Multi Criteria Decision-Making: Ticket Sales Outsourcing in an NCAA Division I Athletic Department

2017 ◽  
Author(s):  
Seungbum Lee
Keyword(s):  
Decision Making ◽  
Ncaa Division I ◽  
Division I ◽  
Multi Criteria Decision Making ◽  
Athletic Department ◽  
Ticket Sales

Multi Criteria Decision-Making: Ticket Sales Outsourcing in an NCAA Division I Athletic Department

2017 ◽  
Vol 6 (1) ◽  
pp. 31-38 ◽  
Author(s):  
Seungbum Lee ◽  
Matthew Juravich
Keyword(s):  
Decision Making ◽  
Intercollegiate Athletics ◽  
Multi Criteria Decision Making ◽  
Athletic Department ◽  
Athletic Departments ◽  
Ticket Sales ◽  
Intercollegiate Sport ◽  
Division 1 ◽  
The Status ◽  
Outsourcing Decision

Outsourcing in sport is not a new phenomenon. Specifically, outsourcing in intercollegiate sport has become common among athletic departments across the NCAA. While outsourcing can be employed to generate increased revenues via enhanced sales, marketing, or fundraising functions, many midmajor institutions are utilizing outsourcing partners exclusively to manage ticket sales. As such, this case presents a scenario in which an athletic director and her management team are faced with assessing three options related to ticket sales outsourcing at a midmajor NCAA Division 1 institution. Utilizing the lens of multi criteria decision-making, financial, nonfinancial, and circumstantial data are provided for readers to address an outsourcing decision in the context of intercollegiate athletics. By examining three options including maintaining the status quo, considering another outsourcing partner, or bringing ticket sales operations in-house, this case provides an opportunity for students to investigate the role of ticket sales outsourcing as it relates to revenue generation, a pertinent issue for athletic departments across the NCAA.

scholarly journals Not Going Pro: On Seeking Lasting Returns from College Sports

2016 ◽  
Vol 2 (1) ◽  
pp. 188 ◽  
Author(s):  
Matthew Horner ◽  
Neal Ternes ◽  
Christopher McLeod
Keyword(s):  
Decision Making ◽  
Ncaa Division I ◽  
Capital Investment ◽  
Student Athletes ◽  
Sport Participation ◽  
National Collegiate Athletic Association ◽  
Collegiate Athletics ◽  
Division I ◽  
Personal Investment

The National Collegiate Athletic Association (NCAA) clearly states there are many favorable qualities derived from participation that benefit those “who go pro in something other than sports.” However, the ability of collegiate athletics to deliver on the promise of attributable long-term vocational value is rarely questioned. Instead, student-athletes are encouraged to think of their participation as a personal investment with enduring rewards for the investor. In this study involving former NCAA Division I student-athletes, the authors examined whether participation can be regarded as an investment and how student-athletes perceive the returns thus derived. Extending Becker’s (1962) theory of human capital investment to sport participation, the authors probed participants’ experiences for evidence of investment thinking and lasting benefits in corporeal, economic, social, and cultural varieties. The findings support the notion that participation in collegiate athletics can be broadly defined as an investment, but not in accordance with the long-term utility maximizing rationale described by neoclassical economists. Furthermore, the high cost of participation, inherent uncertainty, and unreliable information confound the athlete’s decision-making and blur the distinction between consumption in the present and investing for the future.

An Examination of Relationship Selling Effectiveness in NCAA Division I Ticket Sales

2021 ◽  
Vol 30 (2) ◽  
Author(s):  
James Weiner ◽  
T. Christopher Greenwell ◽  
Megan Shreffler
Keyword(s):  
Ncaa Division I ◽  
College Athletics ◽  
Division I ◽  
Bottom Line ◽  
Ticket Sales ◽  
Relationship Selling ◽  
Purchase Behaviors ◽  
Negative Predictor ◽  
Positive Effect

College athletics departments are making more money than ever and spending it even faster (Fulks, 2017). As athletics departments look to increase their individual schools’ revenue year-to-year, ticket sales stands out as one of the only revenue streams without a long term contract. The current study examined the effect of relationship selling on several purchase behaviors in Division I college football. A study of over 90 FBS schools concluded the factor of customer disclosure predicted all football-related purchase behaviors, while interaction intensity was found as a non-predictor or even negative predictor. Cooperative intentions predicted some but not all behaviors. Cross-selling behaviors were uniquely predicted by agent disclosure, which did not predict any other outcomes, suggesting that while relationship selling may have a positive effect on the bottom line, not all factors are positive. Additionally, findings suggest positive selling relationships appear differently, cross-selling the customer to another sport.

