How price bundling affects football ticket purchases and consumption behaviour

Sampaio, Cláudio Hoffmann; Sordi, Jefferson Dobner; Perin, Marcelo Gattermann

doi:10.1108/ijsms-16-03-2015-b004

Cited by 8 publications

(10 citation statements)

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“…season tickets, home theater equipment, fast food combo deals and tour packages). These promotions stimulate immediate sales response, and the probability of positive outcomes is higher when a deal is involved, which increases as the associated incentive upsurges (Sampaio et al, 2015). The price bundling intent to enhance sales due to the value of money and discounts offering (Kwon and Jang, 2011).…”

Section: Role Of Bundle Offermentioning

confidence: 99%

Impulse buying in social commerce: bundle offer, top reviews, and emotional intelligence

Zafar

Qiu

Shahzad

et al. 2020

APJML

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PurposeConsidering the rapid adoption of social media among consumers and organizations, this study intends to examine the impact of online bundle promotions and contextual interactions on impulse buying as consumers encounter them synchronously. Hence, a research model is proposed with the integration of perceived transaction value, perceived acquisition values, top reviews information, impulse buying tendency and emotional intelligence following the stimulus-organism-response framework, promotional framing effect, and theory of selective attention.Design/methodology/approachData were collected from the active social media members of organization pages and selling groups by utilizing the self-administered questionnaire. This study employed the partial least squares structural equation modeling to evaluate the data of 358 individuals.FindingsResults reveal the positive impact of targeted constructs on the urge to buy impulsively with complementary partial mediation of impulse buying tendency. Besides, emotional intelligence dissuades users' impulse buying tendencies, but unexpectedly, its moderating effect is insignificant. Further, importance-performance map analysis highlights the highest importance of impulse buying tendency and better performance of perceived transaction value for the urge to buy impulsively.Originality/valueThis research is one of the early studies to explore the influence of social media advertising and contextual social factors (e.g. bundle offers and top reviews information) on impulse buying with the moderation of emotional intelligence and mediation of impulse buying tendency. This research is imperative for scholars and managers with pertinent suggestions to arouse impulse buying.

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Section: Role Of Bundle Offermentioning

confidence: 99%

Impulse buying in social commerce: bundle offer, top reviews, and emotional intelligence

Zafar

Qiu

Shahzad

et al. 2020

APJML

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“…For example, Schreyer et al (2016) in an early attempt to analyze spectator no-show behavior among 13,892 STHs of a German club -observe a NSR of approximately 17 percent. In Brazil, Sampaio et al (2015) document a similar NSR among Porto Alegre FC STHs during the three seasons 2008 to 2010. Intriguingly, as can be seen from Figure 1, we observe a significantly higher NSR among STHs than among matchday ticket holders.…”

Section: ---Insert Figure 1 About Here ---mentioning

confidence: 72%

“…Putting the dichotomy between sports management and sports economic research aside, these few behavioral studies can be structured along multiple lines, including, for example, the market (e.g., Brazil: Sampaio et al, 2015;Scotland: Allan & Roy, 2008;United States: Putsis & Sen, 2000) or the sport under investigation (e.g., American Football: Zuber & Gandar, 1988), and the chosen methodological approach -in particular, the distinction between whether the data captures aggregated (e.g., Schreyer, 2019) or disaggregated (e.g., Schreyer et al, 2016), i.e., individual, spectator behavior decision-making. Further, content-wise, the existing literature has provided first insights on both the antecedents (e.g., Schreyer et al, 2019), and the potential consequences, most notably season ticket churn (e.g., McDonald, 2010;McDonald & Stavros, 2007;McDonald et al, 2014) of spectator no-show behavior.…”

Section: What Do We Know About Spectator No-show Behavior?mentioning

confidence: 99%

“…Those authors in the first stream began early -perhaps often unintentionally -to document the existence of no-shows in different sporting environments, but were mostly interested in exploring related concepts, such as season ticket churn (e.g., McDonald, 2010), relationship quality (e.g., Lee et al, 2019), and satisfaction (e.g., McDonald et al, 2017). Accordingly, although most of the research generated in this stream of the literature relies on cross-sectional survey data collected on the individual level, and, thus, might help us grasp the magnitude and, perhaps, also infer the cultural robustness of the increasingly important phenomenon better, only a few studies (e.g., McDonald et al, 2017;Sampaio et al, 2015;Solberg & Mehus, 2014) add to our understanding of its potential antecedents. Further, as Karg and McDonald (2011), among others, observe, it ultimately remains questionable as to whether ticket holders, when surveyed, give an accurate indication of their -socially undesirable -no-show behavior.…”

