Sports management, marketing
Negar Bandani; Hosein Poursoltani Zarandi; Reza Shajie
Abstract
This study examines the mediating role of brand choice in the causal relationship between cultural values and the purchasing behavior of customers of the Technique sportswear brand in Khuzestan Province. The research methodology is descriptive-correlational, applied, and cross-sectional. The statistical ...
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This study examines the mediating role of brand choice in the causal relationship between cultural values and the purchasing behavior of customers of the Technique sportswear brand in Khuzestan Province. The research methodology is descriptive-correlational, applied, and cross-sectional. The statistical population includes all customers of the Technique sportswear brand and sportswear manufacturers in Khuzestan. A sample size of 216 individuals was selected using a non-random convenience sampling method. Data collection tools included standardized questionnaires on Hofstede's cultural values, the marketing mix from the customers' perspective, and factors influencing brand choice by Mirdavoodi (2015). Data analysis was conducted using one-sample t-tests and structural equation modeling with Smart PLS version 3 and SPSS version 26 software. The results showed that cultural values influence the brand choice of sportswear customers and that brand choice partially mediates the causal relationship between cultural values and the purchasing behavior of customers of the Technique sportswear brand. It is recommended that companies and brands adjust their marketing strategies by understanding the cultural values of their customers, and update products, packaging, advertising, and customer experience in line with cultural changes. Additionally, continuous collection and analysis of customer feedback and implementing improvements based on this feedback are essential for greater success.
Sports management, marketing
zahra vakili ghahani; mahvash noorbakhsh; Abbas Khodatari; parivash noorbakhsh
Abstract
Social media influencers, by producing persuasive content, play a key role in shaping the behavior of sports tourists and influencing their travel decisions. The purpose of this study was to develop an interpretive structural model of the influence of social media influencers on sports tourists' behavior. ...
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Social media influencers, by producing persuasive content, play a key role in shaping the behavior of sports tourists and influencing their travel decisions. The purpose of this study was to develop an interpretive structural model of the influence of social media influencers on sports tourists' behavior. This research was applied in terms of purpose and mixed (qualitative-quantitative) in terms of methodology. In the qualitative part, thematic analysis was used, and in the quantitative part, interpretive structural modeling (ISM) was applied. Participants in the qualitative part included sports tourists and followers of social media influencers in the field of sports, who were selected by purposive sampling and snowball strategy. Based on theoretical saturation, 15 semi-structured interviews were conducted. In the quantitative part, participants included faculty members, tourism company managers, members of sports tourism committees, and startup activists, 10 of whom were purposefully selected. Data were collected through semi-structured interviews in the qualitative part and a 12×12 square matrix in the quantitative part. Validity and reliability in the qualitative part were assessed using strategies such as credibility, transferability, confirmability, and audit trail, and in the quantitative part, face validity and Cohen's kappa coefficient were used. The qualitative findings led to the extraction of 57 sub-themes in the form of 12 main themes (audience behavioral expectation, travel-related businesses behavioral expectation, transferring the desired image of the destination to the audience, motivation, audience behavioral intentions, relationship with the audience, pervasive virtual space, helping the audience's decision-making, information quality, content quality, influencer's influence, and influencer's characteristics). The quantitative findings showed that the hierarchical model consists of five levels; "Audience behavioral intentions" is at the highest level, and "pervasive virtual space" and "influencer's characteristics" are at the lowest level. Other factors acted as mediators. The results of MICMAC analysis showed that all factors are in an integrated and interconnected structure and none of them can act independently. The findings of this research show that the influence of social media influencers on the behavior of sports tourists can be explained within the framework of a multi-level model, in which the interactions between independent, mediating, and dependent variables play a key role.
Sports management, marketing
Reza Shahbazi; Mohammad Rasoul Khodadadi; Yaghoub Badri Azarin; Rahim Heydari Chianeh
Abstract
The tourism industry is recognized as one of the main pillars of economic and social growth in many countries, playing a crucial role in reducing unemployment rates, developing and strengthening local businesses, fostering economic prosperity, and improving social welfare. By creating both direct and ...
