Kirk Wakefield

Professor Emeritus at Baylor University; Founder of Wakefield, a leading fan research firm

Research Expertise

marketing
sports
consumers
pricing

About

Kirk Wakefield, PhD, is a renowned expert in sports marketing, fan psychology, and sponsorship effectiveness. He served as the Edwin W. Streetman Professor of Retail Marketing at Baylor University's Hankamer School of Business, where he held the position of Executive Director of the Center for Sales Strategy in Sports and Entertainment (S3E) from 2004 to 2025. Under his leadership, the S3E program—the nation's only dedicated major in sports sponsorship and sales—placed hundreds of graduates in roles across professional sports teams and entertainment organizations. Wakefield is the author of *Team Sports Marketing* (2007) and now online (www.teamsportsmarketing.com), a widely adopted textbook known for its practical insights and humorous approach, used at universities including Baylor, Ohio State, Kentucky, Texas, Texas A&M, and Penn State. His extensive research, published in top-tier journals such as the *Journal of Marketing*, *Journal of Consumer Research*, *Journal of Retailing*, and *Journal of Advertising*, has garnered over 16,000 citations, ranking him in the top 2% of scientists globally per Stanford University metrics for the last four years running (2022-2025). In 2017, he founded *Wakefield* (wakefield.global), a firm that provides scientific measurement of sponsorship and partnership impact for more than 60 professional teams and dozens of major brands. A contributor to Forbes SportsMoney, Wakefield's work explores fan behavior, revenue generation, and industry trends. He holds a PhD in Marketing from Saint Louis University, an MBA from Baylor University, and a BA from Southwest Baptist University. Recognized for lifetime achievements by the American Marketing Association's Sport & Sponsorship-Linked Marketing SIG, Wakefield is also a marathoner and passionate advocate for bridging academia and the sports industry.

