Sports Marketing: A Special

Case of Marketing?
Chapter 1
Team Sports Marketing 2
General theories of marketing should ultimately
possess superior predictive & explanatory
powers of how marketing works.
Does the application of sports marketing
principles better explain and predict optimal
buyer/seller relationships & exchanges better
than traditional goods/services marketing?
In other words, if everyone marketed like sports
marketers, would they be more successful?
Theory & Application
How is sports marketing different from
traditional goods/services marketing?
By understanding the differences we can understand
the effectiveness of sports marketing principles.
Team Sports Marketing 4
Fans vs. Customers
Customer: One that buys
goods or services.
Fan: An ardent devotee;
an enthusiast;
Fanatic: A person
marked or motivated by
an extreme, unreasoning
enthusiasm, as for a
cause
What are some
things you have
seen fans do at a
game that
customers at a
grocery store never
do for a favorite
cereal or
toothpaste?
#1
Team Sports Marketing 5
Fans vs. Customers
If a customer is a loyal Folgers coffee customer, we
can predict that s/he will likely continue to buy Folgers
coffee at the grocery store. A loyal Folgers customer
may, however, switch to similar coffee (Maxwell
House) or buy Folgers at another store if appropriately
discounted.
You wont see many Folgers customers wearing shirts
with its brand name emblazoned across the chest. Nor
are you aware of many people, who of their own free
will, frequently visit www.folgers.com. If so, they must
be the same people who are visiting www.tide.com,
www.zest.com, and www.crest.com.
Why? Because most people dont identify themselves
by what detergent or toothpaste they use.

#1
Team Sports Marketing 6
Fans:
Identify with and follow the behavior of the team and individual
players on that team, on and off the field (via www.espn.com, team
websites, newspapers, television, radio, wireless emails, etc.).
Purchase licensed merchandise (jerseys, automobile
paraphernalia, caps, mugs, etc.) promoting the team.
Donate or pay extra for permanent seat-licenses (PSLs) in order to
buy season tickets.
Travel to see games of that team outside of his local market.
Support tax-based initiatives to pay for a new arena or stadium for
the team.
Are a supporter of the conference or league in which the team
plays.
Devote significant social time attending, watching and discussing
the team with others devoted to the same or other teams.

#1
Fans vs. Customers
Team Sports Marketing 7
Why? Consumer Surplus.
How much would you pay to go to the Super Bowl? Why?
#1
Team Sports Marketing 8
Identification vs. Loyalty
Loyalty is the repeat
purchasing of a good or
service by a consumer. A loyal
customer is sensitive to
differences in brands and
prefers a brand or set of
brands over others (see Odin,
Odin and Valette-Florence
2001).
Identification is when an
individual reacts to events that
occur to the team or player as
if the events happened to him
or her (Kagan 1958).

How did you feel when
your team won or lost
in the play-offs
recently?
What exactly did you do
when your favorite
player succeeded or
failed? Why did you
do that?
#2
Team Sports Marketing 9
Loyalty vs. Identification
Transaction
#2 #2
Social exchange
Team Sports Marketing 10
Who Pays?
Advertising & Promotion Costs
The manufacturer and/or retailer of
goods and services pay for the
development and placement of brand
advertising and promotions.
In contrast, sports teams and
individuals (e.g., players and drivers)
receive indirect and direct financial
support to advertise and promote
themselves.
Fans indirectly promote the team by
buying and wearing or displaying
licensed team merchandise.
Sponsors directly promote the team
and pay for advertising and media to
do so.
For instance, ATT pays the Dallas
Stars at least $100,000 to host the
team website
(www.attwireless.dallasstars.com).
Radio and TV broadcasts of events are
brought to you by the sponsors.
Can you think of any other
goods or services that
come closesuch that
customers promote the
organization the way
sports fans do?
Is anyone else marketing as
effectively as sports
teams often do?
What brands are people
willing to pay extra for just
so people can see the
logo?

#3
Team Sports Marketing 11
Who Pays?
Advertising & Promotion Costs
Much of the actual product,
particularly in terms of
revenue, is in the broadcast
of the games or event.
The fact that sports are
broadcast, in and of itself,
differentiates sports from
other goods and services.
Typical goods and services
find it difficult to entertain
using its product as the star
of a broadcastalthough
some try.

