初级票务销售岗位的人员流失:生存分析

IF 1.9 Q3 HOSPITALITY, LEISURE, SPORT & TOURISM Sport Business and Management-An International Journal Pub Date : 2022-09-23 DOI:10.1108/sbm-01-2022-0001
D. Pierce, Elizabeth Wanless, N. Popp, Liz Sattler, Megan Shreffler
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引用次数: 1

摘要

由于有大量的就业机会,电子竞技门票销售通常被定位为进入体育产业的“敲门砖”,但关于高流动率的轶事报道引发了人们对体育销售中招聘、培训和保留努力的有效性的质疑。本研究的目的是确定入门级门票销售人员的流失水平,观察入门级销售职位是否导致体育组织中其他非销售职位,并确定教育和市场相关变量是否与职位任期相关。设计/方法/方法对2015年至2019年北美四大职业体育联盟媒体指南中列出的1122名入门级门票销售人员的linkedin资料进行了分析。获得了26支NBA、21支MLB、20支NHL和12支NFL球队的名字。生存分析提供了缺陷率,并证明了这些率与关键变量之间的关系。发现四分之一的初级票务人员在一年内离职,每两个票务人员中就有一个在26个月内离职。在体育产业中,只有8%的人从门票销售转到非销售岗位。生活成本的增加、在NFL球队工作以及在担任销售职位之前拥有体育行业经验降低了背叛的可能性,而销售人员所在大学和球队所在地之间的距离增加了背叛的可能性。原创性/价值本研究将生存分析应用于体育人际关系背景,以了解特定职业学科的人员流动率,并建立体育销售职位的人员流动率。
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Attrition in entry-level ticket sales positions: a survival analysis
PurposeSport ticket sales is often positioned as a “foot in the door” to the sport industry due to ample job opportunities, but anecdotal reports of high turnover raise questions of the efficacy of recruitment, training and retention efforts in sport sales. The purpose of this study was to determine attrition levels among entry-level ticket sales personnel, observe whether entry-level sales positions lead to other non-selling positions within sport organizations and determine if education and market related variables are related to job tenure.Design/methodology/approachLinkedIn profiles were analyzed for 1,122 entry-level ticket salespeople listed in media guides between 2015 and 2019 in the “Big Four” North American professional sports leagues. Names were obtained from 26 NBA, 21 MLB, 20 NHL and 12 NFL teams. Survival analysis provided defection rates and demonstrated the relationship between those rates and key variables.FindingsOne in every four entry-level ticket salespeople defected within the first year and one in every two defected within 26 months. Only 8% moved on from ticket sales to a non-sales role within the sport industry. Increases in cost of living, working for an NFL team and having sport industry experience prior to taking a sales position decreased the likelihood of defecting, while increased distance between the salesperson's university and the team's location increased the likelihood of defecting.Originality/valueThis study applies survival analysis to a sport human relations context to understand turnover in a specific occupational discipline and establishes the turnover rate for sport sales positions.
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来源期刊
Sport Business and Management-An International Journal
Sport Business and Management-An International Journal HOSPITALITY, LEISURE, SPORT & TOURISM-
CiteScore
4.10
自引率
15.40%
发文量
25
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