The focus of the thesis is how football clubs can increase their revenues through brand equity and different marketing activities. The purpose is to develop a professional attitude towards football brands among the Swedish clubs and to increase the awareness of aspects possible to improve. Due to current regulations the Swedish league differs in some aspects from other leagues in Europe. Therefore this thesis will provide guidelines of how Swedish football clubs could increase their revenues. The theoretical framework includes concepts such as brand equity, stakeholders and the European revenue model. In addition to this a general discussion about sport marketing and its differences from regular marketing will be provided. In order to answer the main research question; "How can Swedish football clubs increase their revenues through marketing activities in order to keep a competitive squad?" interviews with people associated to Swedish football have been conducted. Different aspects have been identified that will provide the Swedish football clubs with important insights of how to improve their revenue stream. Recommendations will be given of how to proceed with increasing the clubs revenues.

I den här studien undersöks genom semistrukturerade intervjuer hur elitidrottsföreningar bygger upp sitt varumärkeskapital inom den professionella idrotten. Sex stycken marknadsansvariga inom idrottsföreningarna som är verksamma inom respektive förening har intervjuats för att få reda på deras syn på byggnationen av ett varumärkeskapital inom den nämnda kontexten. Anledningen till detta var för att på bästa sätt kunna ta del av kunskap erfarenhet och information som dessa respondenter sitter på. Så som många författare fastslår som jag påvisar i min inledning som Uggla, (2002) Lagergren, (1998), Aaker, (1996) så blir vikten av varumärket allt viktigare för organisationer i dagens samhälle. För att nå ett bra resultat och samtidigt följa med i marknadens utveckling och hävda sig mot sina konkurrenter blir det allt mer diskussion kring varumärkesfrågor inom organisationer.   Resultaten av denna studie påvisar hur ett varumärkeskapital skapas för elitidrottsföreningar genom en intern process och påverkan. Studien visar fyra faktorer som är betydelsefulla för byggnationen av ett varumärkeskapital för en elitidrottsförening. Idrottsliga framgångar Produkten Identiteten Kommunikationen Dessa beståndsdelar kan ses som en organisk enhet som påverkas av och påverkar varandra. Samtliga delar inom enheten är viktiga men kan endast fungera optimalt om kommunikation är allierad inom varumärkets samtliga delar. Det är kommunikationen som fördelar och transporterar information till samtliga delar i varumärket och den organiska enheten cirkulerar och fungerar på bästa sätt om flödet inom enheten är rent, det vill säga att kommunikationen når sin fulla potential.     Varumärke, varumärkeskapital, kommunikation, identitet, idrott / This study explored through semi-structured interviews how elite sports associations build their brand equity in professional sport . Six marketing managers within sports clubs operating in the respective compounds were interviewed to find out their views on the construction of a brand equity within this context. The reason for this was for the best way to take advantage of knowledge of experience and information that these respondents are sitting on. As many authors stating that I demonstrate in my introduction that Uggla (2002) Lagergren (1998) , Aaker (1996 ), so, the importance of brand increasingly important for organizations in today's society. In order to achieve good results while keeping abreast of market trends and assert itself against its competitors , it is becoming more discussion regarding trademark issues within organizations. The results of this study demonstrate how brand equity is created for elite sport associations through an internal process and impact. The study shows four factors that are important for the construction of a brand equity for an elite sports club. • Sporting achievements • The product • identity • Communication. These elements can be seen as an organic device that are affected by and interact . All parts of the unit are important but can only function optimally if the communication is an ally in the brand all parts. It is communication that distributes and transports information to all parts of the brand and the organic unity circulates and works best if the flow within the device is clean , that is, that the communication reaches its full potential. Brand , brand equity , communication , identity, sport

