Relationship Marketing in Sports: 1st Edition (Paperback) book cover

Relationship Marketing in Sports

1st Edition


208 pages

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Paperback: 9780750684958
pub: 2009-09-04
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pub: 2016-07-18
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pub: 2012-07-26
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Relationship marketing is an important issue in every business. Knowing the customers and establishing, maintaining and enhancing long-term customer relationships is a key component of long-term business success. Considering that sport is such big business today, it is surprising that this crucial approach to marketing has yet to be fully recognised either in literature or in the sports business itself.

Relationship Marketing in Sports aims to fill this void by discussing and reformulating the principles of relationship marketing and by demonstrating how relationship marketing can be successfully applied in practice within a sports context. Written by a unique author team of academic and practitioner experience, the book provides the reader with:

  • the first book to apply the principles of relationship marketing specifically to a sports context
  • case studies from around the world to provide a uniquely global approach applicable worldwide
  • strong pedagogical features including learning outcomes, overviews, discussion questions, glossary, guided reading and web links
  • practical advice for professional, semi-professional and non-professional sporting organisations
  • a companion website providing web links, case studies and PowerPoint slides for lecturers.

Relationship Marketing in Sports is crucial reading for both students and professionals alike and marks a turning point in the marketing of sports.

Table of Contents

Chapter 1. Introduction; Chapter 2. The principles of relationship marketing; Chapter 3. Professional sporting organisations and their relationships; Chapter 4. Relationship marketing in sports - the fan perspective ; Chapter 5. Relationship marketing in sports - the sponsor perspective; Chapter 6. Relationship marketing in sports - the media perspective; Chapter 7. The extended marketing mix of relationship; Chapter 8. Relationship marketing in sports - today and tomorrow.

About the Originator

André Bühler is Head of Market Research at the world’s leading sports research consultancy IFM Sports, Germany. After studying International Business and Management, Business Psychology and Marketing at Nürtingen University (Germany), he obtained a PhD in the field of sports marketing at the University of Plymouth (UK) and worked as a Research & Scholarship Consultant for the Heidelberg International Business Academy. He has published numerous papers on sports management and contributed to various books on sports marketing.

Gerd Nufer is Professor of Marketing and Management at ESB Business School, Reutlingen University and Associate Professor of Marketing at FOM Stuttgart, Germany. Previously he worked as a project leader for an international strategy and marketing consultancy and as a key account manager for a large marketing research company. His research foci are Event Marketing and Management, Sponsorship, Ambush Marketing and Sports Marketing and Management in general.

About the Series

Routledge Sports Marketing Series

The Sport Marketing Series provides a superb range of texts for students and practitioners covering all aspects of marketing within sports. Structured in three tiers the series addresses:

  • Sub-disciplines within sports marketing: for example, branding, marketing communications, consumer behaviour
  • Sports and sporting properties to which marketing is applied: for example, the marketing of football, the marketing of motor sports, marketing of the Olympic Games
  • Philosophy, method and research in sports marketing; for example, research methods for sports marketing students, theoretical perspectives in sports marketing, undertaking successful research in sports marketing

International in scope, they provide essential resources for academics, students and managers alike. Written by renowned experts worldwide and supported by excellent case studies and pedagogic tools to accelerate learning, the texts available in the series provide:

  • a high quality, accessible and affordable portfolio of titles which match development needs through various stages
  • cutting-edge research and important developments in key areas of importance
  • a portfolio of both practical and stimulating texts in all areas of sport marketing

The Sport Marketing Series is the first of its kind, and as such is recognised as being of consistent high quality and will quickly become the series of first choice for academics, students and managers.

Learn more…

Subject Categories

BISAC Subject Codes/Headings:
BUSINESS & ECONOMICS / Marketing / General