Arts Marketing Insights: The Dynamics of Building and Retaining Performing Arts Audiences

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John Wiley & Sons, Jan 19, 2011 - Business & Economics - 320 pages
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Audience behavior began to shift dramatically in the mid 1990s. Since then, people have become more spontaneous in purchasing tickets and increasingly prefer selecting specific programs to attend rather than buying a subscription series. Arts attenders also expect more responsive customer service than ever before. Because of these and other factors, many audience development strategies that sustained nonprofit arts organizations in the past are no longer dependable and performing arts marketers face many new challenges in their efforts to build and retain their audiences. Arts organizations must learn how to be relevant to the changing lifestyles, needs, interests, and preferences of their current and potential audiences.

Arts Marketing Insights offers managers, board members, professors, and students of arts management the ideas and information they need to market effectively and efficiently to customers today and into the future. In this book, Joanne Scheff Bernstein helps readers to understand performing arts audiences, conduct research, and provide excellent customer service. She demonstrates that arts organizations can benefit by expanding the meaning of "valuable customer" to include single-ticket buyers. She offers guidance on long-range marketing planning and helps readers understand how to leverage the Internet and e-mail as powerful marketing channels. Bernstein presents vivid case studies and examples that illustrate her strategic principles in action from organizations large and small in the United States, Great Britain, Australia, and other countries.

 

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Contents

Prologue
1
Chapter 1 The State of Performing Arts Attendance and the State of Marketing
5
Chapter 2 Exploring Characteristics of Current and Potential Performing Arts Audiences
25
Chapter 3 Understanding the Consumer MindSet
49
Chapter 4 Planning Strategy and Applying the Strategic Marketing Process
65
Chapter 5 Using Strategic Marketing to Define Deliver and Communicate Value
89
Chapter 6 Delivering Value Through Pricing Strategies
117
Chapter 7 Conducting and Using Marketing Research
143
Chapter 8 Leveraging the Internet and EMail Marketing
163
Chapter 9 Identifying and Capitalizing on Brand Identity
193
Chapter 10 Building Loyalty
209
Chapter 11 Valuing the Single Ticket Buyer
235
Chapter 12 Focusing on the Customer Experience and Delivering Great Customer Service
249
Epilogue
263
Index
281
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About the author (2011)

Joanne Bernstein is the executive director of Lake Forest Symphony in Illinois.

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