question

Professional sports are events and exhibitions where....

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athletes compete individually or on teams and perform for pay

question

Major international business grossing billions of dollars each year through....

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media rights, gate receipts, luxury seating, sponsorship, and properties

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Drafting of more ___ ___ by North American sport leagues has catapulted professional sports into new markets

answer

international players

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Five North American major men's leagues:

answer

MLB, NFL, NHL, NBA, and MLS

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___ teams at the major league level

answer

149

question

___ is only women's "major" pro league

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WNBA

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More than ___ North American minor league teams in baseball, basketball, hockey, arena football, women's football, tennis, soccer, indoor and outdoor lacrosse

answer

800

question

Numerous professional leagues also operate throughout....6

answer

South America, Europe, the Middle East, Asia, Australia, and Africa

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Athletes in professional leagues are _____ employees whose bargaining power and ability to negotiate salaries vary.

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salaried

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Professional sports events are also staged around the world in ____ sports.

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individual

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___: First professional team, the Cincinnati Red Stockings

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1869

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___: North America's first professional sport league, the National League, emerged - Included bylaws for limits on franchise movement, club territorial rights, and mechanism for expulsion of a club

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1876

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Corporate governance model

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Owners act as the board of directors, and the commissioner acts as the chief executive officer

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Leagues are structured as an ____ organization for franchises to cooperate in business while competing on playing field

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umbrella

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League also handles....

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rule making and rule enforcement

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Trend for emerging leagues to be established as single entities to avoid ___ ___ and to create centralized fiscal control (e.g., MLS, WNBA)

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antitrust liability

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Initially sport team ownership was a hobby for the wealthy. - Teams operated as "__ and ___" businesses.

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Mom and Pop

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Focus of owners today is on running team like a ___ rather than a hobby.

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business

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Most ownership groups today are diversified because of the....

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costs of purchasing and operating a team.

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Exception is the ___: Family or individual ownership is still the norm because of enhanced degree of revenue sharing.

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NFL

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Owners trying to recoup initial investment in club and make more money on their franchises: A growing trend is for owners to challenge league control over __ __ ___.

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shared revenue streams

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Some owners clamoring for local control over marketing revenues using __, ___, and __.

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logos, trademarks, and sponsorships Examples: Dallas Cowboys and NY Yankees

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working to maximize ___:Examples: Boston Red Sox and Fenway Sports Group

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revenues

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Permission to own sports franchise granted by ___ ___ of league

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ownership committee

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League imposes restrictions on ownership, including limit on number of ___ ___ granted (number of teams) and restrictions on franchise location

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franchise rights

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Leagues may also impose ____ restrictions for franchise ownership: NFL bans corporate and public ownership

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eligibility

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___ and ___ rights are granted with ownership

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Franchise and territorial

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Use of team __, ___, ___ are granted with ownership

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colors, name, and logo

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1920: First commissioner of a pro sport league - MLB's ______

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Judge Kennesaw Mountain Landis

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League constitution and bylaws set forth commissioner's powers - Granted authority to ___ and ___ penalties when individuals involved with the sport are suspected of acting against the best interests of the game

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investigate and impose

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Players' associations have used ___ ___ to limit commissioner's powers

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collective bargaining

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1885: _____ (a lawyer and HOF infielder/pitcher) established first players' association to: Fight....

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John Montgomery Ward reserve system, salary caps, and practice of selling players without the players' receiving a share of profits and negotiate with owners

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When his plan did not work, about ___ players organized a revolt that led to organization of the Players League

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200

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1952: ___ formed: - Dominated by management - Negotiations limited to pensions and insurance

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MLBPA

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1966: ____ organized players as true labor union by convincing all players that each of them was essential to game revenues

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Marvin Miller

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Convinced players to fund players' association by giving their ___ ___ __ to the union from which the union would operate and give remaining funds back to players in pro-rata shares

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group licensing rights

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___: NHL players tried to unionize. - NHL owners humiliated, threatened, traded, and/or released players for involvement in players organizing efforts.

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1957

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Labor relations did not play major role in professional sports until the late ____, when growing fan interest and increased TV and sponsorship revenues transformed leagues.

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1960s

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Once players unionize, collective bargaining must occur before league management can change....

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hours, wages, or terms and conditions of employment.

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With a players union in place, a league can negotiate acceptance for restrictive practices with players' association. - Practices that on their own might ___ ___ ___

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violate antitrust laws

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When the collective bargaining process reaches an ___ (a breakdown in negotiations), the players can go on strike or owners can "lock out" players.

