Heather J. Lawrence and Christopher R. Moberg
The purpose of this paper is 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 improve the…
Abstract
Purpose
The purpose of this paper is 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 improve the performance of teams in attracting and retaining premium seating customers.
Design/methodology/approach
The paper provides a two‐stage framework based on the personal selling process and the activities that support CRM programs. Recommendations are guided by the sport marketing and team selling literature streams and by best practices in sport marketing.
Findings
The paper recommends the formation of two teams (personal selling and CRM) during the customer relationship cycle and provides guidelines for team member selection based on the critical activities that occur during the personal selling and CRM processes. Key success factors are provided, including the establishment of a customer‐focused organization and effective communication practices among team members and between selling teams.
Originality/value
Although the use of selling teams is gaining popularity in several industries, the broader sales literature lacks research that can support the development and effective management of selling teams. Within the sport marketing literature, there is no research on selling teams. The main academic contribution of the paper is the cross‐disciplinary merging of existing team selling research in the sales literature with current research and industry information on marketing and sales by sport organizations (luxury suite sales). For the practitioner, the framework provides guidance on effective team member selection and best practices for the effective management of selling teams.
Details
Keywords
The purpose of this editorial is to introduce the special issue on the relationship of performance management to sports teams.
Abstract
Purpose
The purpose of this editorial is to introduce the special issue on the relationship of performance management to sports teams.
Design/methodology/approach
The paper explains the importance of performance management to sports teams and justifies the need for the special issue.
Findings
The paper finds that there are a variety of different types of teams that operate in the sports context, including professional league teams, college teams, teams at the workplace, volunteer teams and coaching teams.
Originality/value
This editorial provides an overview of this special issue, which comprises eight original papers that are best practice examples of the latest developments in the research on teams in the sports context. Each of these articles is briefly discussed in terms of its contribution to the literature.
Details
Keywords
Sally Lawrence and Heather Welfare
The current research explores the prevalence of bullying behaviour at HMYOI Warren Hill and the Carlford Unit. The introduction of the no‐smoking policy at the establishment was…
Abstract
The current research explores the prevalence of bullying behaviour at HMYOI Warren Hill and the Carlford Unit. The introduction of the no‐smoking policy at the establishment was also explored in relation to its effect on bullying behaviour given that tobacco has historically been the main item that young people have been bullied for. The Direct and Indirect Prisoner behaviour Checklist ‐ Revised (DIPC‐R) and a questionnaire designed to identify the effect of the introduction of the no‐smoking policy on bullying behaviour were used within this study to answer the following questions: what is the prevalence of bullying behaviour at Warren Hill and the Carlford Unit, and do young people at Warren Hill and the Carlford Unit think that the rate and nature of bullying has been affected by the introduction of the no‐smoking policy? One hundred and fifteen young people took part in the study. At Warren Hill, Bully/Victims were the most prevalent type identified and this was significantly greater than the number of young people identified as Pure Victims or Not Involved. On the Carlford Unit, Not Involved was the most prevalent type identified, and this finding provides limited support for the theories of bullying behaviour identified within the present study. The study found that the rate of bullying decreased following the introduction of the no‐smoking policy at Warren Hill. The findings from this study are being used in the development of a new Violence Reduction Policy at HMYOI Warren Hill.
Details
Keywords
This study looks at the development of critical literacy for three pre-service teacher participants, relevant support systems, and pedagogies. It considers how pre-service teacher…
Abstract
This study looks at the development of critical literacy for three pre-service teacher participants, relevant support systems, and pedagogies. It considers how pre-service teacher participants construct knowledge on critical literacy within the methods course. The participants started with their own literacy histories in order to began developing internalization and critical consciousness within the methods and field experience course. Throughout the course, the participants took social action by using some of the critical literacy approaches that were presented as instructional strategies in the methods course. However, the participants were still internalizing two essential components of critical pedagogy in their own teaching: problem posing and dialogue. They acknowledged the value of problem posing and dialogue in their own learning but had some difficulty using these methods in their own teaching. The implications from this study suggest that teacher educators and future teachers take a stance on critical education and push for structural changes in common teaching practices and school curriculum mandates.
Angela Hall, Stacy Hickox, Jennifer Kuan and Connie Sung
Barriers to employment are a significant issue in the United States and abroad. As civil rights legislation continues to be enforced and as employers seek to diversify their…
Abstract
Barriers to employment are a significant issue in the United States and abroad. As civil rights legislation continues to be enforced and as employers seek to diversify their workplaces, it is incumbent upon the management field to offer insights that address obstacles to work. Although barriers to employment have been addressed in various fields such as psychology and economics, management scholars have addressed this issue in a piecemeal fashion. As such, our review will offer a comprehensive, integrative model of barriers to employment that addresses both individual and organizational perspectives. We will also address societal-level concerns involving these barriers. An integrative perspective is necessary for research to progress in this area because many individuals with barriers to employment face multiple challenges that prevent them from obtaining and maintaining full employment. While the additive, or possibly multiplicative, effect of employment barriers have been acknowledged in related fields like rehabilitation counseling and vocational psychology, the Human Resource Management (HRM) literature has virtually ignored this issue. We discuss suggestions for the reduction or elimination of barriers to employment. We also provide an integrative model of employment barriers that addresses the mutable (amenable to change) nature of some barriers, while acknowledging the less mutable nature of others.
