Cialdini's Influence
Building a rapport with clients ahead of pitching any sales pitch is an example of this principle.
Liking
Of the Big Four in North American professional sport, which league has the highest ticket inventory?
MLB
This type of financing requires an organization to borrow money and repay it over time, typically with interest, without giving up ownership.
Debt Financing
This type of sponsorship is particularly tied to theme of "ego gratification"
Naming Rights
What was the name of the guest speaker we had from the Columbus Crew?
Matt Sweitzer
Giving fans a free welcome event at the arena ahead of a push for ticket sales is an example of this principle.
Reciprocity
This pricing model refers to price decisions made ahead of the season to increase pricing for high demand games and lower them for less popular games.
Variable ticket pricing
This public financing principle suggests that individuals with similar incomes should pay similar amounts in taxes.
Horizontal equity
Healthcare companies are particularly attracted to naming rights for these facilities because they create associations with wellness, community, and athletic performance.
Practice facility naming rights
What is included in the fan cost index?
Average price for a family of 4 to attend a sporting event. (Not needed to get points, but to be specific: 4 tickets, 4 hot dogs, 2 beer, 2 soda, program)
Including your senior sales manager job title in your e-mail signature could be an example of this principle.
Authority
Giving season ticket holders the opportunity to decline or renew their seats for next season before selling the seats out from under them is referred to this.
Right of first refusal
A team requires fans to pay a one-time fee for the right to purchase season tickets in a new stadium. This financing mechanism is known by this three-letter acronym.
PSL (Personal Seat License)
When a bank sponsors a sport organization and negotiates a contract that prevents competing banks from becoming sponsors, it has secured this sponsorship benefit.
Category exclusivity
Name at least four variables that commonly influence variable ticket pricing decisions in sport.
Opponent strength or popularity
Day of the week (weekend vs. weekday)
Time of year or point in season (e.g., playoffs vs. preseason)
Seat location or viewing experience
(Others could include weather, promotions, or special events.)
Promoting a social media campaign where fans share a picture of themselves in the team gear/jerseys could be an example of this principle.
Social Proof
When a star player is injured and not playing in that game, so the price is lowered to adjust for demand, that reflects this ticket price strategy.
Dynamic pricing.
A city considers how a stadium tax affects wealthy residents compared with lower-income residents. This principle evaluates whether the tax burden is distributed according to people's ability to pay.
Vertical equity
When a sponsor uses contests, fan experiences, and promotional campaigns to bring its sponsorship agreement to life, these activities are collectively called this.
Sponsorship Activation
This is the main reason why teams shouldn't give tickets away.
Risk of devaluing their tickets in the future
Pointing out that fans have purchased a mini plan for the last 4 seasons ahead of asking them to purchase again could be an example of this principle.
Commitment/consistency
According to the Sellout Mentality, marketers should target which 8 games of the season, to ensure they are sellouts?
The 8 games that have the highest chance of being sellouts.
A city establishes a special district around a new stadium and uses the additional property tax revenue generated by new development to help repay construction costs.
Tax increment financing (TIF)
A corporation's stadium naming-rights agreement generates awareness, but the sponsor discovers that much of its exposure reaches consumers outside its intended customer segment. This illustrates a sponsorship pricing and valuation concern related to ____
Wasted circulation
When you've asked questions, empathized with a consumer, and then focus on the value a product can serve the person's needs, you are following this sales philosophy.
Customer-focused selling