Stakeholder influence strategies in bidding for a professional sport franchise license

Jackie Heffernan, Danny O'Brien

Research output: Contribution to journalArticleResearchpeer-review

14 Citations (Scopus)

Abstract

This paper examines an application for a franchise license in Australia's professional rugby league competition, the National Rugby League (NRL). Frooman's (1999) typology of stakeholder influence strategies is used to analyse the negotiation of resource relationships between a Gold Coast franchise bid team and its key stakeholders. Primary data came from 12 interviews with nine key actors in the bid process; these were buttressed by secondary data. Frooman's typology provided a useful heuristic, but did not fully account for the critical role of firm legitimacy in stakeholders' choice of influence strategies. The bid team negotiated stakeholders' initial direct withholding strategies by creating access to the intangible resource of legitimacy. This subsequently provided access to material resources such as finance, a new stadium, and, ultimately, a franchise license. The findings are of note to practitioners and scholars interested professional sport and stakeholder theory.

Original languageEnglish
Pages (from-to)255-268
Number of pages14
JournalSport Management Review
Volume13
Issue number3
DOIs
Publication statusPublished - Aug 2010
Externally publishedYes

Fingerprint

sport
stakeholder
typology
resource
heuristics
finance
gold
Influence strategies
Stakeholder influence
Professional sports
Bid
Franchise
License
Bidding
Stakeholders
coast
Legitimacy
Resources
Heuristics
Secondary data

Cite this

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Stakeholder influence strategies in bidding for a professional sport franchise license. / Heffernan, Jackie; O'Brien, Danny.

In: Sport Management Review, Vol. 13, No. 3, 08.2010, p. 255-268.

Research output: Contribution to journalArticleResearchpeer-review

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