Details
Keywords
Heather Jane Lawrence, Norm O'Reilly, Alexandra Speck, Chris Ullrich and Kayla Robles
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…
Abstract
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 examines if there is a difference between advocacy toward purchasing season tickets as compared to advocacy toward game attendance. Finally, we identify what factors impact advocacy for college football season ticket holders.
Design/methodology/approach
An online survey of 57,240 season ticket holders from 69 different National Collegiate Athletics Association (NCAA) Division I Football Bowl Subdivision programs was undertaken. The data were analyzed to build a model of the drivers of advocacy in season ticket holders from a conceptual base of advocacy, trust and loyalty.
Findings
The identified drivers include both institutionally influenced factors and factors related to season ticket holder behaviors/demographics. The season ticket holder is arguably the highest level of fan for any sports organization from an affinity perspective and clearly the most important from a business perspective. This research argues that the season ticket holder should not only be the focus of ticket sales efforts but also leveraged as marketing advocates with the objective of attracting additional fans.
Originality/value
The value of this research is the large sample of data from season ticket holders of NCAA Division 1 football clubs and the resulting learning it provides to researchers and practitioners.
Details
Keywords
Norm O'Reilly, Gashaw Abeza, Andy Fodor, Eric MacIntosh, John Nadeau, Lane MacAdam, Gary Pasqualicchio, Mark Dottori and Heather Jane Lawrence
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…
Abstract
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 and rigor of economic impact research by proposing an impact assessment process model for practitioners that facilitates employment of a holistic, conservative and reliable impact study and seeks to address these concerns.
Design/methodology/approach
Using seven identified key realities that highlight the challenges facing impact studies, and adopting a collaborative self-ethnographic methodological approach, the work highlights lessons learned from four empirical economic impact studies undertaken by the authors over a five-year period.
Findings
The study provides a broad view of impact studies, which extend beyond financial implications and provides a more inclusive methodology. Particularly, the proposed impact assessment process model seeks to improve the credibility of impact studies by facilitating a holistic approach that incorporates direct, indirect and intangible impacts.
Research limitations/implications
The proposed model has value to researchers and is designed to improve the overall credibility of economic impact methodology. It also provides a more accurate measure of direct impact while considering intangible and indirect impacts, including social/community impacts.
Practical implications
The proposed model has value to and practitioners and is designed to improve the overall credibility of economic impact methodology. It also provides a more accurate measure of direct impact while considering intangible and indirect impacts, including social/community impacts.
Originality/value
The proposed process model to measure the impact of a sports event is a needed element in the world of funding, managing and implementing events of all sizes.
Details
Keywords
Julia R. Daniels and Heather Hebard
Discourses of racism have always circulated within US classrooms and, in the current sociopolitical climate, they move with a renewed sense of legitimacy, entitlement and…
Abstract
Purpose
Discourses of racism have always circulated within US classrooms and, in the current sociopolitical climate, they move with a renewed sense of legitimacy, entitlement and violence. This paper aims to engage the consequences of these shifts for the ways that racism works in university-based classrooms and, more specifically, through the authors’ own teaching as White language and literacy educators.
Design/methodology/approach
This teacher narrative reconceptualizes moments of racialized violence in the courses, as constructed via circulating discourses of racism. The authors draw attention to the ways that we, as White educators, authorize and are complicit in this violence.
Findings
This paper explicates a praxis of questioning, developed through efforts to reflect on our complicity in and responsibility for racial violence in our classrooms. The authors offer this praxis of questioning to other White language and literacy teachers as a heuristic for sensemaking with regard to racism in classrooms.
Originality/value
The authors situate this paper within a broader struggle to engage themselves and other White educators in work for racial justice and invite others to take up this praxis of questioning as an initial step toward examining the authors’ complicity in – and authorization of – discourses of racism.
Details
Keywords
Examines gender differences in relation to organizationalcommitment. It considers the ways in which corporate culture attempts toseduce employees into commitment via the…
Abstract
Examines gender differences in relation to organizational commitment. It considers the ways in which corporate culture attempts to seduce employees into commitment via the construction of appearances and values. The satisfactions which men derive from work appear to make them more susceptible to the construction of particular frames of organizational behaviour and, in this sense, commitment can be viewed as a consensual interpretation of appropriate organizational action. Women, however, have more ambiguous and conflictual encultured imagery which is not easily reconciled with male reality definitions. Hence, women introduce ambivalence into the workplace. This inevitably constitutes a threat to male consensus and framing of appropriate action. Women′s action lacks propriety within male frames because women embody ambivalence. Therefore, by virtue of their mere presence, women threaten the deconstruction of commitment.
Details
Keywords
Susan Frelich Appleton and Susan Ekberg Stiritz
This paper explores four works of contemporary fiction to illuminate formal and informal regulation of sex. The paper’s co-authors frame analysis with the story of their creation…
Abstract
This paper explores four works of contemporary fiction to illuminate formal and informal regulation of sex. The paper’s co-authors frame analysis with the story of their creation of a transdisciplinary course, entitled “Regulating Sex: Historical and Cultural Encounters,” in which students mined literature for social critique, became immersed in the study of law and its limits, and developed increased sensitivity to power, its uses, and abuses. The paper demonstrates the value theoretically and pedagogically of third-wave feminisms, wild zones, and contact zones as analytic constructs and contends that including sex and sexualities in conversations transforms personal experience, education, society, and culture, including law.