The 1997 collective bargaining agreement between the Major League Baseball (MLB) owners and players' union introduced a luxury tax on club payrolls. The purpose of the tax was to restrain spending by the highest revenue producing clubs, thus enhancing completive balance. The 2003 collective...

Purpose: The purpose of this research was to provide a framework for team selling to sports firms that can be used to more effectively select members for sales and CRM teams and improves the performance of teams in attracting and retaining premium seating customers.Design/Methodology/Approach:...

This exploratory study in professional sports luxury suite ownership was conducted to provide professionals in suite sales and facility management an increased understanding of the characteristics of corporate luxury suite owners. The business portion of suite client lists were collected and...

Selling luxury suite inventory is a priority for professional sport organizations, yet little is known about the motivations of those who purchase suites. There are 12,400 luxury suites in the NFL, MLB, NBA, and NHL (Association of Luxury Suite Directors, 2009) accounting for over $600 million...