#3
Ab-dolly Infomercial
Team Sports Marketing 12
Goods and services marketers typically pay for media
to broadcast or print advertising and promotional
information.
The media pays sports teams for the right to broadcast
or print team and event information.
For example, ABC/ESPN & Time-Warner are paying
$4.48 billion for NASCAR (8 years).
Relatedly, the distribution for sports is increasingly
electronic and not limited to static locations.
#3
Who Pays?
Media Costs
Team Sports Marketing 13
Geographic Distribution:
Static vs. Mobile
Goods and services are sold in
specific geographic outlets.
Although retail locations may open
or close, customers typically visit or
receive service based from specific
locations.
Sporting events and teams, on the
other hand, are basically traveling
road shows, moving from location
to location, city to city, nationally
and globally.
The NFL, for example, is
broadcast in 205 countries
across 24 time zones for
upwards of 4500 hours of
weekly programming.
Has anyone ever seen a
U.S.-based sporting
event broadcast in
another country? How is
the product (i.e., the
broadcast) similar or
different from what is
seen in the U.S.?
Has anyone ever bought
a Coke or gone to
McDonalds in different
countries? How is the
product and marketing
different?
#4
Team Sports Marketing 14
From an international marketing perspective, sports such as soccer,
basketball, baseball, tennis, golf and motorsports are global products
that need little translation or alteration to be accepted across cultures.
Compared to most sports, frequently cited global products such as Coke
and McDonalds are not actually standardized global products.
Coke alters its packaging, name and syrup content in foreign
countries.
McDonalds offers beer in German restaurants and cooks its
hamburgers rare in France.
The content or product of the NFL, Formula1 Racing, Olympics Downhill
Racing, or World Cup Soccer remains the same throughout the world.
In a sense, given its electronic broadcasts, this distribution channel is
standardized around the world.
Obviously, the promotion (e.g., language) and pricing (e.g., costs of
cable or PPV) aspects of the marketing mix are adjusted to regional
markets.

#5
Truly Global Products
Coke in Japan
Team Sports Marketing 15
Two-part pricing
Customers typically
pay one price for a
given product or
service.
Professional sports
and major college
sports fans frequently
pay a two-part tariff
(or price).

Can you think of any
goods/services that
require an initial
payment before you
pay a second price for
the actual use of the
good/service?

#6
Team Sports Marketing 16
Two-part pricing
Demand is frequently sufficient
to require an initial payment
(donation to the university,
payment for a seat license,
membership fees) for the right
to pay more money as a
means to allocate a limited
inventory of preferable seats.
Fans who pay the initial fee
are then given the opportunity
to purchase tickets.
Another aspect of two-part
pricing in sports is the event
itself. Fans pay for a ticket to
enter the event (initial
payment) and then purchase
other products (food, drink,
souvenirs) after entering.
Price-setting in most sports
settings must consider various
forms of price bundling.
Season tickets are offered
at a bundled price for the
entire season and are de-
bundled in the form of
smaller ticket packages or
individual tickets.
Offering tickets with a hot
dog and soft drink for a
single price is another
example of price bundling
in that it combines the
prices of what would
normally be two-part
pricing.

#6
Team Sports Marketing 17
Two-part pricing
Why do you think fans
are willing to pay so
much money for food
& drink at a sporting
event?
Why dont more people
bring coolers (when
allowed) or eat
before/after the
event?
#6
Team Sports Marketing 18
Tax-Payer Support:
Facilities
Although the subject of much
public policy debate, sports
team owners frequently do not
pay for their own stadiums or
arenas. A new Nissan
automobile plant may be able
to acquire favorable tax status
and property in Mississippi
($695 million in tax breaks and
incentives over 20 years), but
will still pay for building their
own facilities ($930 million in
Canton, MS).
In contrast, the majority (18/29)
of NBA owners facilities are
largely or entirely paid by
taxpayers (see
http://www.marquette.edu/law/
sports/sfr/nba22.pdf, 2001).
In addition, naming rights by
sponsors add additional
revenue to the team. Even
when owners invest private
dollars into the facility it is not
necessarily because public
monies are unavailable, but is
often due to revenue control
issues that will favor the team
owners if they own the facility.
#7
Team Sports Marketing 19
Tax-Payer Support:
Facilities
Consider Reliant Stadium in Houston,
Texas:
As first planned, stadium officials had
$367 million with which to work - $317
million from bond issues, to be paid off
with hotel and rental car tax revenue, and
$50 million from the sale of permanent
license seats by the Texans.
Officials now concede they knew all
along that wouldn't cover the costs for
the stadium they wanted. They added a
parking tax of $1 per vehicle and a ticket
tax capped at $2 a ticket.
Fans are helping pay off $82 million
worth of extras that have increased the
cost of the Reliant Stadium complex to
$449 million.
Among the items added to the original
stadium proposal are extra restrooms,
larger concession areas, 4,000 more
parking spaces and landscaping.
#7
Team Sports Marketing 20
Why are communities willing to pay whatever
it takes to attract pro sports?
From a broader sociological perspective,
sports teams provide a city (or state) a
social identity that can represent who
they are to others.
How do people in your city or state
represent themselves to others by the
success of their sports teams?

