What really matters to the audience: Analysing the key factors contributing to arts festival ticket purchases

References

• Abbé-Decarroux , F. 1994 . The perception of quality and the demand for services: Empirical application to the performing arts . Journal of Economic Behaviour and Organization , 23 ( 1 ) : 99 – 107 . doi: 10.1016/0167-2681(94)90100-7
   Web of Science ®Google Scholar
• Akdede , S.H. and King , J.T. 2006 . Demand for and productivity analysis for Turkish public theatre . Journal of Cultural Economics , 30 ( 3 ) : 219 – 231 . doi: 10.1007/s10824-006-9014-7
   Google Scholar
• Albert , S. 1998 . Movie stars and the distribution of financially successful films in the motion picture industry . Journal of Cultural Economics , 22 ( 4 ) : 249 – 270 . doi: 10.1023/A:1007511817441
   Google Scholar
• Allen , J. , O'Toole , W. , McDonnell , I. and Harris , R. 2005 . Festival and special event management , 3rd ed , Milton : Wiley .
   Google Scholar
• Anderson , T.D. and Getz , D. 2008 . Stakeholder management strategies of festivals . Journal of Convention and Event Tourism , 9 ( 3 ) : 199 – 220 . doi: 10.1080/15470140802323801
   Google Scholar
• Anon . 2001 . The Klein Karoo National Arts Festival: Information and statistics . Available at: http://www.home.mweb.co.za .
   Google Scholar
• Ateca-Amestoy , V. 2008 . Determining heterogeneous behaviour for theatre attendance . Journal of Cultural Economics , 32 ( 2 ) : 127 – 151 . doi: 10.1007/s10824-008-9065-z
   Web of Science ®Google Scholar
• Bagella , M. and Becchetti , L. 1999 . The determinants of motion picture box office performance: Evidence from movies produced in Italy . Journal of Cultural Economics , 23 : 237 – 256 . doi: 10.1023/A:1007579421768
   Google Scholar
• Baker , D.A. and Crompton , J.L. 2000 . Quality, satisfaction and behavioral intentions . Annals of Tourism Research , 27 ( 3 ) : 785 – 804 . doi: 10.1016/S0160-7383(99)00108-5
   Web of Science ®Google Scholar
• Beaven , Z. and Laws , C. 2004 . Principles and applications in ticketing and reservations management . In : I. Yeoman , M. Robertson , J. Ali-Knight , S. Drummond and U. McMahon-Beattie , Festival and events management: An international arts and culture perspective . Oxford : Elsevier/Butterworth-Heinemann , 183 – 201 .
   Google Scholar
• Beaven , Z. and Laws , C. 2005 . Delivering quality in arts events: An operations management perspective . Working paper presented at 14th IFEA Europe Conference: Festivals and Partnerships: policy, management and marketing , 3–5 March 2005 , Amsterdam .
   Google Scholar
• Beaven , Z. and Laws , C. 2007 . Loyal customer attitudes towards ticket distribution channels for live music events: A ethnographic exploration of US leg of the Depeche Mode 2005–6 World Tour . Managing Leisure , 12 ( 2/3 ) : 120 – 142 . doi: 10.1080/13606710701339322
   Google Scholar
• Borgonovi , F. 2004 . Performing arts: An economic approach . Applied Economics , 36 ( 17 ) : 1871 – 1885 . doi: 10.1080/0003684042000264010
   Web of Science ®Google Scholar
• Botha , K. 2011 . The development of a ticket purchase behaviour measuring instrument and model for South African arts festivals . PhD thesis . North-West University .
   Google Scholar
• Botha , K. and Slabbert , E. 2011 . Market segmentation of visitors to Aardklop National Arts Festival: A correspondence analysis . Management Dynamics , 20 ( 1 ) : 2 – 18 .
   Google Scholar
• Bowen , H.E. and Daniels , M.J. 2005 . Does the music matter? Motivations for attending a music festival . Event Management , 9 ( 3 ) : 155 – 164 . doi: 10.3727/152599505774791149
   Google Scholar
• Boyle , M. and Chiou , L. 2009 . Broadway productions and the value of a Tony Award . Journal of Cultural Economics , 33 ( 1 ) : 49 – 68 . doi: 10.1007/s10824-009-9092-4
   Web of Science ®Google Scholar
• Caldwell , M. 2001 . Applying general living systems theory to learn consumers’ sense making in attending performing arts . Psychology and Marketing , 18 ( 5 ) : 497 – 511 . doi: 10.1002/mar.1018
   Web of Science ®Google Scholar
• Colbert , F. 2003 . Entrepreneurship and leadership in marketing the arts . International Journal of Arts Management , 6 ( 1 ) : 30 – 39 .
