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

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.

Developing a Muslim tourism market: the perspective of travel agencies

PurposeThis study investigated how customer orientation and relationships influenced relational benefits via employees' attitudes toward travel agencies and partnership management.Design/methodology/approachSurvey questionnaires were mailed to experts of travel agencies in Taiwan. The hypothesis of this study was tested and used a research model characterized by the SEM-PLS approach.FindingsThe findings of this study indicate that the travel service involves a wide range of firms, regardless of internal or external partner management, and to develop the Muslim tourism market sustainability.Research limitations/implicationsFrom a theoretical perspective, it was found that customer orientation of travel agencies and relationship selling among travel agencies affects partnership management of travel agencies and their employees' attitudes, which were positively associated with the relational benefit of travel agencies.Practical implicationsTravel agencies must maintain continuous collaborative relationships to ensure the sustainable development of the Muslim tourism market.Originality/valueThis study provides a meaningful model for investigating the trend and tourism products of the Muslim tourism market regarding collaboration between travel agencies and partners.

Selling the PSS in a School of Business: Relationship Selling In Practice

This paper presents a step-by-step process for the development and implementation of a professional selling specialization program in the marketing curriculum of a school of business at an AACSB accredited state university. The program is presented in detail along with the process followed in order to develop support for the program with three primary stakeholders: faculty, administrators, and regional and national employers. Ongoing program challenges, successes, and growth opportunities are discussed. Program outcomes and stakeholder perceptions are included.