28-6815 Box Office & Revenue Management

This course presents the strategic role of the box office manager in improving customer experience and maximizing revenues for live & performing arts organizations. It explores the applications of new technologies to better price and sell tickets. It analyzes all revenue management techniques (service and subscription design, online marketing and ticketing, sales forecasting, customer modeling, dynamic pricing, yield management, customer relationship management) and their functions for nonprofit and for-profit concerts, theater, dance, sport and entertainment events. It provides students with a mix of theoretical tools and practical applications that will prepare them for general management responsibilities.

3 Credits