   Google Scholar
• Corning , J. and Levy , A. 2002 . Demand for live theatre with market segmentation and seasonality . Journal of Cultural Economics , 26 ( 3 ) : 217 – 235 . doi: 10.1023/A:1015673802364
   Google Scholar
• Courty , P. 2000 . An economic guide to ticket pricing in the entertainment industry . Louvain Economic Review , 66 ( 1 ) : 167 – 192 .
   Google Scholar
• Deuchert , E. , Adjamah , K. and Pauly , F. 2005 . For Oscar glory or Oscar money? . Journal of Cultural Economics , 29 ( 3 ) : 159 – 176 . doi: 10.1007/s10824-005-3338-6
   Google Scholar
• Diniz , S.C. and Machado , A.F. 2011 . Analysis of the consumption of artistic-cultural goods and services in Brazil . Journal of Cultural Economics , 35 ( 1 ) : 1 – 18 . doi: 10.1007/s10824-010-9129-8
   Web of Science ®Google Scholar
• Elliott , R. and Hamilton , E. 1991 . Consumer choice tactics and leisure activities . International Journal of Advertising , 10 ( 4 ) : 325 – 332 .
   Google Scholar
• Ellis , S.M. and Steyn , H.S. 2003 . Practical significance (effect sizes) versus or in combination with statistical significance (p-values) . Management Dynamics , 12 ( 4 ) : 51 – 53 .
   Google Scholar
• Felton , M.V. 1989 . Major influences on the demand for opera tickets . Journal of Cultural Economics , 13 ( 1 ) : 53 – 64 . doi: 10.1007/BF00219713
   Google Scholar
• Field , A. 2000 . Discovering statistics using SPSS , London : Sage Publications .
   Google Scholar
• Frey , B. and Vautravers-Busehart , I. 2000 . “ Special exhibitions and festivals: Culture's booming path to glory ” . In Arts and economics: Analysis and cultural policy , Edited by: Frey , B. 63 – 93 . Berlin : Springer .
   Google Scholar
• Gemser , G. , Van Oostrum , M. and Leenders , M.A.A.M. 2007 . The impact of film reviews on the box office performance of art house versus mainstream motion pictures . Journal of Cultural Economic , 31 ( 1 ) : 43 – 63 . doi: 10.1007/s10824-006-9025-4
   Web of Science ®Google Scholar
• Getz , D. 1997 . Event management and event tourism . New York : Cognizant Communication Corp .
   Google Scholar
• Getz , D. 2002 . Why festivals fail . Event Management , 7 ( 4 ) : 209 – 219 .
   Google Scholar
• Gursoy , D. , Spangenberg , E.R. and Rutherford , D.G. 2006 . The hedonic and utilitarian dimensions of attendees’ attitudes toward festivals . Journal of Hospitality and Tourism Research , 30 ( 3 ) : 279 – 294 . doi: 10.1177/1096348006287162
   Google Scholar
• Halcoussis , D. and Mathews , T. 2007 . eBay auction for Third Eye Blind concert tickets . Journal of Cultural Economic , 31 ( 1 ) : 65 – 78 . doi: 10.1007/s10824-006-9028-1
   Web of Science ®Google Scholar
• Holbrook , M. and Hirschman , E. 1982 . The experiential aspects of consumption: Consumer fantasies, feelings and fun . Journal of Consumer Research , 9 ( 2 ) : 132 – 140 . doi: 10.1086/208906
   Web of Science ®Google Scholar
• Hume , M. 2008 . Understanding core and peripheral service quality in customer repurchase of the performing arts . Managing Service Quality , 18 ( 4 ) : 349 – 369 . doi: 10.1108/09604520810885608
   Google Scholar
• Innibos . 2011 . Available at http://www.sa-venues.com/events/mpumalanga/innibos-kunstefees/ [Accessed 3 August 2011].
   Google Scholar
• Israel , G.D. 2009 . Determining sample size . Available at: http://www.edis.ifas.ufl.edu/pdffiles/pd/pd00600.pdf .
