Course Syllabus

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University of Oklahoma

Price School of Business

MGT 3213-900 Sports Sales and Revenue Generation

Fall 2020

 

Instructor: Will Eidam
Email: willeidam@ou.edu
Phone: (402) 740-1359
Office Hours: Virtual office hours available
Learning Management System: canvas.ou.edu

 

COURSE MEETING TIME AND LOCATION:
Tuesday, 7:15 – 9:55pm, Price 3065

All classes currently scheduled for in-person.

 

 

EVALUATION                

Participation 30% Discussed below
Quizzes 25% Ten quizzes of five questions each
Semester Project 20%
Mid-Term Exam 10% Quiz bank + Questions from Guest Speakers
Final Exam 15% Quiz bank + Questions from Guest Speakers

 

 

Participation

Includes interactive, collaborate discussions in class and providing engaging questions and Thank You notes for guest speakers. The easiest thing for each student to do is participate, and it’s also the critical to getting the most out of this class.

 

Extra Credit

Each student may conduct up to two Informationals with a sports business professional for 2.5% each submission, for a total of 5% extra credit. Requirements for receiving extra credit (and a tutorial on conducting Informationals) can be found in the Informationals Module.

 

SYLLABUS

Week 1 – Aug 25                      Syllabus and Intro to Sports Sales and Revenue Generation

 

Week 2 – Sept 1                        The Economics of Sport: How do we make money?

 

Week 3 – Sept 8                        No Class

 

Week 4 – Sept 15                     Understanding the Essentials

                  • Chapter 3: The Sport Consumer
                  • Chapter 6: The Sport Product

 

Week 5 – Sept 22                     Revenue Generator: Sponsorship, Part 1

                  • Chapter 9: Sponsorship, Corporate Partnership and the Role of Activation

 

Week 6 – Sept 29                     Revenue Generator: Sponsorship, Part 2

                  • Guest Speaker, Nick Vacanti, Director of Corporate Partnerships, Harris Blitzer Sports & Entertainment
                  • Guest Speaker: Andrew Durbin, Director of Corporate Partnerships, Dallas Stars

 

Week 7 – Oct 6                         Game Audit – NBA Finals

 

Week 8 – Oct 13                      Promotion and Paid Media                     

                  • Chapter 10: Promotion and Paid Media
                  • Mid-Term Quiz Due: Oct 19

Week 9 – Oct 20                      Revenue Generator: Ticket Sales, Part 1

                  • Chapter 8: Sales and Service

 

Week 10 – Oct 27                     Revenue Generator: Ticket Sales, Part 2

                  • Guest Speaker: Mac Maddox, Manager, Group & Season Ticket Sales, Oklahoma City Thunder

 

Week 11 – Nov 3                      NO CLASS (Pre-recorded sessions)
                                                             Community Relations
                                                             Future Revenue Generator: Sports Gambling

 

Week 12 – Nov 10                    Revenue Generator: Media Rights, Distribution & Licensing

                  • Guest Speaker: Kenden Blake, Sales Manager, Distribution & Licensing, Pac-12 Network

 

Week 13 – Nov 17                    Revenue Generator: Merchandising & Retail

                  • Guest Speaker: Dawn Turner, Director of Brand and Consumer Marketing, Tepper Sports and Entertainment

 

Week 14 – Nov 24                    Revenue Generator: Social Media

                  • Chapter 12: Social Media in Sport
                  • Guest Speaker: Dan LaTorraca, Sr. Director of Marketing, Carolina Hurricanes

Week 15 – Dec 1                       Sports During a Pandemic

                                                              Guest Speakers

                      • Scott Loft -- VP, Ticket Sales, Retention & Database Operations, OKC Thunder
                      • Shelby Jacobs -- Manager, Corporate Partnerships (Sales), LA Clippers
                      • Armaan Ahluwalia -- Manager of Business Analytics, KC Chiefs
                      • Lauren Doggett -- Manager, Partnership Marketing (Activation), Portland Timbers

                      • Kristi Simmons -- Partnership Marketing Manager (Activation), Sporting KC

 

Week 16 – Dec 8                       Project Presentations

 

Finals Week – Dec 15             Final Exam

 

RESOURCES FOLDER: https://okcthunder.box.com/v/oustudentsfall2020

Course Summary:

Course Summary
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