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impasse

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Strikes and lockouts are far more disruptive in professional sports than in other industries because of the lack of ___ players (employees).

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replacement

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___: Birth of PGA - Objectives are to grow golf interest, elevate standards of golf professionals, establish a relief fund, and hold meetings and tournaments

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1916

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____: Many factors created growing tension between the PGA tournament professionals and the local country club professionals, and conflicts arose

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1960s

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PGA tournament players broke away from the larger membership to form a _____ (PGA Tour)

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Tournament Players Division

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Tours in the individual sports have their own....

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rules and regulations.

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Players must qualify annually for PGA Tour: - Winning a PGA tournament exempts a player from qualifying for __ years, with each additional win adding 1 year (up to 5). - Winning a major exempts a player for __ years. - Winning the Tour Championship exempts a player for _ years.

answer

2 5 3

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Players who do not make the PGA Tour usually compete on the __

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Nationwide Tour

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Franchise Values and Revenue Generation: Owners diversify ___ to protect against risk that a franchise will lose a great deal of money.

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investments

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Franchise Values and Revenue Generation: Currently, franchise values for major league clubs are in the hundreds of ____ of dollars.

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millions

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Franchise Values and Revenue Generation: Franchise free agency —stadium games: Team owners threaten to move teams if their demands for....

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new stadiums, renovations to existing stadiums, or better lease agreements are not met.

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Example of revenue generation: ____, who are maximizing revenue potential in every inch of Fenway Park - LA Dodgers following the model

answer

Boston Red Sox

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Large vs. small-___ ___ created by the disparity in local broadcast revenues in MLB - Forcing some teams to focus on efficiency (Oakland A's) and use a system that uses less common statistics, wise drafting, and drafting of players who are "signable"

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market dichotomy

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___ stability = ___ stability (NFL is example)

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Labor, Cost

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Contract Law: All players sign....

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a standard player contract particular to each league.

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Contract Law: Commissioner of league can refuse to approve player's contract if he or she believes it....

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violates league rule or policy.

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Contract Law:Disputes may occur over which team retains rights to a particular ___, and such disputes may lead to legal battles between teams and players of different countries.

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player

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Antitrust Law: All professional sport leagues adopt restrictive practices (drafts, reserve systems, salary caps, free agent restrictions, and free agent compensation) to provide.... - Restrictive practices may depress salaries or keep competitor leagues from signing marquee players.

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financial stability and competitive balance between their teams.

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Antitrust Law: Such practices are often challenged under antitrust law as ____. - Argument is that such practices restrain trade or monopolize the market for professional team sports.

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anticompetitive

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Representation of minorities in sport management should ___ representation on the field.

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match

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___: All leagues showed lower averages for women in management and coaching positions.

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2003

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2003: NBA, NHL, and MLB had improvements in the race categories. - NBA: First African American majority owner was ___ (Charlotte Bobcats). - MLB: First minority owner was Mexican American ___ (Anaheim Angels).

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Bob Johnson & Arte Moreno

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2005: Little or no progress from 2003 reports. - WNBA: Representation of women has declined in every category except __ __ and __.

answer

professional administrator and player

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Necessary skills: Vary with position, yet a few universal skills include working knowledge of....

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given sport, teams, and industry; good customer relation skills; willingness to work long hours

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General manager - In charge of all player.... -Traditionally former __ or ___, but as position has become more complex individuals with graduate degrees have become desirable

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personnel decisions player or coach

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Other personnel - Number of positions and specialization of jobs has __ greatly - Entry level tends to be in sales, marketing, community relations, and media/public relations with low starting salaries

answer

increased

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Tour Personnel: As with league sports, positions range from.... - Tours such as PGA and ATP employ many sport managers

answer

commissioner to marketer to special events coordinator

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Tour Personnel: Much of ___ ___work for site operations of tour events; however, is often left to outside sport agency

answer

event management

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Agents: Almost all team and individual athletes in professional sports have agents representing them and....

answer

coordinating business and financial affairs.

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Agents: A growing number of ___ rely on sports agents

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coaches

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Agents: A range of opportunities is available in sport agencies in....

answer

marketing, management, finance, accounting, operations, and so on.