Purpose: This study is a micro-level perspective of value co-creation in spectator sport. By examining sport through the value co-creation lens, the dual role of the customer as both a contributor to and a beneficiary of value is acknowledged and the importance of stakeholder interactions is emphasized. This study analyzes the extent to which two theoretically and managerially important factors—attendance frequency (i.e. first-time attendee vs repeat attendee) and resident type (i.e. local resident vs domestic traveler)—impact value creation in the recurring live sporting event setting. Design/methodology/approach: Data were collected from spectators who attended a National Association for Stock Car Auto Racing (NASCAR) sanctioned racing event. Multigroup structural equation modeling was performed to examine the proposed pathways, and multigroup t-tests were used to compare the model across both groups for each moderating variable. Corresponding path coefficients were then compared using Chin's (2004) recommended equations and procedures. Findings: The study found organization-related value propositions to be the more common antecedents of value, while customer appearance had a strong negative association with hedonic value, and attendance frequency and resident type influenced certain value perceptions. Sport organizations should consider the expectations and motivations of various customer groups and provide offerings designed to meet the specific needs of different fan segments based on the spectator's experience with the sport product and the distance traveled to attend the sport event. Originality/value: This paper advances the authors’ understanding of value creation in sport by showing how customer perceptions of value associated with the sport organization and other customers can be moderated by certain behavioral and geographic factors.

During the past few decades, the sport industry has experienced immense pressure to commercialise its operations and conform to traditional business practices (Chadwick 2009:191). With this evolution from a pure leisure activity to a multimillion dollar industry, it has become evident that the unique characteristics and deeply rooted historical culture of sport pose significant challenges for the sport manager during the process of commercialisation and the application of strategic management. The aim of this study was to analyse the current business environment of Cycling South Africa (CyclingSA) in such a way that the factors in the micro-environment, market environment and macro-environment that impact on the organisation‟s strategic decisions could be identified. The results should allow sport organisations to engage more effectively in strategic management by focusing on factors that influence the sport organisation‟s business environment in particular. A survey of CyclingSA members‟ perceptions of the organisation‟s current effectiveness in the business environment revealed a strong focus on financial and marketing elements. The study also found that factors such as loyalty programmes, talent identification and sport science support, safety in the physical environment, antidoping regulations, transformation and black economic empowerment and environmental friendly practices play a key role in CyclingSA‟s business environment. It is evident from the study that sport organisations, with specific reference to CyclingSA, should engage in strategic management by adapting traditional business principles to suit each organisation‟s unique needs. / Business Management / M. Comm.(Business Management)

Made available in DSpace on 2016-04-25T16:45:11Z (GMT). No. of bitstreams: 1 Robert Alvarez Fernandez.pdf: 1537881 bytes, checksum: c9c3e39718f66d8d42566e6ccd435410 (MD5) Previous issue date: 2008-11-11 / This research, an exploratory study, had been reaching for the understanding of the football clubs business environment regarding the marketing administration and the diverse strategic possibilities in revenue obtaining. To achieve such target, besides the marketing and strategy bibliographic research and more specifically in the sport marketing area alongside the analisys of secondary data of the sport industry, a comparison with English football clubs was endevoured. In the empiric phase, two Brazilian football clubs and two English clubs were studied in depth; that made possible the usage of multiple case studies methodology approach. At the research end, the efforts made possible to conclude that a limited market view prevails in the Brazilian market leading the football clubs to neglect important revenue sources not olny on their quantitative aspects but regarding the building of a solid relation with the fan and consumer. It is believed that the analysis peformed in this research and the correlations stablished with the financial data presented may bring contributions both to the academic study of sport and to the Brazilian clubs when rethinking their relations with the fan and carry out actions to bring the fans back to the stadiums. It is believed that the analisys performed in this research may contribute both to the advance of the academic research on this industry but also to the Brazilian Football clubs by leading them to rethink their relationship with their fans and bring them back to the stadiums with all the benefits but simply matchday revenue / A presente pesquisa, de cunho exploratório, buscou entender o ambiente de negócios dos times de futebol no que se refere à administração de marketing e a diversidade de estratégias para obtenção de receitas. Para tanto se optou, além da pesquisa bibliográfica no âmbito do marketing, da estratégia e, especificamente, do marketing esportivo, e de análise em fontes de dados secundários do setor esportivo, por uma análise comparativa com clubes do futebol inglês. Na fase empírica foram estudados em profundidade dois clubes de futebol no Brasil e dois na Inglaterra, o que possibilitou a aplicação da metodologia de estudo de casos múltiplos. Ao final da pesquisa foi possível concluir que há uma limitada visão de mercado no cenário brasileiro, além da negligência dos clubes nacionais para com fontes de receitas importantes não apenas em seu aspecto numérico, mas, sobretudo, no que se refere à construção de relacionamento com o consumidor/torcedor. Acredita-se que as análises feitas nesta pesquisa e sua correlação com os números apresentados trazem contribuições tanto para o avanço da pesquisa acadêmica sobre o tema como também aos clubes brasileiros no sentido de repensarem sua relação com o torcedor de forma a trazê-lo de volta aos estádios o que, certamente, poderá gerar novos recursos que vão além da simples receita de bilheteria

