Heather J. Lawrence
Ron T. Contorno
Brandon Steffek

The professional sport premium seating industry in the United States is in the midst of a reinvention that will require professional sport sales professionals to be more proactive in their approach to prospecting, selling, and servicing clients (Titlebaum & Lawrence, 2011). The intent of this study was to address one aspect of this reinvention and analyze the business characteristics of premium seating purchasers. A secondary purpose was to inform professional sport sales professionals about using data mining in premium seating sales. To execute the project, premium seating client...Read more

David Pierce
Jeffrey Petersen
Bradley Meadows

This study assessed the effect of an experiential, client-based sport sales course where 44 undergraduate sport management students at a Midwestern university completed a quasi-experimental nonequivalent control group research design. The 24 students in the experimental (enrolled) group completed an experiential, client-based sport sales course selling season tickets for an intercollegiate athletic department, and the control group consisted of 20 students with no sales experience. Three instruments were utilized, including a sport sales perception survey (Pierce & Petersen, 2010),...Read more

Artemis Apostolopoulou
Matt Biggers

No other team in sports has had to endure the relocation odyssey that the New Orleans franchise has lived through. The Hornets were born when North Carolina businessman George Shinn was awarded one of four NBA expansion franchises on April 1, 1987, and began play in Charlotte, North Carolina in 1988. As the owner of the team from its inception and the subsequent 14 seasons in Charlotte, Shinn officially filed an application with the NBA on January 17, 2002, to move the Hornets to New Orleans, Louisiana, beginning with the 2002-03 season. Four months later, the NBA’s Board of Governors...Read more