Why do clients enrol and continue at sports centres?

Why do clients enrol and continue at sports centres? PurposeThe purpose of this paper is to analyse the ways clients find out about a sport centre and the factors that lead them to enrol and influence their satisfaction with their membership. A secondary objective was to determine the reasons for continuing to attend a sport centre and how they influenced satisfaction towards achievement. Finally, the authors aimed to identify differences between reasons for enroling and reasons for continuing at a sport centre.Design/methodology/approachA specially developed 16-item questionnaire was sent to 125,000 clients and 21,043 responses were obtained.FindingsClients who found out about the centre through a recommendation or the internet were 25 per cent more likely to be satisfied with it than those who knew of the centre due to proximity. Similarly, clients who had a specific motive to continue using the centre, for example, to prepare for a sports competition were twice as likely to be satisfied with their membership as any other group (p<0.001).Research limitations/implicationsIt identifies a set of research priorities for the journal and the field.Practical implicationsIn conclusion, the option of staying fit is established as the most effective recruitment method for retaining clients at the sport centre.Originality/valueThis paper intends to do is to establish the bases of information and knowledge for the treatment of high motives, as well as for managers of sports centres to remodel their strategies of marketing to attracting customers. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Sport, Business and Management: An International Journal Emerald Publishing

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
2042-678X
DOI
10.1108/SBM-10-2018-0077
Publisher site
See Article on Publisher Site

Abstract

PurposeThe purpose of this paper is to analyse the ways clients find out about a sport centre and the factors that lead them to enrol and influence their satisfaction with their membership. A secondary objective was to determine the reasons for continuing to attend a sport centre and how they influenced satisfaction towards achievement. Finally, the authors aimed to identify differences between reasons for enroling and reasons for continuing at a sport centre.Design/methodology/approachA specially developed 16-item questionnaire was sent to 125,000 clients and 21,043 responses were obtained.FindingsClients who found out about the centre through a recommendation or the internet were 25 per cent more likely to be satisfied with it than those who knew of the centre due to proximity. Similarly, clients who had a specific motive to continue using the centre, for example, to prepare for a sports competition were twice as likely to be satisfied with their membership as any other group (p<0.001).Research limitations/implicationsIt identifies a set of research priorities for the journal and the field.Practical implicationsIn conclusion, the option of staying fit is established as the most effective recruitment method for retaining clients at the sport centre.Originality/valueThis paper intends to do is to establish the bases of information and knowledge for the treatment of high motives, as well as for managers of sports centres to remodel their strategies of marketing to attracting customers.

Journal

Sport, Business and Management: An International JournalEmerald Publishing

Published: Jul 8, 2019

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