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Article
Publication date: 1 January 2002

Tony Lachowetz, William A. Sutton, Mark McDonald, Rodney Warnick and John Clark

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…

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.

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International Journal of Sports Marketing and Sponsorship, vol. 3 no. 4
Type: Research Article
ISSN: 1464-6668

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Article
Publication date: 1 May 1902

The interesting ceremony described in another part of our columns has once more recalled attention to one of the most remarkable characters in the annals of British…

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Abstract

The interesting ceremony described in another part of our columns has once more recalled attention to one of the most remarkable characters in the annals of British librarianship. When Mr. Thomas Greenwood endeavoured, at the Plymouth meeting of the Library Association, to interest librarians in the man who had done so much for the craft, it must be confessed that his appeal, for various reasons, did not succeed in arousing so much enthusiasm as might have been expected. For one thing, a considerable proportion of the librarians who attended the Plymouth conference were young men who had not been able to obtain access to the works which Edwards left behind him as his most enduring monument. Again, the prominence given to Ewart as the sole parent of the municipal library movement, had completely overshadowed Edwards' share in the work, and only a few student‐librarians knew anything about the part which Edwards had played in securing effective library legislation. On the other hand, the publications of Mr. Greenwood, of the Library Association itself, and other modern and accessible literature, contain frequent allusions to Edwards and his works, from which information could be obtained, and it is only necessary to cite, in this connection the various writings of Messrs. Axon, Ogle, Garnett, Greenwood, Sutton, Brown, and others.

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New Library World, vol. 4 no. 9
Type: Research Article
ISSN: 0307-4803

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Article
Publication date: 1 December 1999

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/03090569910253080. When citing…

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Abstract

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/03090569910253080. When citing the article, please cite: Richard L. Irwin, D. Zwick William, A. Sutton, (1999), “Assessing organizational attributes contributing to marketing excellence in American professional sport franchises”, European Journal of Marketing, Vol. 33 Iss 3/4 pp. 314 - 328.

Details

Journal of Consumer Marketing, vol. 16 no. 6
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 1 June 2000

William A. Sutton, Tony Lachowetz and John Clark

Eduselling is a unique form of selling as it combines needs assessments, relationship building, customer education and aftermarketing in a process that originates at the…

Abstract

Eduselling is a unique form of selling as it combines needs assessments, relationship building, customer education and aftermarketing in a process that originates at the prospect targeting stage and progresses to an on-going partnership agreement. Results of proprietary research indicate that certain professional sport organizations fall short of educating corporate clients with respect to all of the benefits and attributes of the products they offer: these results led to the development of a nine-step conceptual framework designed to assist corporate salespeople in professional sport. Future research should focus on specific selling activities and attempt to identify those activities that lead to higher retention rates of corporate sponsors.

Details

International Journal of Sports Marketing and Sponsorship, vol. 2 no. 2
Type: Research Article
ISSN: 1464-6668

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International Journal of Sports Marketing and Sponsorship, vol. 2 no. 2
Type: Research Article
ISSN: 1464-6668

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Article
Publication date: 12 July 2013

Craig G. Hyatt, William A. Sutton, William M. Foster and Dylan McConnell

In an era where a growing segment of fantasy league participating and video game playing sport consumers has become more interested in managing individual major league…

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Abstract

Purpose

In an era where a growing segment of fantasy league participating and video game playing sport consumers has become more interested in managing individual major league players than in following the fortunes of actual major league teams, North American major league attendance is dropping. The authors aim to argue that team management could keep their attention, strengthen the team‐fan bond, and increase attendance and overall revenue, by giving their fans input into decisions related to the team's on‐field, on‐court, or on‐ice management.

Design/methodology/approach

This paper chronicles the rise of fantasy sport and sport video game participation and argues that a new breed of sport consumer is emerging that values managing sport over spectating. Previous attempts by teams to give fans input into management decisions are outlined and critiqued.

Findings

It is suggested that teams wishing to increase the team identification and attendance frequency of these management‐centric consumers should use technology to establish a platform whereby dues‐paying members vote on team‐related management issues. Utilizing a members‐only webpage for some votes will encourage the growth of a geographically diverse fan base, while utilizing in‐stadium hand‐held wireless technology for other votes will encourage game attendance.

Originality/value

This paper has value to marketers of professional sport who are constantly searching for ways to increase fan identification and sell tickets. It also has value to sport fan academics by suggesting that traditional conceptualizations of the team‐fan bond may be becoming outdated in an era where a new generation of sport consumers is becoming increasingly player‐focused and management‐centric.

Details

Sport, Business and Management: An International Journal, vol. 3 no. 3
Type: Research Article
ISSN: 2042-678X

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European Journal of Marketing, vol. 33 no. 3/4
Type: Research Article
ISSN: 0309-0566

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International Journal of Sports Marketing and Sponsorship, vol. 1 no. 1
Type: Research Article
ISSN: 1464-6668

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Article
Publication date: 14 March 2016

Kevin Snyder, Steve McKelvey and William Sutton

Building on prior research in interactions between sales and marketing departments, the purpose of this paper is to investigate departmental alignment among professional…

Abstract

Purpose

Building on prior research in interactions between sales and marketing departments, the purpose of this paper is to investigate departmental alignment among professional hockey teams. By using a single industry sample, the authors are able to identify high and low performers, along with structural antecedents that lead to higher alignment (Rouse and Daellenbach, 1999). Expiring inventory, customer knowledge, and volatile demand enhance the need for alignment and suggest opportunities for innovative mechanisms to share information among departments (Mullin et al., 2007).

Design/methodology/approach

Through the usage of Kotler et al.’s (2006) survey instrument, the authors survey NHL Vice Presidents of sales and marketing to assess levels of structural alignment. The authors further explores strategies for alignment through qualitative interviews of select team executives.

Findings

The authors find examples of high alignment, achieved through structural elements of proximity, cross-functional tasks, financial incentives, and new technologies. The qualitative interviews provide insight into how organizations attempt to create high levels of alignment.

Originality/value

These results help advance the literature by identifying high performers and going inside organizations for the source of a competitive advantage, thus following Rouse and Dallenbach’s (1999) approach for theory development. The authors also contributes by identifying strategies for practitioners to apply as they attempt to design optimal work structures.

Details

Sport, Business and Management: An International Journal, vol. 6 no. 1
Type: Research Article
ISSN: 2042-678X

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Article
Publication date: 1 December 1912

THE centenary of the birth of Edward Edwards is an event of great interest to all persons interested in the public library movement. Elsewhere in our columns we print a

Abstract

THE centenary of the birth of Edward Edwards is an event of great interest to all persons interested in the public library movement. Elsewhere in our columns we print a brief sketch of the life and work of “the chief pioneer of municipal public libraries.” The date generally accepted as that of his birth, December 14th, is regarded by some as doubtful, but is probably near enough for practical purposes. His retiring disposition resulted in the record of his life being doubtful or broken in places. The late Thomas Greenwood—another great library pioneer who has gone—collected all that could be collected in his valuable biography of Edward Edwards. It was his main regret that he could not obtain an authentic portrait of Edwards, and this regret we must all share, for a portrait brings reality to a verbal description. By the time these words appear in print, the Manchester Libraries Committee and the Library Assistants' Association will each have paid public tribute to the memory of Edward Edwards, and their example will have been followed in private by all other library workers having any regard for the history of their calling.

Details

New Library World, vol. 15 no. 6
Type: Research Article
ISSN: 0307-4803

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