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Salary Caps: Intended to create parity among teams by ___ how much a team can spend on its players' salaries.

answer

capping

question

Salary Caps: Owners must ___ with the players to have a salary cap, and the union will inevitably negotiate for some exceptions to the salary cap.

answer

negotiate

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Caps force teams to cut ___ players or renegotiate their contracts to make room under the cap to sign another player.

answer

established

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Caps can also require teams to have ___ ___, so low-revenue teams are prevented from cutting their payrolls to stay competitive.

answer

spending minimums

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Professional sports are becoming ___ through the drafting and signing of players from other nations and the movement of marketing efforts into those countries.

answer

globalized

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NFL played exhibition game in ___ and regular season game in ___ in 2007.

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China and England

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__ seeks to move full force into China

answer

NBA

question

Only the WNBA and NPF still exist; the ABL declared bankruptcy and the WUSA suspended operations in the fall of ___.

answer

2003

question

Staged ___ games in 2004 to keep interest in women's professional soccer strong.

answer

exhibition

question

Large ___ agency firms have evolved to include sport marketing and event management.

answer

multiservice

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Law of agency imposes ___ duties on the sport agent.

answer

fiduciary

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A highly ___ business: Many agents have no clients or are doing agency work part-time.

answer

competitive

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____ often cited as first sport agent - Worked with Susan Lenglen and Red Grange

answer

C. C. "Cash & Carry" Pyle

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Until the ____ was extremely rare for pro team sport athlete to have an agent - Teams generally refused to deal with agents - No free agency until 1976, so little leverage to negotiate

answer

1970s

question

Agents have existed in ___ sports such as golf and tennis for a longer time

answer

individual

question

Seven Factors That Influenced Growth: 1. Evolution of players' associations. 1970: ___ negotiated through collective bargaining for right for players to be represented by agents

answer

MLBPA

question

2. Free agency granted to players through the ____ arbitration decision.

answer

Messersmith-McNally

question

Growth of sport ____ industry lead to greater media revenues for leagues and teams.

answer

broadcasting

question

4. Need for ___ planning increased as salaries increased.

answer

tax

question

5. Development of competing leagues created competition for players and thus higher ____.

answer

salaries

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6. Increased number of ____ for individual-sport athletes.

answer

tournaments/tours

question

7. Increased opportunity for athletes to increase income with opening up of....

answer

television and entertainment industries.

question

Income dependent on consistent performance in events, appearance fees from events, and the ability to....

answer

promote and market athlete's image

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Agent often travels with athlete, tending to ___ ___ so that the athlete can stay focused on playing

answer

daily distractions

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Large firms doing individual representation are often involved in....

answer

all aspects of the sport (event management/marketing, broadcasting, consulting)

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Because of increased income and increased job movement and added pressures on coaches to succeed, the number....

answer

of coaches (and even general managers) with agents is growing.

question

Increased complexities of coaching may make having an agent to rely on for advice and counsel almost a ____.

answer

necessity

question

Freestanding sport management firm

answer

A full-service firm providing a wide range of services to the athlete

question

Law practice-only firm:

answer

Lawyer performs many legal tasks (contract negotiation, arbitration, legal counseling, dispute resolution, and the preparation of tax forms)

question

Sport management firm affiliated with a law firm:

answer

Each fills a void by providing the services the other does not offer

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Boutique firms: Small firms find greater success representing athletes in ___ sport and focusing on one or two services for the athletes or coaches.

answer

one

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Boutique firms: In smaller firms, an agent works ___ or with a small group of employees

answer

alone

question

Boutique firms: Advantage may be that athletes receive ____ attention and are actually represented by the person he or she originally signed a contract with.

answer

increased

question

Boutique firms: Disadvantage may be that a solo agent often cannot offer as....

answer

many services as a large firm.

question

Conglomerate firms: In larger firms, the agent may be part of an ____ conglomerate representing many athletes in a broad range of sports.

answer

international

question

Conglomerate firms: Advantage may be that large firms employ professionals from....

answer

many disciplines to provide service.

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Conglomerate firms: Large firms have many ____ throughout the sport industry and can use their power on behalf of an athlete.

answer

contacts

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Conglomerate firms: Disadvantage may be that there is often a __ ___ of clients, and an athlete may be a "small fish in a big pond."

answer

large stable

question

Flat fee arrangement

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Athlete must pay agent an amount of money agreed upon before the agent acts for the athlete

question

Percentage of compensation method

answer

Often covers negotiation plus all of the work related to the provisions of the contract over its term

question

Other fee charges can be: 2

answer

Hourly rate & Hourly rate with a compensation cap

question

Players' associations ___ amount of agent fees.

answer

limit

question

Fierce competition for clients has driven average fees down closer to _% to _%

answer

2, 3

question

Limitation only exists for the fees the agents can charge for negotiating the athlete's ___, not for marketing deals.

