The influence of point of identification on merchandise consumption

It has long been recognised that consumers can form bonds and identify strongly with the organisations with which they are involved. When the organisation in question is a professional sporting club, identification can be a complex issue. Sports fans can identify with the team as a whole, with individual players, or both. How this different point of identification affects behaviour such as merchandise consumption is the focus of this paper. The survey responses of 161 members of the Kangaroos Football (AFL) Club suggest that members can identify with both team and individual players in tandem. Far from being opposites, team and player identification were found to be distinct constructs, not significantly related to each other. The point of identification was related to the nature of merchandise consumed and the manner in which it was consumed. The results suggest both player and team identification should be encouraged and that merchandise should cater for both in an inclusive way.<br /

Understanding public involvement with Australian heritage : a qualitative study using repertory grid analysis

Attempts to increase public participation in heritage related activities have had mixed success. Tourism to heritage sites remains an overt activity that many engage in, but other heritage related activities, such as nominating objects for formal heritage listing, are much rarer. Through a series of qualitative research activities, we examine the public perceptions of what constitutes &quot;heritage&quot; and &quot;heritage - related&quot; behaviours, in order to examine barriers to greater involvement. The findings are that heritage is important to many people, particularly on a personal level. Although initially uncertain about the validity of their views, our respondents defined heritage broadly, believing it to encompass a wide range of objects, places and experiences. Most respondents were undertaking the type of heritage-related behaviours that heritage managers would encourage, however the respondents did not recognise them as being heritage-related. Barriers to greater involvement include this uncertainty over the definition of heritage and a lack of confidence in their ability to effectively recognise and protect heritage. In addition to feeling uncertain about the heritage significance of their own actions and beliefs, the respondents felt even more uncertain about prescribing things of &quot;national heritage value&quot;. This uncertainty stifles discussion and action. The solution appears to lay in celebrations of both individual and national heritage, to foster discussions and understanding of communalities across different cultural groups within the nation.<br /

A defection analysis of lapsed members of five sporting clubs : examining motivations and behaviours

The issue of defection has been examined primarily in a transactional context as opposed to subscription markets where the infrequent nature of the purchase or renewal means that retention of subscribers is often both more difficult and more crucial. This paper reports on a survey that aimed to uncover more information about the motivations and future intentions of recently lapsed subscribers. 1,011 lapsed members across four Australian Football League (AFL) clubs and one Australian National Rugby League (NRL) club were surveyed. Analysis of the responses returned suggests that although these lapsed members report that they joined to financially support and feel more involved with the club, they let their membership lapse primarily due to an inability to attend games. Despite joining for intangible, altruistic reasons, it seems that if these members could not get to games, they believed that the membership was not worth maintaining. These members were satisfied with the membership; however measures of overall level of satisfaction had only a weak positive relationship with the likelihood of members rejoining in the future. The inconsistencies in the findings challenge some conventional approaches to both the methods of researching lapsed members and the theories that are frequently used to explain behaviours. We find that simplistic entry or exit surveys are likely to be of limited value in subscription defection research and that satisfaction is unlikely to be a strong predictor of defection behaviour.<br /

Developing co-production in professional sports : managing ritualized spectator behaviour for new teams

Our research suggests that for sport organizations, involvement in rituals is positively correlated with other positive business outcomes such as merchandise expenditure and game attendance. For sports marketing practitioners, the results indicate the importance of developing and managing consumption rituals tied to game day attendance, with a view to generating uncommon loyalty. New teams could be expected to have difficulties in building connections to their fans and developing long-term loyalty. Here, though, we see that inaugural members of a new team are already heavily active in pre and post game rituals. This study shows that sports marketers can be assisted in building attendance and retaining members by fostering and facilitating social rituals for fans on game days. Major sources of these rituals, in line with co-production, can include leveraging brand communities such as supporter groups, which were shown to arise in the absence of organized club-sponsored activities. In capitalising on the benefits of co-production, understanding ritualized groups and behaviors and how they evolve are particularly important for marketers of new teams given that once established, rituals are highly resistant to change

Online versus postal data collection : a re-examination of the response differences using demographically matched data

