Spectator sport sales staffs have a key problem. Sport sales personnel are important to organization revenue generation, yet the role is highly demanding and highly overtaxing. Employees must balance the exhausting task of pre-qualifying prospects with also executing the duration of the sales process for engaged customers.
Robert Butler and David Butler, University of College Cork, Ireland Abstract This paper explores the relationship between changing incentives and unintended consequences in the context of the sports labor market and sports broadcasting. Appealing to two recently published studies, we demonstrate how the introduction of bonus points in rugby union, and intervention by broadcasting regulatorsContinue reading “Incentives and Unintended Consequences: Lessons from Sport”