Pub Date : 2011-04-01DOI: 10.20429/jamt.2011.020105
Donghun Lee, James J. Zhang, K. Armstrong, Soon-Ho Kim
This study examined personal, social, and team motives associated with the consumption of televised sports (CTS) while taking into consideration market constraints variables. Research participants (N = 304) were university students who responded to a questionnaire that consisted of four segments: (a) watching televised sports, (b) motives for watching televised sports, (c) situational constraints, and (d) demographics. Semi-structured interviews as an ad hoc study were conducted with additional 22 frequent viewers of televised sports to ensure inclusion of all relevant factors affecting CTS. Multiple regression analyses revealed that self, team, and social motives were significant factors (p < .05) related to CTS. Two situational factors (weather and ticket availability) were found to have a significant (p < .01) impact on the CTS. Findings from the interviews further revealed that four conceptual themes affected CTS: individual-related factors, team-related factors, event-related factors, and media features.
{"title":"Self, Social, Team, and Situational Factors Influencing Televised Sports Viewership","authors":"Donghun Lee, James J. Zhang, K. Armstrong, Soon-Ho Kim","doi":"10.20429/jamt.2011.020105","DOIUrl":"https://doi.org/10.20429/jamt.2011.020105","url":null,"abstract":"This study examined personal, social, and team motives associated with the consumption of televised sports (CTS) while taking into consideration market constraints variables. Research participants (N = 304) were university students who responded to a questionnaire that consisted of four segments: (a) watching televised sports, (b) motives for watching televised sports, (c) situational constraints, and (d) demographics. Semi-structured interviews as an ad hoc study were conducted with additional 22 frequent viewers of televised sports to ensure inclusion of all relevant factors affecting CTS. Multiple regression analyses revealed that self, team, and social motives were significant factors (p < .05) related to CTS. Two situational factors (weather and ticket availability) were found to have a significant (p < .01) impact on the CTS. Findings from the interviews further revealed that four conceptual themes affected CTS: individual-related factors, team-related factors, event-related factors, and media features.","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"55 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2011-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127130003","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2010-10-01DOI: 10.20429/jamt.2010.010202
N. Lough, J. Pharr
Marketing can be described as commercial, cause-related or social depending on the locus of benefit, the objective / outcomes desired and the focus of exchange. Social marketing has been described as the application of marketing technologies designed to influence the voluntary behavior of a target audience to improve personal and societal welfare (Andreasen 1995). Increasingly sport organizations have been engaging in social marketing which has a unique set of objectives and outcomes. To date, few studies have appeared in which the use of social marketing strategies were examined in sport. As a result, the purpose of this paper is to identify the distinct differences between social marketing, cause-related marketing and commercial marketing Through development of a multi-tiered marketing framework, analysis of each approach will be undertaken to illuminate the use of each strategy in sport to achieve both economic and non-economic marketing related objectives.
{"title":"The Use of a Multi-tiered Framework to Analyze Commercial, Cause and Social Marketing Strategies in Sport","authors":"N. Lough, J. Pharr","doi":"10.20429/jamt.2010.010202","DOIUrl":"https://doi.org/10.20429/jamt.2010.010202","url":null,"abstract":"Marketing can be described as commercial, cause-related or social depending on the locus of benefit, the objective / outcomes desired and the focus of exchange. Social marketing has been described as the application of marketing technologies designed to influence the voluntary behavior of a target audience to improve personal and societal welfare (Andreasen 1995). Increasingly sport organizations have been engaging in social marketing which has a unique set of objectives and outcomes. To date, few studies have appeared in which the use of social marketing strategies were examined in sport. As a result, the purpose of this paper is to identify the distinct differences between social marketing, cause-related marketing and commercial marketing Through development of a multi-tiered marketing framework, analysis of each approach will be undertaken to illuminate the use of each strategy in sport to achieve both economic and non-economic marketing related objectives.","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"118 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134379566","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2010-09-27DOI: 10.20429/jamt.2010.010205
R. Southall, R. Dick, Thomas A. Pollack
The majority of entry-level positions within the sport industry fall in the area of sales. Yet, only recently have sport-management programs begun to offer courses devoted to sales education and training. The discipline of sales provides an ideal opportunity to incorporate experiential-based learning. While several recent articles have examined the application of experiential-learning to courses focused on ticket sales, this article presents the results of the first systematic assessment of such courses’ effectiveness. Specifically, this paper presents the results of an evaluation of sales-training programs that incorporate Southall, Nagel, LeGrande, and Han’s (2003) metadiscrete experiential learning model and the application of this model to a sport-sales specific curriculum as presented by Irwin, Southall and Sutton (2007). Among sampled students (N = 261), survey results revealed significant differences in all assessed categories related to students’ knowledge, skills and attitudes related to sport sales. This article discusses study findings and significance of conclusions for future sport-management program development.
