Journal article
Predicting Season Ticket Holder Retention Using Rich Behavioral Data
Journal of sport management, Vol.35(5), pp.426-439
09/2021
Metrics
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Abstract
Season ticket holders are a vital source of revenue for professional teams, but retention remains a perennial issue. Prior research has focused on broad variables, such as relationship tenure, game attendance frequency, and renewal intention, and has generally been limited to survey data with its attenuate problems. To advance this important research agenda, the present study analyzes team-supplied behavioral data to investigate and predict retention as a loyalty outcome for a single professional team over a 3-year period. Specifically, the authors embrace a broad range of loyalty measures and team performance to predict retention and employ novel data mining techniques to improve predictive accuracy.
Details
- Title
- Predicting Season Ticket Holder Retention Using Rich Behavioral Data
- Creators
- Adam Karg - Swinburne University of TechnologyAli Tamaddoni - Deakin UniversityHeath McDonald - RMIT UniversityMichael Ewing - Deakin University
- Publication Details
- Journal of sport management, Vol.35(5), pp.426-439
- Publisher
- Human Kinetics Publ Inc
- Number of pages
- 14
- Identifiers
- 991013134110702368
- Academic Unit
- Faculty of Business, Law and Arts
- Language
- English
- Resource Type
- Journal article