IDEAS home Printed from https://ideas.repec.org/a/pal/jorapm/v22y2023i3d10.1057_s41272-021-00330-1.html
   My bibliography  Save this article

Pricing practices of football and basketball clubs in Italy

Author

Listed:
  • Andreas Hinterhuber

    (Ca’ Foscari University of Venice)

  • Sara Viberti

    (Ca’ Foscari University of Venice)

Abstract

Revenue management is widely adopted across industries—except in the sports industry. In the context of the present study, we contact every single football and soccer club belonging to the top league in Italy—one of the world’s most successful football nations—and obtain responses from close to half of all clubs. We find that one-third of all football clubs apply revenue management, far more than basketball clubs. Basketball clubs rely heavily on fixed pricing, whereas soccer clubs use variable pricing or revenue management. Study data also suggest that perceived barriers to revenue management include a fear of alienating customers or perceived high implementation costs; since experiences of revenue management implementation are overwhelmingly positive, this study suggests that the fears of revenue management implementation are overblown. This study advances research on the practical implementation of revenue management in non-traditional industries and provides an encouragement for executives working in other industries to implement revenue management.

Suggested Citation

  • Andreas Hinterhuber & Sara Viberti, 2023. "Pricing practices of football and basketball clubs in Italy," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 22(3), pages 201-206, June.
    • Handle: RePEc:pal:jorapm:v:22:y:2023:i:3:d:10.1057_s41272-021-00330-1
    DOI: 10.1057/s41272-021-00330-1
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1057/s41272-021-00330-1
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1057/s41272-021-00330-1?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Pascal Courty & Mario Pagliero, 2012. "The Impact of Price Discrimination on Revenue: Evidence from the Concert Industry," The Review of Economics and Statistics, MIT Press, vol. 94(1), pages 359-369, February.
    2. Ian Yeoman, 2019. "When Revenue Management Algorithms go wrong!," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 18(2), pages 91-92, April.
    3. E. Woodrow Eckard & Marlene A. Smith, 2012. "The Revenue Gains from Multi‐Tier Ticket Pricing: Evidence from Pop Music Concerts," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 33(7-8), pages 463-473, October.
    4. Una McMahon-Beattie & Mairead McEntee & Robert McKenna & Ian Yeoman & Lynsey Hollywood, 2016. "Revenue management, pricing and the consumer," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 15(3), pages 299-305, July.
    5. Kahneman, Daniel & Knetsch, Jack L & Thaler, Richard, 1986. "Fairness as a Constraint on Profit Seeking: Entitlements in the Market," American Economic Review, American Economic Association, vol. 76(4), pages 728-741, September.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Hendrik Sonnabend, 2016. "Fairness constraints on profit-seeking: evidence from the German club concert industry," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 40(4), pages 529-545, November.
    2. Gihwan Yi & Min Kim & Hoe Sang Chung, 2024. "The Revenue Impact of Differential Seat Pricing and Competition in the Movie Theater Market," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 64(3), pages 361-382, May.
    3. Courty, Pascal & Pagliero, Mario, 2012. "The Pricing of Art and the Art of Pricing: Pricing Styles in the Concert Industry," CEPR Discussion Papers 8967, C.E.P.R. Discussion Papers.
    4. Hayri A. Arslan & Necati Tereyağoğlu & Övünç Yılmaz, 2023. "Scoring a Touchdown with Variable Pricing: Evidence from a Quasi-Experiment in the NFL Ticket Markets," Management Science, INFORMS, vol. 69(8), pages 4435-4456, August.
    5. Staffan Albinsson, 2023. "Workers’ access to Swedish opera houses and concert halls, 1898–2019," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 47(1), pages 1-30, March.
    6. De Cremer, David & Tyler, Tom R. & Ouden, Nathalie den, 2005. "Managing cooperation via procedural fairness: The mediating influence of self-other merging," Journal of Economic Psychology, Elsevier, vol. 26(3), pages 393-406, June.
    7. repec:ebl:ecbull:v:4:y:2006:i:33:p:1-7 is not listed on IDEAS
    8. Alexander Klein & Karl Gunnar Persson & Paul Sharp, 2023. "Populism and the first wave of globalization: Evidence from the 1892 US presidential election," Rivista di storia economica, Società editrice il Mulino, issue 2, pages 163-202.
    9. Mengyuan Zhou, 2022. "Does the Source of Inheritance Matter in Bequest Attitudes? Evidence from Japan," Journal of Family and Economic Issues, Springer, vol. 43(4), pages 867-887, December.
    10. Simon G�chter & Arno Riedl, "undated". "Moral Property Rights in Bargaining," IEW - Working Papers 113, Institute for Empirical Research in Economics - University of Zurich.
    11. Christoph Engel & Michael Kurschilgen, 2011. "Fairness Ex Ante and Ex Post: Experimentally Testing Ex Post Judicial Intervention into Blockbuster Deals," Journal of Empirical Legal Studies, John Wiley & Sons, vol. 8(4), pages 682-708, December.
    12. Götte, Lorenz & Huffman, David B., 2005. "Do Emotions Improve Labor Market Outcomes?," IZA Discussion Papers 1895, Institute of Labor Economics (IZA).
    13. Günter J. Hitsch & Ali Hortaçsu & Xiliang Lin, 2021. "Prices and promotions in U.S. retail markets," Quantitative Marketing and Economics (QME), Springer, vol. 19(3), pages 289-368, December.
    14. Malc, Domen & Mumel, Damijan & Pisnik, Aleksandra, 2016. "Exploring price fairness perceptions and their influence on consumer behavior," Journal of Business Research, Elsevier, vol. 69(9), pages 3693-3697.
    15. Robison, Lindon J. & Hanson, Steven D., 1995. "Social Capital and Economic Cooperation," Journal of Agricultural and Applied Economics, Cambridge University Press, vol. 27(1), pages 43-58, July.
    16. Sibly, Hugh, 2002. "Loss averse customers and price inflexibility," Journal of Economic Psychology, Elsevier, vol. 23(4), pages 521-538, August.
    17. David Rea & Craig Froehle & Suzanne Masterson & Brian Stettler & Gregory Fermann & Arthur Pancioli, 2021. "Unequal but Fair: Incorporating Distributive Justice in Operational Allocation Models," Production and Operations Management, Production and Operations Management Society, vol. 30(7), pages 2304-2320, July.
    18. Bartoš, Vojtěch, 2021. "Seasonal scarcity and sharing norms," Journal of Economic Behavior & Organization, Elsevier, vol. 185(C), pages 303-316.
    19. Pascal Courty & Mario Pagliero, 2008. "Do Consumers Care about how Prices are Set?," International Journal of the Economics of Business, Taylor & Francis Journals, vol. 15(1), pages 27-43.
    20. Mengyuan Zhou, 2019. "The Effect of the Source of Inheritance on Bequest Attitudes: Evidence from Japan," Keio-IES Discussion Paper Series 2019-018, Institute for Economics Studies, Keio University.
    21. Jonas Agell & Helge Bennmarker, 2003. "Endogenous Wage Rigidity," CESifo Working Paper Series 1081, CESifo.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:pal:jorapm:v:22:y:2023:i:3:d:10.1057_s41272-021-00330-1. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.palgrave.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.