The purpose of this study was to understand the role of the luxury suite administrator in professional sports and to further the knowledge of those in the suite sales and services industry. Luxury suite revenue is an important income stream for sport teams in the United States and accounts for...

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...

The rationale of a suite owner has transitioned from feeling it was professionally strategic to invest in a suite to needing to justify the extravagance of the purchase. The sports industry must adjust to this change in mindset so that luxury suites remain viable in today's ever-changing and...

Purpose: The criticisms put forward against economic impact studies lead to a key question: “Is it possible to measure the impact of sporting properties and events in a holistic, conservative, and reliable way?” This research endeavors to build on the academic literature to add to the scope...

Purpose: The objective of this paper is to respond to four research questions. The first two as how likely are college football season ticket holders to recommend (1) purchasing a similar season ticket package and (2) attending a home football game, to a friend or colleague. The third question...

Data on financial challenges in intercollegiate athletics consistently show that expenses are outpacing new revenues. Since 2004, National Collegiate Athletic Association (NCAA) Football Bowl Subdivision (FBS) institutions' median revenues increased 94 percent while expenses increased 120...

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:...