Course Syllabus

University of Oklahoma

Price School of Business

MGT 3213-001 Sports Sales and Revenue Generation

Fall 2021

 

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, 6:00 – 8:50pm, Price 2030

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 + 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. Dependent on pandemic, participation might also include one "game audit" at Paycom Center.

 

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.

 

SCHEDULE

Week 1 – Aug 24                    Syllabus and Intro to Sports Sales and Revenue Generation

 

Week 2 – Aug 31                  The Economics of Sport: How Do We Make Money?

• • • • • • • • • Chapter 7: Managing Sport Brands
                • Extra Credit Discussion
                • Project Introduction

Week 3 – Sept 7                     No Class -- LABOR DAY

Week 4 – Sept 14                    Understanding the Essentials

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

 

Week 5 - Sept 21                  Postponed

Week 6 – Sept 28                  Revenue Generator: Ticket Sales, Part 1

• • • • • • • • • Chapter 12: Sales and Service
                • Guest Speaker Preparation

Week 7 – Oct 5                  Revenue Generator: Ticket Sales, Part 2

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

Week 8 – Oct 12                Revenue Generator: Sponsorships, Part 1

• • • • • • • • • Chapter 10: Sponsorship, Corporate Partnerships and the Role of Activation

Week 9 – Oct 19                Revenue Generator: Sponsorships, Part 2

• • • • • • • • • Guest Speaker: Maddy Cooper (Partnership Strategy Specialist, Elevate Sports Ventures)
                • Guest Speaker: Nicole Loscavio (Director, Partnership Activation, Sacramento Kings)
                • Take Home Mid-Term

 

Week 10 – Oct 26               Field Trip: Paycom Center (Oklahoma City Thunder game)

 

Week 11 – Nov 2                 Revenue Generator: Media Rights, Distribution & Licensing

Week 12 – Nov 9                  Revenue Generator: Merchandising & Retail

Week 13 – Nov 16                  Promotion and Paid Media

• • • • • • • • • Chapter 8: Promotion and Paid Media
                • Guest Speaker: Kaitlin Smith (Advertising Coordinator, Oklahoma City Thunder)
                  
                  

Week 14 – Nov 23                Digital + Social Media

• • • • • • • • • Chapter 11: Social Media in Sports
                • Guest Speaker: Dan LaTorraca (Sr. Director of Marketing, Carolina Hurricanes)
                  

 

Week 15 – Nov 30                Ancillary Revenue Generators: Sportsbooks + NFTs

• • • • • • • • • Guest Speaker: Tripp Wheat (Manager, Business Development and Partnerships; PointsBet)
                  

 

Week 16 – Dec 7                   Project Presentations

Finals Week – Dec 14           Final Exam