#7
The successful state university
sports team allows constituents to
represent themselves to others as
winners.
The tough blue-collar character
of the Steelers over the years
symbolizes who Pittsburgh fans
are to the rest of the country.
The black uniforms, skull-and-
crossbones, and intimidating
players for the Oakland Raiders,
for better or worse, mostly identify
their fans.
The Hogs at Redskins games
representok, we dont know
what they represent.

Team Sports Marketing 21
Branded goods and services have traditionally not
cooperated in their marketing efforts.
At the wholesale level and in some highly competitive retail
markets, goods and services may engage in co-branding or
cooperative strategic alliances.
As a rule, however, goods and services marketers do not
cooperate in cross-promotions and work in-league with each
other on a permanent basis.
Professional sports leagues have unique anti-trust
exemption & monopoly powers
limiting production (expansion and contraction of its members)
providing revenue sharing (national TV contracts, etc.), and
Allowing profit maximization
#8
Competition:
Cooperation & Monopoly Power
Team Sports Marketing 22
Exchange:
Economic vs. Social
Customers pay an economic price for
the goods or services they purchase
while fans make a social investment in
the transaction.
Customers typically give up monetary
value in exchange (what one gives up
for what one gets) for the good or
service, although time and search
effort may also be expended.
In most cases only limited social exchange
occurs.
Consumers may join together to go out to a
restaurant for primarily social reasons.
However, the exchange with the restaurant is
still premised upon the purchase of the meal.
Individual and groups of customers may at the
same time purchase a meal in the same
venue where social exchange accounts for
little or no part of the encounter. This rarely
happens in sports settings.
Crowds are generally a bad thing, with
negative psychological effects.
In sports, attendance is nearly always
(98-99% of the time) with at least one
other person.
The sports fan pays a price for the right to
enjoy an emotional experience with others.
The fan goes to the game to be with others to
share the experience in this social
exchange.
#9
1. What is the difference between a
good crowd at the mall and at the
game?
How does it make people feel?
Will they approach or avoid the
place?
2. If it is not very crowded at the mall
or the game, how will people
respond?
Team Sports Marketing 23
Contractual Power
Goods & Services
The size and power of the
manufacturer or retailer of
goods and services affords the
owner contractual leverage
over its employees.
Salaries, benefits and tenure
are largely controlled by the
owners.
Employees have mobility, but
are rarely able to single-
handedly affect the outcome of
the firm by making contractual
demands.

Sports
How can star players command
such high salaries? Why are
teams & sponsors willing to
pay? How can they be worth
what they earn?
1. Tiger Woods: $81m
2. Michael Schumacher: $80m
3. Peyton Manning: $42m
4. Michael Jordan: $35m
5. Shaquille ONeal: $32m
(2004 Salaries & Earnings, Forbes)
#10
Team Sports Marketing 24
Contractual Power
Goods & Services
The size and power of the manufacturer or retailer of goods and services
affords the owner contractual leverage over its employees.
Salaries, benefits and tenure are largely controlled by the owners.
Employees have mobility, but are rarely able to single-handedly affect the
outcome of the firm by making contractual demands.

Sports:
Employees (viz., players) of sports teams are more likely to possess
contractual power over employers.
Contract concessions, renegotiations and arbitrations generally favor
players.
The scarcity of superstar talent has shifted the power to players over
owners.
Union membership has declined in manufacturing over the past four
decades. At the same time, union membership in professional sports
leagues have grown relatively strong due to the leverage held by the players.
Consequently, work stoppages in major sports leagues have become nearly
commonplace in the past decade.
#10
So,
is marketing a special case of sports
marketing?
Team Sports Marketing 26
Dimension Goods/Service Sports
1 Purchasers Customers Fans
2 Adoption Loyalty Identification
3 Promotion & Media Owner pays Fans, sponsors, & media pay
4 Distribution Channel Static; More site-limited Mobile; more flexible
5 Product Adapted Global
6 Pricing Single price for a given form of
product/service
Two-part: Fan pays for right to
buy tickets
7 Facilities Owner buys/builds own facilities Government (taxpayers) pay
for facilities
8 Competition Individual branding in
competitive markets
Cooperative contractual
relationshipsMonopoly power
& anti-trust exemption
9 Exchange Principally economic Principally social
10 Employees Contractual power favors
owners
Contractual power favors
players
Team Sports Marketing 27
Goods/Services that approach the level of
effectiveness exemplified in sports marketing:

Harley Davidson
Polo
eBay
Borat, Austin
Powers
Friends
Team Sports Marketing 28
Sports marketing is building a highly
identified fan base such that fans,
sponsors, media and government pay to
promote and support the organization for
the benefits of social exchange and
personal, group and community identity
within a cooperative competitive
environment.
Definition of Sports
Marketing
One of the advantages of being disorderly is that one is
constantly making exciting discoveries.
~A.A. Milne