Richard M. Southall

Teaching sport sponsorship sales through experiential learning

The majority of entry-level positions within the sport industry fall in the area of sales. Numerous sport practitioners have lamented the lack of sales training (Dolich, 2004; Helyar, 2006). Yet, only recently have sport management programmes begun to offer courses devoted to sales education and training (Southall et al., 2006a; Irwin et al., 2007). The discipline of sales provides an ideal opportunity to incorporate an experiential learning course. While several recent articles have examined the application of experiential learning to courses focused on sport ticket sales, this article extends previous research to a course focused on sport sponsorship sales. Specifically, this paper applies Southall et al.s (2003) metadiscrete experiential learning model and Irwin et al. (2007) Pentagon of Sport Sales Training to a sport management course designed to sell sponsorship packages for a local team in the New England Collegiate Baseball League.

Cheering on the Collegiate Model Creating, Disseminating, and Imbedding the NCAA’s Redefinition of Amateurism

In January 2012, during his “State of the Association” address, National Collegiate Athletic Association (NCAA) President Mark Emmert urged members to fix the “collegiate model.” Imbedded in the speech’s framework, this relatively new term in the NCAA national office’s lexicon has received spontaneous consent from the association, member universities, and other college-sport constituents including administrators, coaches, athletes, reporters and journalists, and college-sport fans. This anchor—“The Collegiate Model of Athletics”—has been adopted without disclosure regarding its genesis, dissemination, and insertion into college-sport’s institutional consciousness. This process of achieving spontaneous consent among constituents provides a case study illustrating the NCAA’s position as a hegemon, the institutional logics that sustain such hegemony, and the effective use of propaganda to quell critical examination of and dissent to the created collegiate model of athletics. Such examination reveals this process has not only been detrimental to higher education and the general public, but particularly harmful to college athletes.

Japanese post-industrial management: The cases of asics and mizuno

This study provides an examination of two Japanese sporting goods corporations, Asics and Mizuno, to uncover the ways in which the traditional forms of Japanese management have been modified to fit within a post-industrial, global context. Our findings reveal a strong link between the cultural context of the firms and their managerial approach. However, the impact of traditional Japanese values is tempered by the existence of both firms in a global industry that have led to western values and practices becoming increasingly influential. This hybrid approach is contrasted with the explicitly marketing-oriented stance of western firms in the industry, most notably exemplified by industry leader Nike.