Perceived Motivations for Corporate Suite Ownership in the 'Big Four' Leagues

Sport Marketing Quarterly Volume 19, Number 2, June 2010 pp. 88-96

12 Pages Posted: 2 Nov 2016

See all articles by Peter Titlebaum

Peter Titlebaum

University of Dayton

Heather Jane Lawrence

Ohio University - College of Business, Department of Sports Administration

Date Written: October 21, 2016

Abstract

Selling luxury suite inventory is a priority for professional sport organizations, yet little is known about the motivations of those who purchase suites. There are 12,400 luxury suites in the NFL, MLB, NBA, and NHL (Association of Luxury Suite Directors, 2009) accounting for over $600 million in gross revenues (Lee & Chun, 2002). In the current recession, selling suites is a challenge as many corporate suite clients are leery of the public perception of owning a suite and are being held more accountable for spending than ever before. This study sought to gain a better understanding of how luxury suite sales professionals perceive their corporate client motivations for purchasing and renewal as well as to explore similarities and differences between the “big four” leagues. Results indicated that there are few differences between leagues and that relationships between the team and the suite client are critical to selling suites and retaining corporate clients.

Suggested Citation

Titlebaum, Peter and Lawrence, Heather Jane, Perceived Motivations for Corporate Suite Ownership in the 'Big Four' Leagues (October 21, 2016). Sport Marketing Quarterly Volume 19, Number 2, June 2010 pp. 88-96, Available at SSRN: https://ssrn.com/abstract=2857141 or http://dx.doi.org/10.2139/ssrn.2857141

Peter Titlebaum

University of Dayton ( email )

300 College Park
Dayton, OH 45469
United States

Heather Jane Lawrence (Contact Author)

Ohio University - College of Business, Department of Sports Administration ( email )

Athens, OH 45701-2979
United States

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