The purpose of this study is to better understand the effects participatory pricing strategies have on consumer perceptions and behaviors in a sport event pricing scenario. Participatory pricing strategies are those that include the consumer in setting the final price of a good or service. These mechanisms include name-your-own-price (NYOP) and pay-what-you-want (PWYW). These pricing strategies are now being introduced into the sport industry. With the increased use of these strategies, and the lack of research in sport management pertaining to consumers’ perceptions of price, specifically consumer voice in price setting, there is a gap in the literature that needs to be filled. This study investigates the consumer’s perceptions of price fairness, perceived value, as well as consumer behavior (i.e. purchase intentions and willingness-to-pay), when encountering participatory pricing strategies. The following dissertation presents a quantitative experimental design, asking subjects to participate in a simulated ticket purchase experience. Difference between experimental groups was assessed based on price fairness, perceived value, willingness-to-pay, and purchase intentions. Results indicate there is a significant difference between participatory pricing groups and traditional fixed price groups when examining price fairness, perceived value, willingness-to-pay, and final average prices paid. Specifically, price fairness evaluations were significantly higher for the PWYW and fixed price groups, and lower for the NYOP group. In addition to the price fairness differences, the groups differed on their evaluations of perceived value (PWYW and fixed are the same, both higher than NYOP). Furthermore, the results reveal that consumers involved in the NYOP mechanism evoked higher levels of willingness-to-pay than PWYW and fixed. Furthermore, the study also found that the final average price paid following the experiment differed based on the mechanism. The PWYW and fixed price mechanisms paid similar amounts, while both of them were significantly higher than the NYOP mechanism. This suggests that while one of the biggest concerns for the PWYW treatment is a low final average price (even $0); this may not be an issue in a sport ticket pricing scenario. Study limitations and future research are included in the following dissertation.

During the past few decades, the sport industry has experienced immense pressure to commercialise its operations and conform to traditional business practices (Chadwick 2009:191). With this evolution from a pure leisure activity to a multimillion dollar industry, it has become evident that the unique characteristics and deeply rooted historical culture of sport pose significant challenges for the sport manager during the process of commercialisation and the application of strategic management. The aim of this study was to analyse the current business environment of Cycling South Africa (CyclingSA) in such a way that the factors in the micro-environment, market environment and macro-environment that impact on the organisation‟s strategic decisions could be identified. The results should allow sport organisations to engage more effectively in strategic management by focusing on factors that influence the sport organisation‟s business environment in particular. A survey of CyclingSA members‟ perceptions of the organisation‟s current effectiveness in the business environment revealed a strong focus on financial and marketing elements. The study also found that factors such as loyalty programmes, talent identification and sport science support, safety in the physical environment, antidoping regulations, transformation and black economic empowerment and environmental friendly practices play a key role in CyclingSA‟s business environment. It is evident from the study that sport organisations, with specific reference to CyclingSA, should engage in strategic management by adapting traditional business principles to suit each organisation‟s unique needs. / Business Management / M. Comm.(Business Management)

