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WEEK 6 - Review this week's case, The Springfield Nor’easters: Maximizing Revenues in the Minor Leagues
HARVARD CASE STUDY
This case raises important issues in market research and service pricing. A Class A minor league baseball team has started up in Springfield, Massachusetts and – a year-and-a-half in advance of the first game – is planning its first season. The game dates have already been determined, but pricing decisions remain. Management is evaluating the findings of a detailed survey of potential season and single-game ticket buyers, hoping to use the resulting insights to help it price tickets and design season ticket packages. But the team marketing director’s conceptualization of his key concerns becomes increasingly complex as he considers the intricacies of ticket pricing and ancillary issues such as concessions.
After your analysis of the case, prepare a response to the following questions:
1) Evaluate the research survey undertaken by the League Sports Association and by Larry Buckingham, Nor’easters’ marketing director. Consider each step in the process that led to the findings of the survey.
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