answer

contract

question

Sports marketing representative

answer

Coordinates all of the marketing and sponsorship activities for sports properties

question

Sports agents

answer

May perform just one function (e.g., contract negotiation) or may have a number of employees performing functions for clients

question

Player/Coach Contract Negotiation: Agent must be knowledgeable about the....(contract, collective bargaining agreement, constitution), and common practices of its governing body.

answer

sport and the rules, regulations, documents

question

Player/Coach Contract Negotiation: Agent must understand the value of the....

answer

player's or coach's services.

question

Player/Coach Contract Negotiation: Agents must administer the contract and ensure the parties ___ with their contract promises

answer

comply

question

Marketing the Athlete/Coach: Should develop a plan in which each endorsement __ ___ ___ consistent with the athlete's or coach's ambitions and long-range goals

answer

creates an image

question

Marketing the Athlete/Coach: Agent must keep in mind that client's career and ....

answer

public persona may be short-lived

question

Marketing the Athlete/Coach: Must also be familiar with ___ that may limit an athlete's or coach's marketing opportunities

answer

restrictions

question

Marketing the Athlete/Coach: Usually seek product endorsements before nonproduct endorsements—__ ___ ___

answer

easier to obtain

question

Financial Planning covers....

answer

banking and cash flow management, tax planning, investment advising, estate planning, and risk management

question

Sport agents often attempt to take on this function without.... - Doing so can lead to allegations of incompetence and negligence

answer

proper skills and training

question

Disability insurance plans to protect athletes from....

answer

career-ending injuries

question

Recent surge of companies offering...

answer

pre-draft lines of credit

question

Agent must help a client with transition into a professional career and again with the transition into....

answer

retirement from the sport

question

Agent must maximize the client's earning potential during and after his or her playing career, but avoid ____.

answer

overexposure

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Agent may take on the establishment of sport camps or ___ organizations under the athlete's or coach's name.

answer

charitable

question

Provide legal counseling on contract and other legal matters - However, nature of the legal work may dictate that a...

answer

lawyer specializing in a particular area is better suited for providing the actual legal services

question

Resolve disputes the athlete or coach may have with....

answer

his or her league, team, fans, referees or umpires, press, or endorsement companies.

question

Great deal of criticism and a public perception that the behavior of those in the agent profession is excessively ___

answer

unethical

question

Five key problems in the profession:

answer

1. Income mismanagement 2. Incompetence 3. Conflicts of interest 4. Charging of excessive fees 5. Overly aggressive client recruitment

question

Sport agents today must maneuver through a maze of....

answer

conduct-governing regulations.

question

Many groups regulate agents: 4

answer

- Players' associations • Agents register with unions and pay fee - States (41 currently have some form of regulation) - Federal government (Federal Trade Commission) - NCAA

question

Athletes can also seek recourse under....

answer

tort, criminal, agency, and consumer protection laws.

question

__ __ __must be large enough to accommodate large numbers of people

answer

Public assembly facilities

question

Facilities include....

answer

arenas, stadiums, convention (or exposition) centers, theaters (or performing arts facilities), racetracks, and amphitheaters.

question

International Association of Auditorium Managers (IAAM)

answer

is the professional trade association for the facility management field.

question

Stadiums: Gain in the popularity of professional ___ and ___ launched construction of stadiums.

answer

baseball and intercollegiate football

question

Stadiums: Constraints of __ __ limitations dictated the irregular sizes and shapes of the older ballparks (e.g., Fenway Park).

answer

urban space

question

Stadiums: Early NFL teams played in ___ stadiums until new stadiums were built

answer

baseball

question

Arenas: ___: Hockey owners followed the lead of baseball owners and built arenas to host their teams

answer

1927

question

Arenas: Needed to fill empty seats in arenas on nonhockey nights: Hosted ___ matches on some nights

answer

boxing

question

Arenas: __ ___ put together to fill nights

answer

Ice Capades

question

Arenas: ___ enters arena picture, and arena owners earn revenue from two tenants

answer

Basketball

question

Baseball-only stadiums were becoming obsolete during the ___.

answer

1960sv

question

Team owners could make a great deal of money by having their __ __ build their stadium rather than building it themselves

answer

host city

question

Cities built shiny new facilities to keep their teams enthusiastic about their ___ (e.g., Veterans Stadium, Three Rivers Stadium, Riverfront Stadium).

answer

hometowns

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City leaders believed that publicly built stadiums were good ____ and added to quality of life.