Past research has identified differences between online and mail collected responses to the same survey, but differences in the demographics of respondents had also been noted making the cause of the variation unclear. In the research reported here, responses to the same questionnaire, delivered via mail and internet surveys, were demographically matched across a range of variables. This removed the impact of response differences caused by age, gender, type of product consumed and length of customer relationship. Across all the different question types and response scales, significant differences were still found between mail and online respondents, even when data were ipsatised. Notably, online respondents were far less likely to use the end-points of the scale, perhaps indicating issues with the online collection methodology. The conclusion is that the two methods of data collection can not be assumed to be directly inter-changeable, and that the method used can lead to different results if not managed carefully.<br /

A victory for the fans? Melbourne\u27s new football club in recent historical perspective

A new Association football team, Melbourne Victory, was created in Melbourne in 2005 as a founding member of the Australian A-League. Within little more than a year it was drawing peak crowds of 50,000 to matches and averaged over 30,000. It was forced to move from an 18,000 capacity stadium to one holding 55,000. Previous new club foundations in the 1990s had not been successful, despite being associated with popular Australian Rules football teams, Collingwood and Carlton. The Victory, however, seems to have attracted a different and wider demographic to the game. For the first time the growth of the code in Australia in based on the domestic population, not waves of inward migration as was the case in the 1880s, 1920s and the post-Second World War period. Preliminary studies of the fan base suggest that the future for the Victory is likely to be different from the recent past. <br /

Online and postal data collection methods: a comparative study

Computer-mediated marketing research has been enthusiastically embraced by marketing organisations and those servicing them, for many reasons. While researchers using the Internet (Net) and World Wide Web (Web) in its early years reported benefits such as high response levels, there are now issues in this regard. This paper reports on the outcomes of a probabilistic study involving football club members (subscribers) involving both postal and online (e-mail invitation and HTML Web form) data collection methods. The paper reports differences in both the response pattern and demographic profile of respondents between the groups such as to warrant further examination of the methods used in online marketing research, and to suggest the need for further study.<br /

Who are "innovators" and do they matter?: A critical review of the evidence supporting the targeting of “innovative” consumers

Purpose &ndash; This paper aims to bring together and evaluate the reasons that have historically been advanced to justify the heavy emphasis on innovative consumers within the general context of the adoption of products and services, and to assess the strategic benefits to be gained from targeting such market segments.Design/methodology/approach &ndash; The approach is critical review and analysis of the publishedliterature.Findings &ndash; This paper finds that, although the benefits of identifying innovative early adopters are not as strong and clear-cut as is often claimed, they are still sufficient to warrant further research into methods that will accurately identify them and predict their purchasing behaviour.Practical implications &ndash; Targeting strategies should distinguish carefully between truly innovative consumers and other early adopters. The costs of identifying them in a particular market need to be weighed against the potential benefits.Originality/value &ndash; Although many studies have attempted to address the question of what drives individual adoption behaviour, the rationale for that focus has not been well established and is rarely critiqued. In clarifying the situation, this paper should provide guidance for academic researchers and marketing planners.<br /

Profiling the sport consumption attitudes and behaviours of fantasy football players

Most sporting codes encourage participation in Fantasy Sport (FS), despite few making direct revenue from it. There is a lack of empirical evidence whether this is good practice, for although FS can increase involvement and education, it may also compete with other forms of sport consumption for consumers limited resources. This study begins to address whether FS competes with or&nbsp; complements sport consumption by comparing FS players with nonplayers. Data was collected from surveys (n=182) of AFL fans, with findings indicating FS players had higher tested measures of attitudes (e.g., team identification, commitment) and behaviours (e.g., game attendance, television viewing) related&nbsp; to the sport. What remains to be determined is causality, and suggestions on how to examine this are given.<br /

Antecedents and consequences of customer satisfaction with interactive voice response

The aim of this study was to empirically test a model of antecedents and consequences of customers&rsquo; satisfaction with interactive voice response (IVR). IVR is a commonplace selfservice technology, yet it has seldom been the focus of academic research. As customers&rsquo; frustration with IVR is apparent, understanding how customers evaluate IVR and their subsequent behavioural intentions is important. Findings of a study of Australian Football League members who were users of its IVR system indicated that customer satisfaction resulted when it was easy to use, offered fast service and provided customers with feelings of control. Overall satisfaction with the IVR system was related to customers&rsquo; intentions to reuse it and their trust in the AFL. Managerial implications of the findings are discussed.<br /