COLLEGIATE BASKETBALL SEASON-TICKET HOLDERS’ PURCHASING MOTIVATION AND INTERESTS
Steve Shih-Chia Chen, Jennifer Mak
Building: Hilton Ocean Front Resort
Room: Promenade 6
Date: 03-26-2010 - 11:00 AM – 12:15 PM
Last modified: 01-19-2010
Abstract
Understanding sport fans demographic profiles and their ticket purchasing motivation can be a vital element for sport administrators in maximizing ticket sales. This study examined the ticket purchasing motivation and interests of 334 season-ticket holders from two National Collegiate Athletic Association Division-I regional state institutions. The participants included 199 males (60%) and135 females (40%), as the majority of the group were Caucasians (n = 242, 72.5%). One school, located in West Virginia, had more season ticket holders than the other one, located in Kentucky (240 vs. 94). The group of 35-54 years old made up the largest age group (44.6%). Participants in the largest group among the income categories earned an average annual salary of $35,000-$64,999 (40.5%). Participants were surveyed during the last three home games of the 2008 season or contacted via direct mailing. The data collection was completed in mid February of 2008. A survey instrument modified from a few past studies (Beccarini & Ferrand, 2006, Kahle et al, 1996; McDonald & Shaw, 2005; Pan & Baker, 2005; Swanson et al., 2003) was utilized to collect information on participants’ purchasing motivation and interests. All Likert-scale items (n = 9) examining the participants’ motivation and interest yielded a fairly high level of internal reliability (Cronbach Alpha Coefficient > 800). The factor analysis concluded that the participants’ ticket purchasing motivation was influenced by two main factors, (1) competition and psycho-social related factor (CPR), and (2) price and promotion (P&P). Participants from the two institutions did not have significant different responses regarding the influential factors for ticket purchasing. In general, males were more likely to emphasize on the CPR factor as compared to their female counterparts (p nearly equal to .05). The average rating of the CPR factor (M +- SD = 3.70 +- .76) was greater than the P & P factor (M +- SD = 3.40 +- .89). However, the "price and promotion" factor was valued significantly as more important by non-Caucasian participants than by the Caucasians (p < .05). This phenomenon could also be found from the responses of those who were in a younger age-group (under 35 years old), as opposed to the responses of seniors who were 55 and older. As the participants' income level increased, they considered the CPR factor as a more important determinant in season-ticket purchasing. In conclusion, this study reaffirms the suggestion of Pan and Baker (2005) that team performance and winning are primary forces that drive people to purchase season tickets. Nevertheless, the sensitivity and concerns toward less economic-privileged spectators are something that marketing administrators should not neglect. The researchers will further address the unique aspects in promoting regional Division-I basketball programs as recommendations. Practical strategies for adding compliments to the existing services, along with limitations and directions for future studies will also be discussed.
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