Submitted by Nadir Basilio (nadirsb@uninove.br) on 2015-07-15T15:23:05Z No. of bitstreams: 1 Rui David Marques.pdf: 2073223 bytes, checksum: 11778d1ff50a36170d7570b3edfa6f30 (MD5) / Made available in DSpace on 2015-07-15T15:23:05Z (GMT). No. of bitstreams: 1 Rui David Marques.pdf: 2073223 bytes, checksum: 11778d1ff50a36170d7570b3edfa6f30 (MD5) Previous issue date: 2015-03-14 / This research proposed an investigation to analyse the perception of spectators/consumers about the sponsorships in the Brazilian Olympic and Paralympic sports and verify if there are similarities in the perception of consumers about the sponsorships of the two main sport organizations in Brazil: the Brazilian Olympic Committee (COB) and the Brazilian Paralympic Committee (CPB). The goal was to understand if exits differences in the perception of the spectator/consumer about the motivation of these sponsors when supporting these high performance Brazilian sport organizations. Concepts about sport marketing, sport sponsorship and sport consumer perception were addressed in the research. This was accomplished though a secondary data research, through a survey with direct questions, multiple choice questions and Likert scales sent through internet instruments: email and social media used to deliver the survey to respondents. Factorial analysis was used to test the used constructs and Chi-Test and T-Test to analyse and test the hypothesis. The analisys of the results show that the consumer perception about the sponsors of both organizations is similar, but exists a canibalization between the sponsors of sport organizations. / O presente trabalho propôs um estudo para a análise da percepção dos espectadores/consumidores a respeito dos patrocínios do esporte Olímpico e Paralímpico Brasileiro e verificar se existem semelhanças na percepção dos consumidores sobre os patrocínios das duas principais organizações esportivas no Brasil: o Comitê Olímpico Brasileiro (COB) e o Comitê Paralímpico Brasileiro (CPB). Desta forma, foi possível entender se na percepção do espectador/consumidor existem diferenças nos objetivos destes patrocinadores em apoiar as organizações do esporte de alto rendimento brasileiro. Foram abordados conceitos referentes ao marketing esportivo, patrocínio no esporte e percepção do consumidor esportivo para análise da pesquisa. Realizou-se um levantamento de dados secundários, por meio da aplicação de questionário tipo survey com perguntas diretas, de múltipla escolha e escala Likert, enviados com o auxílio de instrumentos da internet, como e-mail e redes de relacionamento social, para divulgar o questionário aos respondentes. Para o estudo dos dados foi utilizada a análise fatorial para testar os construtos trabalhados, teste Qui-quadrado e Teste T para analisar os resultados e testar as hipóteses. Com a análise dos dados mostrou-se que a percepção dos consumidores sobre os patrocinadores de ambas as organizações esportivas é parecida, mas existe uma canibalização entre os patrocinadores das organizações esportivas.

This master thesis analyzes the sport marketing practices of a successful ice-hockey club in the Czech Republic. After the theoretical definition of the terms, the thesis discusses the surrounding environment of the selected club and evaluates existing marketing activities. That creates a foundation for the following in-person interviews with visitors of the selected match and mainly for a quantitative survey researching fans' opinions on the marketing communications of the club. The output of the thesis is a proposed club’s communication campaign for the upcoming season.

The thesis focuses on the current marketing strategy of the professional hockey club HC Vítkovice Ridera with the aim of proposing changes in the marketing strategy that the club could use in the coming season. Based on theoretical knowledge, a situation analysis is developed, which evaluates the current state. This analysis is then supported by a questionnaire survey. The final part of the work is focused on recommendations for the club.