answer

investments

question

Arenas: Built to accommodate one (or more) prime sports tenant(s) or to lure a __ __ to the facility

answer

prime tenant

question

Arenas: Intercollegiate facilities are financed by....

answer

private donations, endowments, student fees, fund-raising campaigns, and, in the case of public institutions, public grants

question

Arenas: Public owner may ___ its own facility or contract out for private management

answer

manage

question

Arenas: Recent trends in facility construction include....

answer

adjacent practice facilities for the primary tenants to increase event bookings

question

Stadiums: Outdoor or domed facilities for....

answer

baseball, football, and outdoor soccer teams

question

Stadiums: Stadium managers try to maximize ___, but it is more difficult with a stadium than an arena

answer

bookings

question

Stadiums: Far fewer nonsport events can play in stadiums, primarily because stadiums are ____ ____ than other venues and most other events cannot attract stadium-sized crowds

answer

significantly larger

question

Stadiums: Stadium managers have become increasingly effective in creating events for their venues that....

answer

take advantage of all available spaces (e.g., parking lots for carnivals)

question

Convention Centers: Almost always built and owned by a __ __

answer

public entity

question

Convention Centers: Built to lure conventions and business meetings to a __ ___

answer

particular municipality

question

Convention Centers: Publicly financed because the rents and fees they charge do not always __ __

answer

cover costs

question

Convention Centers: However, the economic impact the convention or business meeting has on the ____ can be large

answer

municipality

question

Theaters: Public assembly facilities that are primarily utilized for the presentation of....

answer

live artistic entertainment

question

Theaters: House prime tenants such as....

answer

symphony orchestras, opera and dance companies, and resident theater groups

question

Theaters: Profits are ___, but the spinoff business from theater attractions justifies public subsidies

answer

rare

question

Theaters: Provide culture and....

answer

entertainment for a community, enhancing its quality of life

question

Federal government allows state and local governments to issue ___ ___

answer

tax-exempt bonds

question

Tax exemption lowers interest on ___ and thus reduces the amount that cities and teams must pay for a stadium

answer

debt

question

Team owners have had to look for additional revenue to compete for, and pay, their players while __ ___

answer

maintaining profitability

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Building public assembly facilities meant other services had to be ___

answer

neglected

question

____ (Miami Dolphins) privately financed new stadium using stadium revenues as collateral

answer

Joe Robbie

question

Team owners then looked for city or state willing to build a new facility but let the team control the stadium ___ ___, thereby allowing the owner to maximize revenue without heavy debt service expenses

answer

revenue streams Examples: Baltimore and Cleveland

question

Money to build facilities is usually obtained by issuing ____

answer

bonds

question

Promise by the borrower to pay back the lender a....

answer

specified amount of money, with interest, within a specified period of time

question

General obligation bonds: Backed by the ___ ___ ability to raise taxes to pay off the debt (safe)

answer

local government's

question

___ ___: Backed specifically by the facility's ability to generate revenues (risky)

answer

Revenue bonds

question

Property taxes

answer

Paid by homeowners, who are often long-term residents of a city

question

Occupational tax

answer

Anyone who works in the community. More likely to pass in vote

question

Hospitality tax

answer

Forces visitors to pay directly for the facility

question

General sales tax

answer

Affects both local residents and out-of-town visitors

question

Corporate Investment: Sale of __ ___ for stadiums and arenas is a current trend

answer

naming rights

question

Facility pouring rights

answer

Being the facility's exclusive soft drink or beer distributor

question

Outright corporate donations

answer

Defray costs in exchange for the publicity and public relations benefits that may result from such a donation

question

Sports facilities are thought to improve the local economy in four ways:

answer

- Building a facility creates construction jobs. - People who attend games or work for the team generate new spending in the community, expanding local employment. - Team attracts tourists/companies to the host city. - New spending has a "multiplier effect" as increased local income causes still more new spending and job creation.

question

Building a stadium is good for the local economy only if a stadium is....

answer

the most productive way to make capital investments and use its workers

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New sport facility: Extremely ___ effect on economic activity and employment

answer

small

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Sport facilities attract neither ___ nor new industry

answer

tourists

question

A professional sport team creates a "__ __"

answer

public good

question

Facility Ownership and Management Staff: Goal

answer

To provide a clean, safe, and comfortable environment for patrons

question

Facility Ownership and Management Staff: functions

answer

Security, clean-up, marketing and sales, scheduling and booking, operations, event promotions, and finance and box office operations

question

Facility Ownership and Management Staff: Private management

answer

Provides expertise with dedicated personnel and network of facilities that create leverage in cultivating key event relationships and in-turn event bookings

question

Marketing Director: Fast-paced, highly stressful, enormously ____ career track

answer

challenging

question

Marketing Director: Acts primarily as in-house__ ___ for the various events booked into facilities

answer

advertising agent

question

Marketing Director: Job responsibilities

answer

Buying media (TV, radio, print, billboards, etc.), coordinating promotions, and designing marketing materials (TV commercials, brochures, flyers, newspaper advertisements, etc.)