Section: Introductionmentioning

confidence: 99%

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Football Spectator No-Show Behavior in Switzerland: Empirical Evidence From Season Ticket Holder Behavior

Schreyer

Torgler

2021

SSRN Journal

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For football executives, understanding the determinants of spectator no-show behavior better is of utmost importance. Recent research efforts, however, have primarily focused on exploring the potential effects of determinants that the club management can hardly influence (e.g., potential scheduling effects, the visiting team's quality, and the weather). In contrast, our understanding of factors relating to both accommodation (e.g., the ticket price), socio-demographics (e.g., age), and also emerging no-show habits, in predicting no-show behavior is still limited. Here, departing from more traditional survey-approaches, we address this shortcoming by exploring disaggregated behavioral season ticket holder data provided by an established Swiss Super League club. Analyzing a rich data set containing roughly 2.09 million attendance decisions made by ticket holders in Switzerland between 2013 and 2016, we observe that both a season ticket holder's accommodation and his (or her) socio-demographic information can help predict subsequent no-show behavior. In particular, we notice an important role of a season ticket holders' age, his (or her) domicile, and emerging no-show habits, as well as the season ticket price. Although our results suggest that the management of clubs with a strong demand for tickets might be well-advised to begin experimenting with strategies to exploit emerging no-show habits among their season ticket holders, most executives, i.e., those operating at clubs that sell-out their stadium only occasionally, might want to prioritize efforts to increase the inherent ticket value (e.g., by reducing the ticket supply).

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“…Brazil stands out at international level in the economic and cultural spheres, among the main soccer consumer markets (Bortoluzzo et al, 2017;Mazzei et al, 2020;Sampaio et al, 2015). On the one hand, this modality is acknowledged as one of the aspects representing the contemporary Brazilian culture (Da Matta, 1982;Suarez and Belk, 2017).…”

Section: Introductionmentioning

confidence: 99%

Just one screen is not enough: Social TV role to Brazilian fans of Major League Soccer

Moura

Leão

Silva³

et al. 2023

SBM

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PurposeSports leagues, such as Major League Soccer (MLS), aim at expanding their audience at global level through alternative media other than television (TV). Brazil stands out among football media consumer audiences as one of the main markets worldwide. Brazilian MLS consumers play the role of fans to converge between TV media and digital platforms, in a phenomenon that has been called Social TV.Design/methodology/approachThe aim of the current research is to investigate how Brazilian MLS fans' consumption process is established through Social TV; it was done based on netnography performed between 2018 and 2020.FindingsResults have indicated that Social TV is a catalyst of practices associated with fan culture: cultural convergence, technologies appropriations, poaching experiences and production of a collective intelligence.Research limitations/implicationsCurrent research reinforces how ethnography methodology has been gaining room as likely consumer market research, working as alternative method based on the prevalence of focus group and survey techniques.Practical implicationsSocial TV phenomenon presents itself as a possibility to expand and direct marketing strategies focused on sports management, just as the media often consumed by fans.Originality/valueFrom the results, it is possible assuming that connections between fans are punctually guided by their relationship with the cultural object consumed by them in a network relationship whose actors deindividualize sociocultural practices such as consumption. Thus, the main contribution of the study lies on identifying how fan culture can be autonomously established in the market arena in comparison to other cultures.

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How price bundling affects football ticket purchases and consumption behaviour

Cited by 8 publications

References 30 publications

Impulse buying in social commerce: bundle offer, top reviews, and emotional intelligence

Impulse buying in social commerce: bundle offer, top reviews, and emotional intelligence

Football Spectator No-Show Behavior in Switzerland: Empirical Evidence From Season Ticket Holder Behavior

Just one screen is not enough: Social TV role to Brazilian fans of Major League Soccer

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