3.02 - Marketing Channels and Distribution Decisions In the Sport Industry
Distribution Defined
Distribution is the ____________________________________________________________________.
A Distribution system is the ____________________________________________________________
_____________________________________________________________ from producer to consumer.
An Intermediary is an ___________________________________________________________________
___________________________________________________________________________________
Product Types
Sports activities _______________________________________________________________________, bowling, scuba,
hiking, ______________________________________, running, ___________________________, sailing, water skiing,
__________________, and snow-boarding.
The __________________________________________________—to the consumer ________________ such as
____________________, ________________________, ______________________, races, meets,
__________________________, outings, and _________________________________________.
Sport Business Goods
• Sport Business Services: The ____________________________________________________ alone makes up an
important part of the sport service industry.
• Sports Entertainment: The development of sports as an ____________________________________
_______________________________________of the sport business industry.
• Sport Media: Some examples of sport media are _________________________ (print), electronic sports businesses
(Web-based businesses), and ___________________________________. The consumers of these can be either end or
business consumers.
Distribution of Products
Tangible products are _____________________________________________.
Most are
_________________________________________________ at a factory and must be moved—
_______________________________—to a ____________________________—________________. For example,
running shoes are manufactured in a factory and must be moved to a retailer to be sold.
Intangible products are _________________________________________________________________.
Shelf Life: amount of ____________________________________________________________________ condition after
being manufactured.
Time, Place, and Possession Utility Through Distribution
Time utility is __________________________________________________________________
Place utility is __________________________________________________________________ it.
Possession utility is ___________________________________ of the product for the consumer.
The Distribution System
Types of Distribution Intermediaries

Wholesaler—a company that _____________________________________ specifically ______________ to
__________________________________________ (Peter and Donnelly, 1993).
• Retailer—a company that _________________________________________________ (Peter and Donnelly, 1993).
• E-tailer—an _________________________________________________________________.

Agent—a __________________ or a _________________ who “__________________” ________________
(facilitates the sale) by ______________________________ and _____________________________ with the
____________________ (Boone and Kurtz, 1992).
• Mail order—a _________________________________________________________ or producer and ______________
________________________________ through a ________________ or electronic system (Cravens and Woodruff,
1986).
• Distributor—a ______________________________________ (Peter and Donnelly, 1993).
Complex Distribution System in the Sport Industry
The Distribution System (cont’d)
Selection of a Distribution System: The ______________________________________________________ in the
selection of a distribution system.
• A company should _____________________________________________ before making any sort of business decision.
• Exclusivity _______________________________________, which in turn ____________________________________.
3.02 Questions
1. What is distribution?
2. Describe the different kinds of distribution in the sport industry.
3. What are distribution intermediaries? Give some examples.
4. What is a distribution system? Give some examples of systems in the sport industry.
5. What are the factors that affect the selection of a distribution system?
6. What is distribution intensity? Why is it linked to promotion and positioning the product? Give some examples of each
type.
7. What are some examples of different types of products found in the sport business industry? Develop what you think
would be some appropriate distribution channels for these products.
Learning Activities
1. List some sport products offered in your city or community. Create a distribution system for each. Research the real
costs of your systems. Give a presentation in class.
The cable network that televises college basketball games throughout the country is __________ the sports
product.
A. distributing
B. franchising
C. publicizing
D. sponsoring
Rhonda is making a presentation to the chamber of commerce of a large city in anticipation of building a sports
complex. What is the primary element of distribution that she should discuss with them?
A. Amenities
B. Revenues
C. Parking
D. Facility
Expanded bandwidth is changing the face of in-home entertainment by
A. eliminating the need for cable hookups.
B. allowing for delivery of the Internet through television sets.
C. improving fiber optics cable and electrical lines.
D. creating high-definition television.
Which of the following is a place decision that must be made in sports and entertainment marketing:
A. Should direct mail be sent to last season's
ticket holders?
B. Will local or national media be used?
C. How will fans obtain the schedule of events?
D. Where will ticket outlets be found?