question

Marketing Director: Multiskilled performers who possess excellent....

answer

people skills, sales ability, and written and oral communication skills

question

Public Relations Director: Forges solid ___ relationships with TV and radio news directors, newspaper editors, and reporters

answer

working

question

Public Relations Director: Coordinates....

answer

TV broadcasts from the facility, writes press releases on upcoming events, works with the media concerning events and activities in the facility

question

Public Relations Director: Possesses a strong....

answer

writing ability, creative mind, and the ability to respond while under pressure

question

Event Director: Acts as the point person for the facility during __ __

answer

each show

question

Event Director: Must be able to think and react quickly to any problems arising during the event and must....

answer

be able to deal calmly with show promoters, angry customers, lost children, and other situations

question

Booking Director: Position devoted to....

answer

booking events for the facility

question

Booking Director: Much time is spent talking on the telephone...

answer

with agents and promoters, and attending conventions to solicit events

question

Booking Director: Negotiating ___ is also part of the job

answer

contracts

question

Operations Director: Supervises facility ___ for all types of events

answer

preparation

question

Operations Director: Coordinating, scheduling, and supervising the numerous ___ that take place each year as one show moves in and another moves out

answer

changeovers

question

Operations Director: Job requires a ____ knowledge of a facility's inner workings

answer

mechanical

question

Operations Director: Must also possess superior __ ___

answer

people skills

question

Advertising, Sponsorship, and Signage Salesperson: Responsible for selling ____ and event sponsorships—an important source of revenue for facilities

answer

signage

question

Advertising, Sponsorship, and Signage Salesperson: Salespeople must possess excellent....

answer

interpersonal and presentation skills

question

Group Ticket Salesperson: Primarily responsible for selling large blocks of tickets for various events...

answer

to corporations, charity organizations, schools, Boy Scout and Girl Scout troops, and other parties

question

Group Ticket Salesperson: Needs to excel on the....

answer

telephone and in face-to-face presentations

question

Box Office Director: Responsible for the sale of all tickets to events as well as the collection...

answer

of all ticket revenue

question

Box Office Director: Must be patient, have a calm demeanor in dealing with the public, and possess good ___ ___

answer

supervisory skills

question

Security includes

answer

physical barriers to entry, surveillance technology, and an increase in security personnel presence

question

Crowd management plan

answer

Categorizing the type of event; knowing surrounding facilities and/or environment; being aware of team or school rivalries, threats of violence, the crowd size and seating configuration; having an existing emergency plan, and using security personnel and ushers

question

Americans with Disabilities Act

answer

To prevent discrimination against qualified people with disabilities in employment, public services, transportation, public accommodations, and telecommunications services

question

Sport event management

answer

All functions related to the planning, implementation, and evaluation of a sport event

question

Requires

answer

Finance/budgeting, risk management, tournament operations, registration, volunteer management, and event marketing

question

Late ____: Focus turned to the professional aspects of managing sport events because of a desire to increase profits (Albert Spalding)

answer

1800s

question

Barnstorming tours

answer

The touring of star athletes and teams to promote the popularity of a particular sport

question

Emergence of....businesses that act on behalf of a sport property (e.g., IMG)

answer

sport management/marketing agencies

question

Client representation

answer

Acting on behalf of a client in contract negotiations

question

Client marketing:

answer

Locating appropriate endorsement opportunities, booking appearances, and developing entertainment extensions

question

other agency functions 3

answer

-Event development and management • Meeting increased demand for television production and development work • Developing/marketing grassroots programs

question

other agency functions 3

answer

• Soliciting corporate sponsorships • Evaluating the success of events and initiatives through market research— implementing mail surveys, focus groups, on-site surveys, and sponsorship/economic impact surveys • Studying impact of sponsorship activities • Financial planning

question

Full-service agencies

answer

perform the complete set of agency functions (e.g., IMG, Octagon)

question

Specialized agencies

answer

limit either the scope of services performed or the type of clients serviced (e.g., Redmandarin)

question

In-house agencies

answer

are formations of separate departments or divisions dealing with event management within major corporations.

question

Budgeting attempts to....

answer

predict revenues and expenses for a particular event

question

Zero-base budgeting

answer

Review of all activities and related costs of an event as if it were the first time

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Cash-flow budgeting

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Accounting for the receipt and timing of all sources and expenditures of cash

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DIM Process:

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Developing, implementing, and managing the risk management plan

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Purchasing insurance:

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Provides security to an event regarding potential financial losses

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Tournament Operations: Divided into....