   Google Scholar
• Kitshoff , H. 2004 . Klein Karoo Nasionale Kunstefees (KKNK) – Oudtshoorn, 3–11 April 2004 . South African Travel Journal , 18 : 237 – 241 . doi: 10.1080/10137548.2004.9687789
   Google Scholar
• KKNK. (Klein Karoo National Arts Festival) . 2010 . Available at http://www.whatsonwhen.com/siSD/index.htm?fx=event-id=15672 [Accessed 10 February 2010].
   Google Scholar
• Kruger , M. 2009 . A critical evaluation of market segmentation at arts festivals in South Africa . PhD thesis . North-West University .
   Google Scholar
• Kruger , M. , Saayman , M. and Ellis , S.M. 2010a . Does loyalty pay? First-time versus repeat visitors at a national arts festival . Southern African Business Review , 14 ( 1 ) : 79 – 104 .
   Google Scholar
• Kruger , M. , Saayman , M. , Saayman , A. , Slabbert , E. and Laurens , M. 2010b . Profile, social and economic impact of Innibos Arts Festival , Potchefstroom : Institute for Tourism and Leisure Studies .
   Google Scholar
• Lampel , J. and Shamsie , J. 2000 . Critical push: Strategies for creating momentum in the motion picture industry . Journal of Management , 26 ( 2 ) : 233 – 257 . doi: 10.1177/014920630002600204
   Web of Science ®Google Scholar
• Lee , Y. , Lee , C. , Lee , S. and Babin , B. 2008 . Festivals capes and patrons’ emotions, satisfaction and loyalty . Journal of Business Research , 61 ( 1 ) : 56 – 64 . doi: 10.1016/j.jbusres.2006.05.009
   Web of Science ®Google Scholar
• Lévy-Garboua , L. and Montmarquette , C. 2003 . The demand for the arts . In : R.I. Towse , Handbook of cultural economics . London : Edward Elgar , 177 – 189 .
   Google Scholar
• Litman , B.R. and Ahn , H. 1998 . Predicting financial success of motion pictures . In : B.R. Litman , The motion picture mega-industry . Needham Heights , MA : Allyn & Bacon , 172 – 197 .
   Google Scholar
• Litman , B.R. and Kohl , L.S. 1989 . Predicting financial success of motion pictures: The 80s experience . Journal of Media Economics , 2 ( 1 ) : 35 – 50 . doi: 10.1080/08997768909358184
   Google Scholar
• LSE (The London School of Economics and Political Science) . 2010 . Chapter 4: Consumer and industrial marketing , 35 – 48 . Available at: http://www.londoninternational.ac.uk/current_students/programme resources/lse/lse_pdf/further_units/marketing/marketing_chapter4.pdf .
   Google Scholar
• MacArthur , L.J. 2008 . The drive to strive: Exploring the experiences of elite-level adolescent artistic performers . PhD thesis , University of Toronto .
   Google Scholar
• McCarthy , M.F. and Jinnet , K. 2001 . A new framework for building participation in the arts , Arlington , VA : Rand Corporation .
   Google Scholar
• Mehmetoglu , M. and Ellingsen , K.A. 2005 . Do small-scale festivals adopt market orientation as a management philosophy? . Event Management , 9 ( 3 ) : 119 – 132 . doi: 10.3727/152599505774791176
   Google Scholar
• Michael , R.T. and Becker , G.S. 1973 . On the new theory of consumer behaviour . Swedish Journal of Economics , 75 ( 4 ) : 378 – 396 . doi: 10.2307/3439147
   Web of Science ®Google Scholar
• Moe , W.W. and Fader , P.S. 2009 . The role of price tiers in advance purchasing of events tickets . Journal of Service Research , 12 ( 1 ) : 73 – 86 . doi: 10.1177/1094670508329224
   Web of Science ®Google Scholar
• Moore , T.G. 1968 . The economics of American theatre , Durham , NC : Duke University Press .
   Google Scholar
• Nelson , R.A. , Donihue , M.R. , Waldman , D.M. and Wheaton , C. 2001 . What's an Oscar worth? . Economic Inquiry , 39 ( 1 ) : 1 – 16 . doi: 10.1093/ei/39.1.1
   Web of Science ®Google Scholar
• Nilsson , A. , Nulden , U. and Olsson , D. 2001 . Mobile media: The convergence of media and mobile communications . Journal of Research into new Media Technologies , 7 ( 1 ) : 34 – 38 . doi: 10.1177/135485650100700105
   Google Scholar
• Nunnally , J.C. 1967 . Psychometric theory , New York : McGraw-Hill .
