Marketing Division II athletics to college students: The perceived effectiveness of internally focused promotion tactics
Authors: Martin Barrett and Jeffrey R. Farr
Department of Recreation and Parks Management, Frostburg State University, Frostburg, MD, USA
Corresponding Author:
Martin Barrett, PhD
101 Braddock Road
Frostburg, MD 21532-2303
[email protected]
301-687-4475
Martin Barrett, PhD is an Assistant Professor of Sport Management at Frostburg State University in Frostburg, MD. His diverse research interests focus on sport and environmental sustainability, the diffusion of non-traditional sports, and divisional reclassification within intercollegiate athletics.
Jeffrey R. Farr, PhD is an Assistant Professor of Recreation, Parks, and Sport Management at Frostburg State University in Frostburg, MD. His research interests focus on understanding the relationships between families and youth sport participation.
Marketing Division II athletics to college students: The perceived effectiveness of internally focused promotion tactics
ABSTRACT
Sport-based incentives such as sales promotions and atmospheric efforts such as augmenting the core product with entertainment programming are widely used in sport to increase attendance at events. Despite this, there is little understanding regarding the effectiveness of marketing and promotion activities in persuading and motivating college students to attend Division II athletic events. Therefore, this paper sought to understand the
perceived effectiveness of different types of marketing and promotion activities, as well as the relationship between perceived effectiveness and existing attendance behavior. Surveys collected from students attending a public university in the Mid-Atlantic region (N=327) revealed that behavioral response incentives – marketing tactics where the sport product is augmented to better match the primary motive for fan attendance – have the greatest perceived effectiveness in persuading and motivating attendance. In addition, behavioral response incentives were positively related to attendance behavior; meaning students who were already regularly attendees perceived these types of marketing and promotion activities to be even more effective. The results from this study should guide athletic marketing efforts at the Division II level in the implementation of marketing and promotion activities to generate optimal return on investment.
Key Words: athletics, marketing, promotion, incentives, atmospherics