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pre-event, actual event, and postevent activities

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Pre-event

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Determine type of event being planned and the event's goals

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Script

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Specific, detailed, minute-by-minute schedule of activities throughout the day

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Postevent:

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Activities surrounding completion of event

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Registration system

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Crucial for making a good first impression on clientele

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Determining information that needs to be ____ and ____ during the registration process

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collected and disseminated

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Volunteer Management: 4

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• Most events cannot be successfully executed without volunteers • Determine volunteer needs: Numbers, qualifications, type of work • Recruitment and training • Keep volunteers happy

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Integrated marketing approach

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Corporate sponsorship, advertising, public relations, hospitality, ticket sales, broadcasting, Web site development, licensing/merchandising, fund-raising

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____________ to manage functions in a consistent manner

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Long-term strategic planning

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Corporate Sponsorship: ____ in number of events has led to an increase in competition for sponsors

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Increase

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Corporate Sponsorship: Events have become increasingly reliant on sponsorship, with possible ___ if sponsors are not identified

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cancellation

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Corporate Sponsorship: Either sold by the event (in-house) or by an _____ (IOC)

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outside sport marketing agency

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Advertising: Advertising expenditures are a very ___ portion of an event's expenses

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minor

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Advertising: Advertising sought through one of two means:

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(1) media sponsors or (2) attachment to corporate sponsor advertisements

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Advertising: • Nearly all successful events sell sponsorships to __ ___

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media outlets

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Trade-out sponsorships

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Event provides the typical sponsorship benefits in exchange for a specified amount of free advertising space

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Public Relations: Generating __ publicity is important

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free

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Public Relations: Must develop a good working relationship with the members of the ___ (e.g., through hospitality)

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media

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Public Relations: Event must be ___ to attract interest

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creative

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Public Relations: Holding ___ __ to introduce the event (e.g., WWF)

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press conferences

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Hospitality

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Providing a satisfying experience for all stakeholders of the event

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Hospitality: One way of improving event ___

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loyalty

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Hospitality: Hospitality rewards and builds relationships with ___ ___; generates business from new customers; rewards employees for good performance; rewards suppliers for excellent sales

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current customers

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Hospitality: Hospitality is one of the ___ most common functions of a sport agency

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10

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Ticket Sales: Sporting events rely on ticket sales to varying ____.

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degrees

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Ticket Sales: For medium-sized and smaller events, ticket sales are a less ____ way to generate revenues.

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effective

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Ticket Sales: Ability to charge ___ is dependent on where the event occurs and how easily the event manager can control entry to the event (e.g., golf).

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admission

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Broadcasting: Radio/television broadcasts add ___ to an event and provide increased exposure, benefiting sponsors.

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credibility

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Broadcasting: If a broadcast outlet does not feel an event will be attractive to a __ ___, limiting the ability to sell advertising time, then the outlet will not be willing to pay a rights fee to televise or broadcast that event.

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large audience

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Broadcasting: Event promoter can also use a __ __ or purchase airtime directly from outlet.

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barter agreement

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Web Site Development: Imperative that any event, no matter the size, has a Web site to...

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provide important information and promote the event

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Web Site Development: Web site's URL should be the....

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name of the event or something that is very close to the name of the event

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Web site should provide basic event details:

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When/where the event is occurring, how tickets can be purchased for the event, online ticket purchase option, news releases, and so forth

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Licensing/Merchandising: Sale of items that display an event's name or logo:

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Usually only beneficial for large, televised, multiday events

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Licensing/Merchandising: To cover the costs of inventory, staffing, and space allocation,....

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significant sales must be achieved for the event to make a profit

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Fund-raising: Not-for-profit events can use fund-raising as a....

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means of revenue generation.

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Fund-raising: Most often, not-for-profit events....

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center around raising money for some charitable enterprise.

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Fund-raising: ___-___ marketing efforts by corporations are another instance in which fund-raising may be appropriate.

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Cause-related

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The event management field offers one of the most ___ areas for career opportunities.

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fertile

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To be successful in event management, one must be prepared to work....

