Enhancing customer relations in team sport business

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dc.contributor Aalto University en
dc.contributor Aalto-yliopisto fi
dc.contributor.author Piipponen, Henri
dc.date.accessioned 2011-11-14T11:23:57Z
dc.date.available 2011-11-14T11:23:57Z
dc.date.issued 2011
dc.identifier.uri https://aaltodoc.aalto.fi/handle/123456789/668
dc.description.abstract Abstract Team sport has become driven by commercial drivers, and increasingly clubs operate as limited companies. In sport there are obviously other drivers than just pure economic success that are also present in the environment. However, it seems to be extremely difficult to operate profitably in team sport business. In general Finnish team sport businesses seem to underperform in business terms, and therefore the topic is particularly relevant. Indeed, relatively little academic research has been made in this field. This research is looking for insight in how consumer customer relations could be enhanced in team sport leading to more sustainable business operations. The research strategy A literature review is included in the research, which pays attention particularly on three subjects. The characteristics of team sport products are discussed. This is followed by review of team sports’ customers. Then special features of customer relations in a sport context are explored. Based on the review, a theoretical framework is constructed, which identifies five facets explaining different fans’ motivation to attend games. Also central elements in fans’ management are noticed. The framework is tested in a quantitative survey research. Based on survey results one strategy to classify fans is presented and elements explaining their attendance-motivations are discussed. The results provide views for customer relation enhancement in team sport context. Implications The study identifies features which particularly explain the behavior of specific fan classes, and considers how their relations could be enhanced. In the end, the research suggests that building strong club identity and inclusive strategies are central in the enhancement of team sport customer relations. en
dc.format.extent 77
dc.format.mimetype application/pdf en
dc.language.iso en en
dc.title Enhancing customer relations in team sport business en
dc.type G2 Pro gradu, diplomityö fi
dc.contributor.school Kauppakorkeakoulu fi
dc.contributor.school School of Economics en
dc.contributor.department Department of Marketing en
dc.contributor.department Markkinoinnin laitos fi
dc.subject.keyword sport marketing
dc.subject.keyword team Sport
dc.subject.keyword team sport business
dc.subject.keyword customer relations
dc.identifier.urn URN:NBN:fi:aalto-201111181580
dc.type.dcmitype text en
dc.programme.major Marketing en
dc.programme.major Markkinointi fi
dc.type.ontasot Master's thesis en
dc.type.ontasot Pro gradu tutkielma fi
dc.subject.helecon markkinointi
dc.subject.helecon marketing
dc.subject.helecon toimialat
dc.subject.helecon business branches
dc.subject.helecon urheilu
dc.subject.helecon sports
dc.subject.helecon liiketalous
dc.subject.helecon business economics
dc.subject.helecon asiakkaat
dc.subject.helecon customers
dc.subject.helecon suhdetoiminta
dc.subject.helecon public relations
dc.subject.helecon asiakashallinta
dc.subject.helecon customer relationship management
dc.ethesisid 12536
dc.date.dateaccepted 2011-05-06
dc.location P1 I


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