{"title":"Assessing Sport-Sales Training Effectiveness: To Enhance Sales Performance of Prospective Sales Employees","authors":"R. Southall, R. Dick, Thomas A. Pollack","doi":"10.20429/jamt.2010.010205","DOIUrl":"https://doi.org/10.20429/jamt.2010.010205","url":null,"abstract":"The majority of entry-level positions within the sport industry fall in the area of sales. Yet, only recently have sport-management programs begun to offer courses devoted to sales education and training. The discipline of sales provides an ideal opportunity to incorporate experiential-based learning. While several recent articles have examined the application of experiential-learning to courses focused on ticket sales, this article presents the results of the first systematic assessment of such courses’ effectiveness. Specifically, this paper presents the results of an evaluation of sales-training programs that incorporate Southall, Nagel, LeGrande, and Han’s (2003) metadiscrete experiential learning model and the application of this model to a sport-sales specific curriculum as presented by Irwin, Southall and Sutton (2007). Among sampled students (N = 261), survey results revealed significant differences in all assessed categories related to students’ knowledge, skills and attitudes related to sport sales. This article discusses study findings and significance of conclusions for future sport-management program development.","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"53 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-09-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132008169","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2010-09-21DOI: 10.20429/jamt.2010.010201
S. Chen, J. Mak
This study examined the ticket purchasing motivation and interests of 334 season-ticket holders (199 males, 135 females) from two NCAA Division-I regional state institutions. The participants’ purchasing motivation and interests were surveyed onsite in the 2008-9 season by utilizing a12-item self-created instrument with a high level of internal reliability. The results indicated that the participants’ ticket purchasing motivation was mainly influenced by the competition and psycho-social related factor (CPR) and price and promotion (P&P) factor. The researchers further addressed the unique aspects in promoting regional Division-I basketball programs, and limitations and directions for future studies.
{"title":"Collegiate Basketball Season-Ticket Holders’ Purchasing Motivation and Interests","authors":"S. Chen, J. Mak","doi":"10.20429/jamt.2010.010201","DOIUrl":"https://doi.org/10.20429/jamt.2010.010201","url":null,"abstract":"This study examined the ticket purchasing motivation and interests of 334 season-ticket holders (199 males, 135 females) from two NCAA Division-I regional state institutions. The participants’ purchasing motivation and interests were surveyed onsite in the 2008-9 season by utilizing a12-item self-created instrument with a high level of internal reliability. The results indicated that the participants’ ticket purchasing motivation was mainly influenced by the competition and psycho-social related factor (CPR) and price and promotion (P&P) factor. The researchers further addressed the unique aspects in promoting regional Division-I basketball programs, and limitations and directions for future studies.","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-09-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131139506","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2010-09-01DOI: 10.20429/jamt.2010.010103
Harash J. Sachdev, G. R. Merz
In buyer-seller exchanges the seller not only provides the goods and service but also transfers its organization capabilities on to the buying firm. Improper selection and usage of these capabilities may reduce the seller’s sustainable competitive edge in future transactions in this supply chain. Through field interviews and Resource Based View literature, the authors propose and test a model linking organization structure, service capabilities, and seller’s satisfaction and performance in business-to-business exchanges. Based on eighty-seven responses, the results indicate that autonomous structure had a positive impact on all three service capabilities. Formalization had a positive influence on only logistics service capability. The service capabilities had a direct impact only on satisfaction. The supply chain performance link in the model was mediated through satisfaction.
{"title":"Organization Structure and Service Capabilities as Predictors of Supply Chain Performance: B2B Seller’s Perspective","authors":"Harash J. Sachdev, G. R. Merz","doi":"10.20429/jamt.2010.010103","DOIUrl":"https://doi.org/10.20429/jamt.2010.010103","url":null,"abstract":"In buyer-seller exchanges the seller not only provides the goods and service but also transfers its organization capabilities on to the buying firm. Improper selection and usage of these capabilities may reduce the seller’s sustainable competitive edge in future transactions in this supply chain. Through field interviews and Resource Based View literature, the authors propose and test a model linking organization structure, service capabilities, and seller’s satisfaction and performance in business-to-business exchanges. Based on eighty-seven responses, the results indicate that autonomous structure had a positive impact on all three service capabilities. Formalization had a positive influence on only logistics service capability. The service capabilities had a direct impact only on satisfaction. The supply chain performance link in the model was mediated through satisfaction.","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"24 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122056676","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2010-09-01DOI: 10.20429/jamt.2010.010104
K. Saban, J. Mawhinney
While companies are looking to collaborate with a larger number of external partners, many fail to achieve this goal. The problem can be traced to the fact that executives have become overly dependent on new supply chain technologies which has resulted in overlooking the role that people play when launching a collaborative program. However, when employing just the opposite strategy, supply chain leaders have increased their productivity, improved concept-to-market-development times, and achieved high levels of customer satisfaction. This paper argues that people are just as important as having the right supply chain process or technology.
