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This article has been withdrawn as it was published elsewhere and accidentally duplicated.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.

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.

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.

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.

It is a well known fact that bacteria play a large part in the success or failure of the satisfactory production of dairy products, but the role of yeasts and moulds should not be overlooked. These living organisms, commonly known as fungi, are the next higher form of life in the vegetable world after the bacteria stage. Their form of growth resembles the growth of plants in that they reproduce by budding, and their spores, analogous to the seeds of plants, are the means whereby many species propagate further generations. The yeast cell is much larger than the ordinary bacterium, so that it is possible to study them with the aid of much lower magnifications. When grown on solid media the yeasts give colonies not unlike those of bacteria except that the edges of the colonies are less defined, the colonies themselves project well above the surface of the media, and their surfaces are usually of a rough appearance. A good example of mould growth is that of the ordinary “green mould.”—Yeasts usually prefer to grow on the surface of liquids, and moulds are found to grow most vigourously on solid or semi‐solid media, such as meat, cheese, butter, etc. The growth of bacteria in the media hinders the simultaneous growth of the fungi, so that it is only after the media has become too acid for the growth of bacteria that yeasts and moulds are able to grow. In support of this theory it has been found that fungi will grow on the surface of sterile milk, but ordinary fresh milk containing bacteria is not a suitable media as the fungi cannot compete with the bacteria. It is found, therefore, that only bacteria proliferate in fresh milk. However, when milk has become sour bacterial growth is arrested, and it is then that mould growth becomes perceptible. The fungi tolerate a relatively large amount of acid. Media used for their cultivation is generally standardised to a ph of about 4.5. The optimum temperature for their growth is in the region of 75°–90° F. Some species will grow at 32° F., others even below this temperature. Low temperatures are not lethal to the fungi, so that when infected products are removed from cold storage growth may occur. The temperatures required to kill them and their spores generally falls between 130°–180° F. Most yeasts are killed at temperatures above 120° F., while their spores may have to be exposed to higher temperatures.

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.

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.

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.

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.

That the introduction of the Control system should have given rise to a considerable amount of criticism, both appreciative and adverse, was naturally to be expected. The appreciative remarks which have appeared in the press, and those also which have been privately communicated to the directors, indicate that the subject has been intelligently considered, and in some cases carefully investigated and studied. The opinions given are worth having on account of the position and influence of hose who have given them, and on account of the obvious freedom from bias which has characterised them. This is so far satisfactory, and goes to show that the success which has attended the working of the Control system abroad may well be expected to attend it in this country as soon as it is sufficiently well known to be appreciated by the manufacturers and vendors of good and genuine products, and by the general public, whose best interests it cannot but serve.

Many of the difficulties that have been experienced by Health Authorities in this country in the examination of imported butcher's “offal”—using the term “offal” in its trade sense—would seem to have been due to injudicious methods of packing on the other side. The organs that constitute “offal”—livers, plucks, kidneys, sweetbreads, and so forth—have hitherto been closely packed into a bag, box, or crate, and the whole mass then frozen hard. Hence on arrival at the port of inspection the separate examination of these organs for possible disease conditions was rendered a matter of extreme difficulty. The exporters have now, it appears, almost all arranged for the separate freezing of the larger organs before packing, and in the case of smaller organs, such as kidneys and sweetbreads, some packers now make use of shallow boxes.

The Ministry of Health have issued a draft Order by which it is proposed to amend the Public Health (Preservatives, etc.) Regulations made on August 5, 1925. The new proposals give statutory effect to concessions which have previously been announced as to the date on which the Regulations become operative; and include glycerine in the list of articles which do not come within the official definition of “preservative.”