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The tourism industry is recognized as one of the main pillars of economic and social growth in many countries, playing a crucial role in reducing unemployment rates, developing and strengthening local businesses, fostering economic prosperity, and improving social welfare. By creating both direct and indirect job opportunities, it provides an appropriate platform for increasing household income and effectively contributes to a more equitable distribution of income in society (Heydari Chiane& Ahmadian, 2020). Today, tourism plays a fundamental role in the economies of countries, with one in every ten jobs worldwide being related to tourism (Shahbazi et al., 2019). Among the various types of tourism, sports tourism has become one of the main aspects of international trade, playing a significant role as a key source of revenue generation, employment, private sector growth, and infrastructure development (Gibson, 2017). One of the key components of sustainable sports tourism success is utilizing an efficient sports service supply chain that ensures high-quality and coordinated services throughout all stages of sports tourism (Li et al., 2022). Services are recognized as economic activities that have time, location, and psychological value, and they play a prominent role in economic growth (Wang, 2020). In the sports tourism industry, services, due to their specific characteristics, cannot easily be predicted or stored for future periods. This perishable nature of services in sports tourism means that if a service is not available at a given time, there is no opportunity to store it for later use (He & Wu, 2022). In this context, the presence of complex relationships between organizations operating in the sports tourism industry is common. However, supply chain management in sports tourism, especially in sports destinations, seeks to provide new perspectives for managing operations efficiently and meeting the needs of sports tourists (Palang & Tippayawong, 2019). One of the key aspects of sports tourism supply chain management is capacity management, which is especially important in sports event destinations. Capacity management in this supply chain refers to the adjustment and control of available services and resources (such as hotel capacity, tours, airlines, and sports facilities) in order to create a proper balance between supply and demand. This process not only provides a positive experience for tourists but also prevents excessive strain on environmental and social resources. The sustainability of the sports tourism service supply chain largely depends on the ability to forecast customer needs and market conditions; therefore, implementing supply chain management strategies is essential to maintaining service quality and optimizing capacity. Effective management of the sports tourism service supply chain helps organizations reduce costs while maintaining service quality and providing a better experience for tourists. Given the importance of the research, the researcher aims to identify the factors influencing the role of capacity management in the sports tourism service supply chain.The research method employed in this study is applied and qualitative in nature, utilizing thematic analysis. The statistical population of the study included sports management professors, tourism and sports tourism professors, managers of travel agencies, experienced managers from the Ministry of Sports and Youth, and doctoral researchers in sports management and tourism. The sample was selected from members of the population using purposive and snowball sampling techniques. The data collection tool was semi-structured interviews with 20 experts, which continued until theoretical saturation was reached. The interviews were conducted in a semi-structured format with the participants, following prior coordination and scheduling. After each interview, the recordings were fully transcribed, and initial coding was performed to extract primary concepts. A total of 20 interviews were conducted, and from the 12th interview onwards, redundancy in the received information was observed. By the 17th interview, the data became entirely repetitive, reaching theoretical saturation. However, to ensure reliability, interviews continued until the 20th participant. The validity of the research was confirmed by relevant experts, and the reliability of the study was measured using intra-coder agreement, which yielded a result of 83%.The results of the study revealed that the factors influencing the role of capacity management in the sports tourism service supply chain were organized into 88 key points, 22 initial codes, 9 concepts, and 4 central themes. Overall, the factors affecting the role of capacity management in the sports tourism service supply chain were categorized into four main themes: capacity supply, access to supply, quality of supply, and performance of supply. The success of the sports tourism service supply chain depends on the interaction and coordination of four key elements: capacity supply, access to supply, quality of supply, and performance of supply. Effective management of these four components can lead to increased tourist satisfaction, the attraction of more clients, and the enhancement of the sports tourism industry. By strategically planning the adjustment of capacity supply, facilitating access to services, improving the quality of offerings, and enhancing the overall performance of services, sports tourism destinations can provide tourists with a positive, seamless, and memorable experience. This not only boosts tourist loyalty but also contributes to the long-term success and sustainable development of the industry.