Female NCAA Division I Athletic Directors: Experiences and Challenges

2016 ◽  
Vol 24 (1) ◽  
pp. 14-25 ◽  
Author(s):  
Elizabeth A. Taylor ◽  
Robin Hardin
Keyword(s):  
Intercollegiate Athletics ◽  
Ncaa Division I ◽  
Role Models ◽  
Athletic Directors ◽  
Career Mobility ◽  
Division I ◽  
Athletic Department ◽  
Female Role ◽  
Football Programs

This study examined the experiences and challenges of 10 female Division I athletic directors. Four themes emerged from the interviews: (a) lack of female role models; (b) females are not qualified to manage football programs; (c) scrutiny about (lack of) ability and experience, and (d) benefits of intercollegiate coaching experience. The findings of this study suggest these are the central causes for females’ inability to reach maximum career mobility in the intercollegiate athletics industry. Participants encouraged women trying to enter the intercollegiate athletics industry to find a mentor who can advocate for them as they navigate through their career. In addition, participants encouraged those entering the industry to gain experience in as many facets of the athletic department as possible.

Use of the Responsible Decision Making Model for Athletics (RDMMA) to Address Conflicting Priorities at NCAA Division I Member Institutions

2010 ◽  
Vol 4 (1) ◽  
pp. 60-75 ◽  
Author(s):  
Athena Yiamouyiannis ◽  
Heather J. Lawrence ◽  
Mary A. Hums ◽  
B. David Ridpath
Keyword(s):  
Decision Making ◽  
Intercollegiate Athletics ◽  
Ncaa Division I ◽  
Title Ix ◽  
Unintended Consequences ◽  
Division I ◽  
Background Information ◽  
Practical Application ◽  
Decision Making Model ◽  
Provide Background Information

Intercollegiate athletics administrators face many difficult and complex issues throughout the course of their careers related to balancing athletics budgets, remaining competitive in select sports and complying with Title IX. To better prepare future athletics administrators to handle these challenges, the authors provide background information on the complexities of the issue, discuss use of the Responsible Decision Making Model for Athletics (RDMMA) as a tool to assist in the process, and demonstrate the use of this model as applied to intercollegiate athletics. The RDMMA provides a framework from which to organize information, ensure all constituencies are considered, save time in decision making, and evaluate intended and unintended consequences of decisions. Professors can use the RDMMA as a tool in the classroom to bridge the gap between academic theory and practical application of these concepts to help guide future athletics administrators on how to approach complex issues and responsibilities.

scholarly journals Student-Athlete Development and Winning Success

2020 ◽  
Vol 1 ◽  
pp. 36-48
Author(s):  
Sarah Stokowski ◽  
Amanda Paule-Koba ◽  
Andrew Rudd ◽  
Alex Auerbach
Keyword(s):  
Mental Health Professionals ◽  
Ncaa Division I ◽  
Physical Therapists ◽  
Athletic Trainers ◽  
Division I ◽  
Athletic Department ◽  
Athletic Departments ◽  
Strength And Conditioning ◽  
Athletic Program ◽  
Athletic Achievement

The success of an athletic program is often defined by wins and losses. According to the sporting success framework (De Bosscher et al., 2006) as well as the athlete development literacy (ADL) model (Livengood et al., 2015), athlete development contributes to athletic achievement. The purpose of this study is to investigate the relationship between athlete development personnel resources and winning success at NCAA Division I institutions. A total of 150 universities were included in this study. Utilizing the ADL model (Livengood et al. 2015) of personal and player development literacies, athletic department personnel selected for this study included: academic advisors, athletic trainers, doctors, learning specialists, nutritionists, mental health professionals, physical therapists, sport psychologists, as well as strength and conditioning coaches. Winning success was measured using the final 2017-18 Learfield IMG Directors’ Cup standings (Directors’ Cup, 2019). The results suggest that athletic trainers, learning specialists, and sport psychologists significantly contribute to winning success. As such, athletic departments should appropriately invest in athlete development specialists.

scholarly journals Decision-Making Process Associated with Adding NCAA Division I Sports Programs

2021 ◽  
Vol 14 (1) ◽  
Author(s):  
Sloane Milstein ◽  
Zack Damon
Keyword(s):  
Decision Making ◽  
Intercollegiate Athletics ◽  
Ncaa Division I ◽  
Ice Hockey ◽  
Division I ◽  
Structured Interviews ◽  
Economic Climate ◽  
Sports Programs ◽  
Sport Teams ◽  
The University

Recent college sport headlines highlight the decision to cut teams during the COVID-19 pandemic. Citing the expected budgetary impact, Old Dominion announced it was cutting its wrestling program.  St. Edward’s University is cutting the men and women’s tennis, men and women’s golf, and men’s soccer.  The University of Cincinnati eliminated its men’s soccer program with more programs to follow. Yet, a number of institutions are charging forward and have announced the addition of a team(s) to their athletic offerings.  Plymouth State will add men’s swimming, Indiana Tech is adding women’s ice hockey, and Augustana College just added men and women’s water polo. Such additions are somewhat surprising given the difficult economic climate currently facing higher education and intercollegiate athletics. This study sought to identify a structure that NCAA Division I decision-makers took part in when adding a team in previous years.  Accordingly, the authors conducted expert-based, in-depth, semi-structured interviews with 15 Division I athletic administrators representing 23 sport teams. The following decision-making phases were identified: Identification, Justification, Evaluation, Acceptance (or Interruptions), and Authorization. Theoretical and practical implications for institutions seeking to grow their sport offerings are provided.

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