   Google Scholar
• Peterson , R.A. 2005 . Problems in comparative research: The example of omnivorousness . Poetics , 33 ( 5–6 ) : 257 – 282 . doi: 10.1016/j.poetic.2005.10.002
   Web of Science ®Google Scholar
• Putler , D.S. and Lele , S. 2003 . An easily implemented framework for forecasting ticket sales to performing arts events . Marketing Letters , 14 ( 4 ) : 307 – 320 . doi: 10.1023/B:MARK.0000012474.56171.e9
   Web of Science ®Google Scholar
• Reinstein , D.A. and Snyder , C.M. 2005 . The influence of expert reviews on consumer demand for experience goods: A case study of movie critics . Journal of Industrial Economics , 53 ( 1 ) : 27 – 51 . doi: 10.1111/j.0022-1821.2005.00244.x
   Web of Science ®Google Scholar
• Rentschler , R. , Radbourne , J. , Carr , R. and Rickard , J. 2001 . Relationship marketing, audience retention and performing arts organization viability . International Journal of Non-profit and Voluntary Sector Marketing , 7 ( 2 ) : 118 – 130 . doi: 10.1002/nvsm.173
   Google Scholar
• Saayman , A. and Saayman , M. 2006 . Ekonomiese impak en profiel van besoekers aan die Aardklop Nasionale Kunstefees , Potchefstroom : Instituut vir Toerisme en Vryetydstudies .
   Google Scholar
• Saayman , M. , Slabbert , E. and Saayman , A. 2005 . Profile and economic impact of Volksblad Arts Festival , Potchefstroom : Institute for Tourism and Leisure Studies .
   Google Scholar
• Scheff , J. 1999 . Factors influencing subscription and single-ticket purchases at performing arts organizations . International Journal of Arts Management , 1 ( 2 ) : 16 – 27 .
   Google Scholar
• Scheff-Bernstein , J. 2007 . Arts marketing insights: The dynamics of building and retaining performing arts audiences , New York : Wiley .
   Google Scholar
• Shah , K. and de Souza , A. 2009 . Advertising and promotions: An IMC perspective , New York : Tata McGraw-Hill .
   Google Scholar
• Slabbert , E. , Kruger , M. , Viviers , P. , Saayman , M. and Saayman , A. 2009 . The socio-economic impact of visitors to the ABSA KKNK in Oudtshoorn , Potchefstroom : Institute for Tourism and Leisure Studies .
   Google Scholar
• Slack , F. , Rowley , J. and Coles , S. 2007 . Consumer behaviour in multi-channel contexts: The case of a theatre festival . Internet Research , 18 ( 1 ) : 46 – 59 . doi: 10.1108/10662240810849586
   Web of Science ®Google Scholar
• Smith , K.A. 2007 . The distribution of event tickets . Event Management , 10 ( 1 ) : 185 – 196 . doi: 10.3727/152599507783948657
   Google Scholar
• Snowball , J.D. 2005 . Art for the masses? Justification for the public support of the arts in developing countries: Two arts festivals in South Africa . Journal of Cultural Economics , 29 ( 2 ) : 107 – 125 . doi: 10.1007/s10824-005-5064-5
   Google Scholar
• Sochay , S. 1994 . Predicting the performance of motion pictures . Journal of Media Economics , 7 ( 4 ) : 1 – 20 . doi: 10.1207/s15327736me0704_1
   Google Scholar
• Stigler , G. and Becker , G.S. 1977 . De Gustibus non est disputandum . Journal of Political Economy , 67 ( 1 ) : 76 – 90 .
   Google Scholar
• Swanson , S. , Davis , J. and Zhao , Y. 2008 . Art for arts’ sake? An examination of motives for arts performance attendance . Nonprofit and Voluntary Sector Quarterly , 37 ( 2 ) : 300 – 323 . doi: 10.1177/0899764007310418
   Web of Science ®Google Scholar
• Tassiopoulos , D. 2005 . Event management: A professional and developmental approach , Lansdowne : Juta Education .