Sports management, marketing
Mehdi Rasooli; Parastoo Ghodsi
Abstract
Sports trading cards have evolved from nostalgic memorabilia into a dynamic business sector integrating digital innovation, multi-channel distribution, and strategic brand-building. Traditionally tied to major leagues such as Major League Baseball (MLB), the National Football League (NFL), and European ...
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Sports trading cards have evolved from nostalgic memorabilia into a dynamic business sector integrating digital innovation, multi-channel distribution, and strategic brand-building. Traditionally tied to major leagues such as Major League Baseball (MLB), the National Football League (NFL), and European soccer, these collectibles have expanded into new markets, including basketball, mixed martial arts, and niche sports, fueled by technological advancements such as blockchain authentication, augmented reality (AR), and digital trading platforms. This study examines the business model of sports trading cards using the Business Model Canvas (BMC) framework, mapping the fundamental elements of value creation, marketing strategies, operations, partnerships, and customer relationship management. By employing thematic analysis from industry expert interviews, the research provides insights into the evolving landscape of trading cards, bridging traditional collectibles with modern fan engagement strategies. Findings reveal that consumer loyalty is driven by exclusivity, limited-edition prints, autographed collectibles, and interactive digital experiences, with the market catering to diverse customer segments, including professional collectors seeking investment-grade cards, casual fans motivated by athlete admiration, families purchasing cards as gifts or educational tools, and sports-specific enthusiasts who prioritize official league licensing. The omni-channel distribution approach remains critical, with physical retail stores, including supermarkets, sports merchandise shops, and hobbyist outlets, serving as entry points for new consumers, while e-commerce platforms provide scalability and international accessibility. Furthermore, mobile applications and digital marketplaces have transformed consumer interaction, offering in-app purchases, subscription-based premium content, digital card expansions, and gamified engagement features. The study identifies four key revenue streams: traditional card pack sales, premium limited editions featuring holograms, signatures, or rare inserts, digital microtransactions from online platforms, and sponsorship/advertising partnerships, where major brands collaborate through packaging placement or in-app promotions. On the cost side, licensing fees, manufacturing expenses, technology infrastructure for digital components, and aggressive marketing campaigns for new series launches are among the most significant financial commitments. The findings underscore the importance of strategic partnerships with leagues, clubs, and federations, as brand credibility and official licensing directly influence market demand and collector trust. Furthermore, the integration of non-fungible tokens (NFTs) for authentication, augmented reality-enhanced experiences, and digital twin trading systems is redefining industry standards, bridging the gap between physical collectibles and blockchain-powered ownership models. Marketing strategies emphasize community-building efforts, with platforms fostering trading networks, fan interactions, and exclusive membership perks, while live events, including swap meets, athlete signings, and virtual meet-and-greets, reinforce brand engagement. The study highlights the impact of digitalization on traditional collectibles, illustrating how technology-driven interactions enhance brand longevity and expand the consumer base beyond conventional sports enthusiasts. Moreover, the sustainability of paper-based card production and the potential shift toward eco-friendly alternatives remain critical concerns, particularly as industry leaders explore biodegradable materials and digital-first formats to align with global sustainability trends. Future research should explore cross-cultural market dynamics, particularly how regional variations in fan loyalty, purchasing power, and digital adoption influence trading card success. Additionally, longitudinal studies examining consumer retention in the age of digital collectibles, the impact of augmented reality on trading behavior, and the monetization of sports IP (intellectual property) through NFTs and blockchain technology would provide deeper insights into the long-term viability of this evolving market. Ultimately, the fusion of sports nostalgia, digital innovation, and strategic consumer engagement models ensures that trading cards remain a thriving segment in the sports and entertainment industry, adapting to shifting market demands while preserving their legacy as cherished collectibles and valuable assets.
Sports management, marketing
Reza Nazari; elham moradi; Atousa Ghaseminezhad Dehkordi
Abstract
The purpose of this research was to provide appropriate strategies for the financial independence of professional private sports clubs. The research method was mixed (qualitative and quantitative). The statistical community in the qualitative section included experts in the field of marketing management, ...
