Tactics used by sports organizations in the United States to increase ticket sales Academic Article uri icon

abstract

  • Four prominent tactics used by sports organizations in the United States to increase ticket sales are discussed. Each of them is underpinned by the concepts of either price discrimination or social exchange theory. Differential pricing is usually based on quality of the opposing team, time or place. Flexible season ticket packaging enables fans to select from an array of mini-season packages instead of being required to purchase a season ticket for all the games. Money-back guarantees are a promise to refund the purchase price to dissatisfied patrons. Web-based ticketing facilitates both the pre-purchasing of tickets and the creation of a secondary market for the resale of already purchased tickets. 2004 Taylor & Francis Ltd.

published proceedings

  • Managing Leisure

author list (cited authors)

  • Howard, D. R., & Crompton, J. L.

citation count

  • 28

complete list of authors

  • Howard, Dennis R||Crompton, John L

publication date

  • January 2004