   Google Scholar
• Thrane , C. 2002 . Jazz Festival visitors and their expenditures: Linking spending patterns to musical interest . Journal of Travel Research , 40 ( 3 ) : 281 – 286 . doi: 10.1177/0047287502040003006
   Google Scholar
• Throsby , D.C. 1983 . Perception of quality in demand for the theatre . Journal of Cultural Economic , 14 ( 1 ) : 65 – 82 . doi: 10.1007/BF02268198
   Google Scholar
• Throsby , D.C. 1990 . Perception of quality in demand for the theatre . In : W.S. Hendon and J.I. Shanahan , Economics of cultural decisions . Cambridge , MA : Abt Books , 162 – 176 .
   Google Scholar
• Tkaczynski , A. and Stokes , R. 2010 . Festperf: A service quality measurement scale for festivals . Event Management , 14 ( 1 ) : 69 – 82 . doi: 10.3727/152599510X12724735767679
   Google Scholar
• Tobia , S. 2004 . Quality in the performing arts: Aggregating and rationalizing expert opinion . Journal of Cultural Economics , 28 ( 2 ) : 109 – 124 . doi: 10.1023/B:JCEC.0000019472.97483.8c
   Google Scholar
• Upright , C.B. 2004 . Social capital and cultural participation: spousal influences on attendance at arts events . Poetics , 32 ( 2 ) : 129 – 143 . doi: 10.1016/j.poetic.2004.02.002
   Web of Science ®Google Scholar
• Urrutiaguer , D. 2002 . Quality judgements and demand for French public theatre . Journal of Cultural Economics , 26 ( 3 ) : 185 – 202 . doi: 10.1023/A:1015696816657
   Google Scholar
• Uys , M.C. 2003 . A sustainable marketing strategy for Dutch tourists to South Africa . MCom dissertation , Potchefstroom University for Christian Higher Education .
   Google Scholar
• van Zyl , C. 2005 . Optimum market-positioning models for South African Arts festivals scenarios . Pretoria : University of South Africa . (Thesis – DCom) .
   Google Scholar
• van Zyl , C. and Strydom , J.W. 2007 . The use of game theory to determine the optimum market position of selected arts festivals in South Africa . Southern African Business Review , 11 ( 3 ) : 121 – 143 .
   Google Scholar
• Wallace , W.T. , Seigerman , A. and Holbrook , M.B. 1993 . The role of actors and actresses in the success of films . Journal of Cultural Economics , 17 ( 1 ) : 1 – 27 . doi: 10.1007/BF00820765
   Google Scholar
• Walo , M. , Bull , A. and Breen , H. 1997 . Achieving economic benefits at local events: A case study of a local sports event . Festival Management and Event Tourism , 4 ( 3–4 ) : 95 – 106 .
   Google Scholar
• Weinberg , C. 1986 . Arts plan: Implementation, evolution and usage . Marketing Science , 5 , 143 – 158 , Spring . doi: 10.1287/mksc.5.2.143
   Google Scholar
• Werck , K. and Heyndels , B. 2007 . Programmatic choices and the demand for theatre: The case of Flemish theatres . Journal of Cultural Economic , 31 ( 1 ) : 25 – 41 . doi: 10.1007/s10824-006-9026-3
   Web of Science ®Google Scholar
• Willis , K.G. and Snowball , J.D. 2009 . Investigating how the attributes of live theatre productions influence consumption choices using conjoint analysis: The example of the National Arts Festival, South Africa . Journal of Cultural Economics , 33 ( 3 ) : 167 – 183 . doi: 10.1007/s10824-009-9097-z
   Web of Science ®Google Scholar
• Withers , G. 1980 . Unbalanced growth and the demand for performing arts: An econometric analysis . Southern Economic Journal , 46 ( 3 ) : 735 – 742 . doi: 10.2307/1057143
   Web of Science ®Google Scholar
• Yoon , Y. , Lee , J. and Lee , C. 2010 . Measuring festival quality and value affecting visitors’ satisfaction and loyalty using a structural approach . International Journal of Hospitality Management , 29 ( 2 ) : 335 – 342 . doi: 10.1016/j.ijhm.2009.10.002
   Web of Science ®Google Scholar
• Zufryden , F. 2000 . New film website promotion and box-office performance . Journal of Advertising Research , 40 ( 1–2 ) : 55 – 64 .
   Web of Science ®Google Scholar