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long and typically inconvenient hours.

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Careers in event management involve working with one of three types of organizations:

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sport management/marketing agencies, events, and charities.

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Vertical Integration

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Refers to the efforts of a sport management/ marketing agency to control all aspects of an event (e.g., IMG)

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Raises a significant ethical dilemma:

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There is no other organization or entity in place to ensure the ethical operation of an event

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Benefits of vertical integration created significant....

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consolidation among sport management/marketing agencies.

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Larger, more diversified sport and entertainment companies purchased __________ (e.g., SFX Entertainment).

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sport management/marketing agencies

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Made-for-TV Events

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Created solely to generate a profit by appealing to a large television audience

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Number of outlets providing sport programming has ____; thus, there is a continual need for programming that will attract large television audiences

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increased

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Myth 1: Sport management degree is a ticket to ____.

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success

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-Increased number of sport management programs offered, resulting in.... Increased competition for jobs

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increased number of people with similar background looking for jobs

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There are advantages to a sport management degree program, however—

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internship opportunities, ability to build a network, learning of applied sport-related theories and principles.

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Myth 2: It's not ___ you know, it's what you know.

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who

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Actually, it's not who you know, it's.... In the sport industry, people hire someone because of a personal recommendation from someone else

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who knows you

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Sport managers must expand networks to include....

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all kinds of people.

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It is important to tap into as many useful networks as possible so that you can ___ your contacts and industry knowledge.

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broaden

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Myth 3: Most opportunities are in ____ or NCAA Division I athletic departments

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pro sports

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Number of jobs in professional sport is limited, and people who get jobs in professional sport tend to stay in their jobs. Also, people already in the industry tend to get "___" when positions open up.

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recycled

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Colleges and universities are currently dealing with economic setbacks that affect the amount of....

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money spent on athletic programs, thus reducing new hiring.

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Myth 4: Sport management jobs are....

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glamorous and exciting

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Bottom line is that sport managers labor in the ___ so that others can enjoy the spotlight

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background

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Typical workweek for an event coordinator is __ to ___ hours per week, including a lot of late nights and long weekends.

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60 to 70

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Work of sport managers is similar to jobs in the ____ world, but they are unique in that they require industry-specific knowledge.

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corporate

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Myth 5: Sport management jobs pay ___

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well

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In general, salaries - especially starting salaries - tend to be __ in the sport industry

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low

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There are such a ___ number of applicants for these jobs that salaries can stay low

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high

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Demand for the jobs far ___ the supply

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outstrips

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Find a job utilizing your ____, challenging you where you want to be challenged, and minimizing your frustrations.

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strengths

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Select aspects of the sport industry that are most interesting to you and begin research. Once you can speak....

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intelligently regarding the field of interest, begin informational interviewing.

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Increased experience =

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Increased marketability. Take advantage of internship opportunities available and gain experience in the industry. Create your own volunteer opportunities.

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Finding a job requires time, energy, and thoughtful preparation. Decide to make a certain....

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number of phone calls, mail or e-mail a certain number of applications, and/or research particular organizations each week. Keep a journal of your activities.

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Informational Interviewing: Expands your understanding of an....

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industry, an organization, or a particular job or department by speaking to someone who is already there.

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Informational Interviewing: Serves as a ___ for your career while building a strong network base.

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foundation

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Informational Interviewing: Have your ___ prepared before you call in the event the person you are trying to reach is available immediately.

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questions

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Informational Interviewing: Ask for ___ on who else to contact in the industry of interest.

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suggestions

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Other Sources of Information:

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Professional journals, relevant books, and publications.

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Most industry segments have an association that provides support for the profession. These associations provide....

answer

valuable connections, current relevant information, and sometimes job postings.

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Marketing Yourself: Resumes 6

answer

-Present yourself as a colleague, not "just" a student -Use industry language -Present experience as lens toward career goal -Convey learning -Quantify whenever appropriate -Assemble a portfolio

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Heading

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Provide a phone number where you will get messages if you are not home and a professional e-mail address you regularly check, and that your social media presents an image you want employers to see

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Objective

answer

Used to focus your resume.

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Education

answer

Include all colleges attended; GPA if greater than 3.00; honors and awards; international/national exchange experience.

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Experience

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Think in terms of your accomplishments, what you brought to the organization, and any positive changes resulting from your work there.

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Accomplishments

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Include major accomplishments demonstrating the qualities an employer looks for in a potential employee.

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Skills/Activities

answer

List all appropriate and/or relevant skills and activities.

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