share to 51.6 percent by September 2005 creating a complicated two-tier ownership structure. Two levels of management made it difficult to get things done. The financial structure was a problem for Infogrames because the French company had to consolidate 100 percent of Atari’s results even though it only owned 51 percent of the company. Atari was generating substantial losses, had defaulted on its debt, and was faced with the possibility of filing for bankruptcy without more working capital. The independent directors of Atari, when confronted with an unsolicited Infogrames buyout offer, had several options: (1) agree to the $1.68 offer (take the money and run); (2) pursue a white knight (a buyout from another investor of company that would be willing to pay a higher price and invest working capital); (3) file a lawsuit to stop the takeover to buy time or perhaps force Infogrames to increase its offer.

Communications in a turnaround How planning and executing a communications strategy is as important as other functional actions Dealing with an international ownership base with a U.S. turnaround of a legacy brand with no hard assets Fiduciary duty and governance issues arising from a takeover offer.

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Article
Publication date: 1 June 1999

Ingrid Lobo and Mohamed Zairi

This is the first of a series of three papers discussing a major benchmarking initiative in the air cargo freight industry sector. The project itself focused on nine major…

Abstract

This is the first of a series of three papers discussing a major benchmarking initiative in the air cargo freight industry sector. The project itself focused on nine major competitors in the cargo industry and included organisations known to be leaders in the areas of service excellence. The methodology used for establishing comparisons was an adaptation of the Malcolm Baldrige National Quality Award (MBNQA) (1996 version). A questionnaire was used with prompts covering various areas of quality management, people involvement in continuous improvement, service excellence aspects, customer focus and satisfaction aspects and finally business and operational performance aspects. Paper 1 discusses the changes that are taking place in the air cargo freight industry and sets the scene by presenting profiles of all of the competitors used in this study.

Details

Benchmarking: An International Journal, vol. 6 no. 2
Type: Research Article
ISSN: 1463-5771

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Article
Publication date: 19 October 2015

Elizabeth A. Gregg, David A. Pierce, Kristi M. Sweeney and Jason W. Lee

The purpose of this paper is to explore factors affecting participant awareness, attraction, and attachment to the National Multiple Sclerosis Society’s (NMSS) MS 150 PGA…

Abstract

Purpose

The purpose of this paper is to explore factors affecting participant awareness, attraction, and attachment to the National Multiple Sclerosis Society’s (NMSS) MS 150 PGA Tour Cycle to the Shore charitable bike ride utilizing the Psychological Continuum Model (PCM) developed by Funk and James. In addition, the authors sought to outline variables sport organizations can use to predict donor behavior.

Design/methodology/approach

Data for this project were derived from an electronic survey distributed to race participants and was analyzed in SPSS® software. Regression analysis was employed.

Findings

The findings support previous research employing the PCM; wherein social situational variables have the greatest influence on the relational significance of hedonic and dispositional needs in attraction and attachment to sporting events. The work supports the inclusion of communities as an additional attachment outcome.

Practical implications

In all, 92 percent of riders were informed about the event through word of mouth (WOM) marketing, highlighting the importance this promotional technique in the awareness stage of the PCM. NMSS would be well served by capitalizing on the power of WOM.

Originality/value

The research provides insight into predictors of fundraising efficacy. In terms of fundraising effectiveness, participants with four or more years of participation were six times more likely than first-year riders to raise $1,000 or more.

Details

International Journal of Event and Festival Management, vol. 6 no. 3
Type: Research Article
ISSN: 1758-2954

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Article
Publication date: 19 October 2015

Jennifer L. VanSickle, David A. Pierce and Michael Diacin

The purpose of this paper is to examine mega-event volunteers’ motivations and their impact on volunteer satisfaction. Additionally, this study investigated motivational…

Abstract

Purpose

The purpose of this paper is to examine mega-event volunteers’ motivations and their impact on volunteer satisfaction. Additionally, this study investigated motivational differences between volunteers based upon four demographic variables: age, gender, educational level, and income.

Design/methodology/approach

A modified version of the Volunteer Motivations Scale for International Sporting Events (Bang and Chelladurai, 2009) was administered to 8,000 Super Bowl volunteers via Survey Monkey with the permission of the Indiana Sports Corporation. In all, 24 percent (n=1,928) of the volunteers completed the survey. Exploratory factor analysis was used to reduce the survey questions into a smaller number factors. Multivariate analysis of variance was utilized to compare differences in the four demographic variables on the factors. Multiple regression was used to predict satisfaction on the basis of the four factors.

Findings

Volunteers were motivated by four factors: Community Support, Love of Sports, Personal Growth, and Career Development. These four factors all significantly predicted satisfaction with the volunteer experience. The overall MANOVA was significant and revealed that ten of 16 group comparisons possessed significant differences. Females rated Community higher than males, while males rated Love of Sports higher than females. Older volunteers and those with higher household incomes were motivated more by Community Support, while younger volunteers and those with lower incomes were motivated by Career Development. Likewise, less educated volunteers placed a higher value on Career motivations than more educated volunteers who placed a high value on Personal Growth.

Research limitations/implications

Dissatisfied volunteers may have chosen to not participate in the study. Follow-up interviews with dissatisfied volunteers might provide insight for event organizers that would shed light on factors that influence retention and recidivism.

Practical implications

The findings of this study suggest that mega sport volunteer managers should recognize that motivational differences among volunteers do exist and utilize this information for creating recruitment materials targeted to specific groups. Then volunteers can be assigned to tasks that tap into their desire, thus enhancing potential volunteer satisfaction and their return as a volunteer at future events.

Originality/value

This study was conducted in the context of America’s largest mega event in a city that hosted the event for the first time. In addition to collecting one of the largest number of responses for volunteers at mega-sporting events, the development of the Community Support factor was unique within the context of this study. The Community Support factor was rated as the most important by volunteers and tied to other questions such as wanting to help make the event a success, helping others, and creating a better society. This indicates that volunteers had pride in their community and wanted to help the event be successful by helping the city’s visitors.

Details

International Journal of Event and Festival Management, vol. 6 no. 3
Type: Research Article
ISSN: 1758-2954

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