{"title":"Human Collaboration: A Key Component to Supply Chain Performance","authors":"K. Saban, J. Mawhinney","doi":"10.20429/jamt.2010.010104","DOIUrl":"https://doi.org/10.20429/jamt.2010.010104","url":null,"abstract":"While companies are looking to collaborate with a larger number of external partners, many fail to achieve this goal. The problem can be traced to the fact that executives have become overly dependent on new supply chain technologies which has resulted in overlooking the role that people play when launching a collaborative program. However, when employing just the opposite strategy, supply chain leaders have increased their productivity, improved concept-to-market-development times, and achieved high levels of customer satisfaction. This paper argues that people are just as important as having the right supply chain process or technology.","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"120 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116574238","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2010-09-01DOI: 10.20429/jamt.2010.010108
J. Schwartz, Rick Mathisen, Renee Fontenot, Michael D. Musante
As more Universities begin to stress academic publication as a way to conform to current Marketing Department and Business School standards of accreditation the need for additional outlets for scholarship has become a pressing concern for faculty. This paper examines the changes that have taken place in the environment and proposes some changes that need to occur to make the current model for academic success achievable. The reality in the market is that growth in journal outlets for academic publications has not kept pace with either the increased number of marketing faculty nor with the increased emphasis on research publication, particularly at the refereed journal level. Therefore academicians are faced with an increased need for publication and increased competition for the relatively limited slots available.
{"title":"Bridging the Journal Gap: How Increased AQ Demands have Pushed Marketing Publications to Capacity","authors":"J. Schwartz, Rick Mathisen, Renee Fontenot, Michael D. Musante","doi":"10.20429/jamt.2010.010108","DOIUrl":"https://doi.org/10.20429/jamt.2010.010108","url":null,"abstract":"As more Universities begin to stress academic publication as a way to conform to current Marketing Department and Business School standards of accreditation the need for additional outlets for scholarship has become a pressing concern for faculty. This paper examines the changes that have taken place in the environment and proposes some changes that need to occur to make the current model for academic success achievable. The reality in the market is that growth in journal outlets for academic publications has not kept pace with either the increased number of marketing faculty nor with the increased emphasis on research publication, particularly at the refereed journal level. Therefore academicians are faced with an increased need for publication and increased competition for the relatively limited slots available.","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"8 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127819095","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2010-09-01DOI: 10.20429/jamt.2010.010107
Art T Weinstein, Margaret M. Britt, J. Balloun, Perry Haan
{"title":"How Arrogant are Sales and Marketing Professionals: Perceptions of Business Students","authors":"Art T Weinstein, Margaret M. Britt, J. Balloun, Perry Haan","doi":"10.20429/jamt.2010.010107","DOIUrl":"https://doi.org/10.20429/jamt.2010.010107","url":null,"abstract":"","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"150 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116353399","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2010-09-01DOI: 10.20429/jamt.2010.010101
Rick Mathisen, Michael D. Musante
{"title":"Editors' Comments for JAMT Issue 1 Volume 1","authors":"Rick Mathisen, Michael D. Musante","doi":"10.20429/jamt.2010.010101","DOIUrl":"https://doi.org/10.20429/jamt.2010.010101","url":null,"abstract":"","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"96 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"123262019","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2010-09-01DOI: 10.20429/jamt.2010.010106
Marsha D. Loda, B. Coleman, W. Norman, Marie Esposito
Web sites and publicity in mass media are two commonly used marketing elements. However, it is unclear whether exposure to a Web site or publicity (both used to create “buzz”), is most effective at influencing behavior. This research compares the effectiveness of magazine publicity and a tourism destination Web site on the choice of a spring break destination. Based on this analysis, a Web site is no more credible than a publicity article, nor does an Internet site create a more favorable attitude or greater purchase intent than does magazine-based publicity. Magazine articles emerged as equally effective to Web sites for most variables. This study shows that traditional magazine articles can still influence Millennials. Even with a study population of college students who use Web resources more than most other populations, this study reveals the importance and strength of publicity to the conversion of potential customers to a tourism destination.
{"title":"Comparing Credibility: A Website versus Publicity","authors":"Marsha D. Loda, B. Coleman, W. Norman, Marie Esposito","doi":"10.20429/jamt.2010.010106","DOIUrl":"https://doi.org/10.20429/jamt.2010.010106","url":null,"abstract":"Web sites and publicity in mass media are two commonly used marketing elements. However, it is unclear whether exposure to a Web site or publicity (both used to create “buzz”), is most effective at influencing behavior. This research compares the effectiveness of magazine publicity and a tourism destination Web site on the choice of a spring break destination. Based on this analysis, a Web site is no more credible than a publicity article, nor does an Internet site create a more favorable attitude or greater purchase intent than does magazine-based publicity. Magazine articles emerged as equally effective to Web sites for most variables. This study shows that traditional magazine articles can still influence Millennials. Even with a study population of college students who use Web resources more than most other populations, this study reveals the importance and strength of publicity to the conversion of potential customers to a tourism destination.","PeriodicalId":248731,"journal":{"name":"Journal of Applied Marketing Theory","volume":"13 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2010-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"133843846","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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