The Multi-Sport Sampling Plan: A Price Bundling Option for Collegiate Athletics

Authors: Mark Mitchell*(1) and Dennis Rauch (2)

(1) Mark Mitchell (DBA, Mississippi State) is Professor of Marketing and Chair of the Department of Marketing and Hospitality at Coastal Carolina University in Conway, SC.

(2) Dennis Rauch (PhD, University of Iowa) is Professor of Marketing at Coastal Carolina University in Conway, SC.

*Corresponding Author:
Mark Mitchell, DBA
Chair, Dept. of Marketing and Hospitality
Professor of Marketing
NCAA Faculty Athletics Representative (FAR)
Coastal Carolina University
P. O. Box 261954
Conway, SC 29528
mmitchel@coastal.edu
(843) 349-2392

ABSTRACT
This manuscript examines the potential for a Multi-Sport Sampling Plan as a price bundling strategy for collegiate athletics. Here, fans would receive entry to one game per sport to be used at their discretion. Such a sampling plan could increase current revenue and fan attendance while concurrently developing future ticket sales opportunities to these new fans based on their positive game day experience. This manuscript examines: (1) current price bundling strategies in the hospitality industry applied to athletics; (2) local market conditions that could aid in the successful development of a Multi-Sport Sampling Plan, and (3) implementation issues for athletic ticketing professionals.

KEYWORDS: ticket mini plans, athletic ticketing, price bundling Continue reading