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Value-based pricing in professional sports

Author

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  • Ronald J. Huefner

    (State University of New York at Buffalo)

Abstract

This paper examines the use of value-based pricing by teams in the four major U.S. professional sports: football, baseball, basketball, and hockey. Much of the literature in value-based pricing applies to industrial markets, while professional sports are primarily an individual consumer market. The web sites of all 122 teams in the four major sports were examined to determine the pricing policy for individual home games during the regular-season. A large majority of teams have adopted value-based pricing, and many have adopted the dynamic form of value-based pricing.

Suggested Citation

  • Ronald J. Huefner, 2017. "Value-based pricing in professional sports," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 16(1), pages 30-39, February.
    • Handle: RePEc:pal:jorapm:v:16:y:2017:i:1:d:10.1057_s41272-016-0051-3
    DOI: 10.1057/s41272-016-0051-3
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    References listed on IDEAS

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    1. Stephen L. Shapiro & Joris Drayer, 2014. "An examination of dynamic ticket pricing and secondary market price determinants in Major League Baseball," Sport Management Review, Taylor & Francis Journals, vol. 17(2), pages 145-159, April.
    2. Andrew Sweeting, 2012. "Dynamic Pricing Behavior in Perishable Goods Markets: Evidence from Secondary Markets for Major League Baseball Tickets," Journal of Political Economy, University of Chicago Press, vol. 120(6), pages 1133-1172.
    3. Daniel, Rascher & Chad, McEvoy & Mark, Nagel & Matt, Brown, 2007. "Variable Ticket Pricing in Major League Baseball," MPRA Paper 25803, University Library of Munich, Germany.
    4. Shapiro, Stephen L. & Drayer, Joris, 2014. "An examination of dynamic ticket pricing and secondary market price determinants in Major League Baseball," Sport Management Review, Elsevier, vol. 17(2), pages 145-159.
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    Cited by:

    1. Pascal Courty & Luke Davey, 2020. "The Impact of Variable Pricing, Dynamic Pricing, and Sponsored Secondary Markets in Major League Baseball," Journal of Sports Economics, , vol. 21(2), pages 115-138, February.
    2. Mihai Banciu & Andreas Hinterhuber & Fredrik Ødegaard, 2023. "Revenue management in sports, live entertainment and arts," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 22(3), pages 185-187, June.
    3. Övünç Yılmaz & Rob F. Easley & Mark E. Ferguson, 2023. "The future of sports ticketing: Technologies, data, and new strategies," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 22(3), pages 219-230, June.

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