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The purpose of this research was to provide appropriate strategies for the financial independence of professional private sports clubs. The research method was mixed (qualitative and quantitative). The statistical community in the qualitative section included experts in the field of marketing management, sports management, sports marketing experts and managers of private clubs. The sample size is equal to 15 people based on the theoretical saturation index. Statistics in the quantitative section include clients of private clubs and graduate students of sports management, who were selected using SPSS Sample Power software and their number was equal to 360 people. A non-probability sampling method with maximum diversity or heterogeneity was used. In the quantitative part, the research tool included a questionnaire extracted from the codes of the qualitative part, which was also analyzed by Smart PLS software. Based on the data analysis, 67 primary concepts and 12 main categories were identified. These categories include legal and legal factors, media interaction, creating a platform to attract financial sponsors, developing sponsor attraction, improving laws for financial sponsors, providing facilitiesTo financial sponsors, the training of specialist forces, business income, management factors, development strategies and economic approach. According to the findings of the present research, it can be said that these dimensions, when combined in a collective approach, can strengthen the financial foundation and, as a result, achieve the financial independence of sports clubs.
Sports management, marketing
sadaf hesari; reza Jalili Niko; samad fattahi
Abstract
Today, sports have gained importance as a profitable industry, with the increasing consumption of sports goods and services. In this context, electronic word-of-mouth (eWOM) marketing plays a significant role in enhancing the brand equity of sports businesses and influencing consumer purchasing decisions. ...
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Today, sports have gained importance as a profitable industry, with the increasing consumption of sports goods and services. In this context, electronic word-of-mouth (eWOM) marketing plays a significant role in enhancing the brand equity of sports businesses and influencing consumer purchasing decisions. The aim of this study was to determine the impact of using electronic word-of-mouth (eWOM) marketing on brand equity in sports businesses. "In this regard, an applied study was conducted using a quasi-experimental method, with the statistical population consisting of customers of sports brands. The sample was conveniently selected from the customers of the Ghafari sports brand in West Azerbaijan province, including 40 individuals divided into two groups: control and experimental (20 individuals in each group). The measurement tool was a brand equity questionnaire based on the model by Kim et al. (2003) and the modifications by Yoo, Donthu, and Lee (2000), with a Cronbach's alpha coefficient of 0.86. After implementing the electronic word-of-mouth marketing technique for the experimental group, the data were analyzed using covariance analysis and SPSS software version 17. The findings of the study indicate that the use of electronic word-of-mouth marketing has a significant impact on brand equity, perceived quality, brand loyalty, and brand image in sports businesses. The covariance analysis revealed that the impact of this marketing on brand equity (38%), perceived quality (21%), brand loyalty (52%), and brand image (41%) is significant. These results demonstrate the high effectiveness of electronic word-of-mouth marketing in improving these indicators.
Sports management, marketing
Amir Mohammad Nasiri; Afshar Noori Ravesh; Habib Honari
Abstract
Iran's mobile network operators have opted for sport sponsorship as a key communicative strategy to boost their brand status and foster customer loyalty. The purpose of this study was to investigate the impact of sports sponsorship on the brand equity of Iranian mobile network operators using a correlation ...
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Iran's mobile network operators have opted for sport sponsorship as a key communicative strategy to boost their brand status and foster customer loyalty. The purpose of this study was to investigate the impact of sports sponsorship on the brand equity of Iranian mobile network operators using a correlation method. The statistical population for this research comprised fans of the clubs sponsored by Iran's mobile network operators (Rightel, Irancell, and Hamrahe Aval). A convenience sampling method was employed for the research sample, and due to the extensive statistical population, 384 fans were selected. To collect the relevant data, two questionnaires were utilized: "Sports Sponsorship of Mobile Network Operators in Iranian Football" and "Brand Equity Based on Aker's Model". Regression and ANOVA tests were conducted upon completion of the data collection process. The results indicated that the two variables of Monopoly (0.001) and Success (0.007) have a positive and significant impact on brand equity. These findings provide valuable insights for commercial companies in designing targeted sponsorship strategies and demonstrate how focusing on the monopoly and success of the sponsored teams can lead to increased brand equity, enhanced customer loyalty, and improved return on investment in sports marketing.
