Ticket Distribution Agencies and Professional Sport Franchises: The Successful Partnership

Lori K. Miller
Lawrence W. Fielding

The purpose of this study was to identify the ticket distribution practices of professional sport franchises. NBA, NFL, NHL, and MLB franchises were surveyed (n = 113) regarding the use of ticket distribution agencies, which agencies were used, and the advantages and disadvantages of ticket distribution agencies. The results were used, in combination with existing literature, to ascertain the successful strategies employed by ticket distribution agencies that have created for the ticket industry a sustainable competitive niche. The study also looked at customer discontent emanating from ticket distribution practices and regulatory attempts to control the ticket distribution industry. In conclusion, this paper provides the sport manager with 20 suggestions regarding negotiations with ticket distribution agencies.