Legacy Map

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Publications

Excitement at the mall: Determinants and effects on shopping response
Journal of Retailing
1998
The effect of the servicescape on customers’ behavioral intentions in leisure service settings
Journal of Services Marketing
1996
The Importance of Servicescapes in Leisure Service Settings
Journal of Services Marketing
1994
Factors leading to group identification: A field study of winners and losers
Psychology and Marketing
1998
Customer response to intangible and tangible service factors
Psychology and Marketing
1999
Can A Retail Web Site be Social?
Journal of Marketing
2007
The Effects of Team Loyalty and Selected Stadium Factors on Spectator Attendance
Journal of Sport Management
1995
The effects of customer service on consumer complaining behavior
Journal of Services Marketing
1995
Situational price sensitivity: the role of consumption occasion, social context and income
Journal of Retailing
2003
Measurement and Management of the Sportscape
Journal of Sport Management
1996
Retailing hedonic consumption: A model of sales promotion of a leisure service
Journal of Retailing
1996
How consumer shopping orientation influences perceived crowding, excitement, and stress at the mall
Journal of the Academy of Marketing Science
2011
THE PERVASIVE EFFECTS OF SOCIAL INFLUENCE ON SPORTING EVENT ATTENDANCE
Journal of Sport and Social Issues
1995
Planning to Make Unplanned Purchases? The Role of In-Store Slack in Budget Deviation
Journal of Consumer Research
2010
An Examination of Dysfunctional Sport Fans: Method of Classification and Relationships with Problem Behaviors
Journal of Leisure Research
2006
I Spy a Sponsor: The Effects of Sponsorship Level, Prominence, Relatedness, and Cueing on Recall Accuracy
Journal of Advertising
2007
Spending on the Fly: Mental Budgets, Promotions, and Spending Behavior
Journal of Marketing
2010
The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence
Journal of Personal Selling & Sales Management
2004
Who are the price vigilantes? An investigation of differentiating characteristics influencing price information processing
Journal of Retailing
1993
How website socialness leads to website use
European Journal of Information Systems
2011
How Event Sponsors Are Really Identified: A (Baseball) Field Analysis
Journal of Advertising Research
2006
Social media network behavior: A study of user passion and affect
The Journal of Strategic Information Systems
2016
Using Fan Passion to Predict Attendance, Media Consumption, and Social Media Behaviors
Journal of Sport Management
2016
Affective Intensity and Sponsor Identification
Journal of Advertising
2010
Eco-Orientation: An Extension of Market Orientation in an Environmental Context
Journal of Marketing Theory and Practice
2000
Retrospective: the importance of servicescapes in leisure service settings
Journal of Services Marketing
2016
Cognitive Moral Development and the Impact of Perceived Organizational Ethical Climate on the Search for Sales Force Excellence: A Cross-Cultural Study
Journal of Personal Selling & Sales Management
2006
An Investigation of Visualization and Documentation Strategies in Services Advertising
Journal of Service Research
2004
Understanding Sponsorship: A Consumer-Centric Model of Sponsorship Effects
Journal of Advertising
2020
Cross-functional interface and disruption in CRM projects: Is marketing from Venus and information systems from Mars?
Journal of Business Research
2008
Situational influences on service quality evaluations
Journal of Services Marketing
2008
Modeling the consumer journey for membership services
Journal of Services Marketing
2017
Panacea or paradox? The moderating role of ethical climate
Journal of Personal Selling & Sales Management
2015
Promoting leisure services: economic and emotional aspects of consumer response
Journal of Services Marketing
1998
Industrial buyers' risk aversion and channel selection
Journal of Business Research
2006
The antecedents and consequences of intergroup affective polarisation on social media
Information Systems Journal
2022
How Sponsorships Work: the Sponsorship Engagement Model
Event Management
2012
An Examination of Construal Effects on Price Perceptions in the Advance Selling of Experience Services
Journal of Service Research
2017
Consumer Strategies to Improve the Efficacy of Posted Calorie Information: How Provincial Norms Nudge Consumers to Healthier Consumption
Journal of Consumer Affairs
2019
Test Marketing and Small Consumer Goods Manufacturing Firms
Journal of Marketing Theory and Practice
1993
Is Background Music Effective On Retail Websites?
Journal of Promotion Management
2017
How intergroup counter-empathy drives media consumption and engagement
Internet Research
2023
Are Brands Wasting Money On Sport Sponsorships?
Journal of Advertising Research
2020
How Name, Image and Likeness “Fit” in Sport Partnerships
Journal of Applied Sport Management
2021
What Attracts Fans To A Venue? 1
Routledge Handbook of Theory in Sport Management
2015
The Effects of Brand Relationship Norms on Consumer Attitudes and Behavior
Journal of Consumer Research
2004
Have We Got a Deal for You: Do You Want the Good News or Bad News First?
Journal of Service Research
2022
It's a matter of time: the interplay between deadlines and device modality on the path to online ticket purchases
Internet Research
2025
Why Do Spectators Go to the Game?
Developments in Marketing Science: Proceedings of the Academy of Marketing Science
2014
Family Communication Patterns
Journal of International Consumer Marketing
2006
Analysis of direct premium influence on brand attitudes and consumer purchase intention
Advances in Business, Management and Entrepreneurship
2020
The Marketing Concept and the Conceptualization of Market Strategy
Journal of Marketing Theory and Practice
1996

Education

Saint Louis University

PhD / 1991

Baylor University

MBA / 1981

Southwest Baptist University

BBA / 1980

Experience

Baylor University

Professor Emeritus / January, 2002January, 2025

Edwin W. Streetman Professor of Retail Marketing. As executive director of the Curb S3E Program at Baylor University work with and learn from executives from scores of pro teams agencies corporate partners and major film music companies. Responsible for generating over 7 million in development funds for Baylor University establishing the Keller Center as well as the Center for Sales Strategy in Sports Entertainment including the Curb S3E Program endowment.

Department Chair / January, 2002January, 2008

Department of Marketing

Professor / January, 2002January

Department of Marketing

University of Mississippi

Associate Professor / January, 1991January, 2002

Marketing Department Coordinator

Millikin University

Assistant Professor / January, 1989January, 1991

Completed Ph.D. dissertation at SLU as an Assistant Professor at Millikin.

Saint Louis University

Instructor / September, 1986August, 1989

Full-time instructor while completing Ph.D. Also worked as a secret shopper at the St. Louis Cardinals which provided the conceptual impetus for much of the fan research conducted in the 1990s.

ASARCO

Logistics Analyst / January, 1984January, 1985

None

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