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Recruiting Women to a Male-Dominated Activity: A Case Study of Women’s Nonparticipation in Fantasy Sport

Brody J. Ruihley and Heidi Grappendorf

Fantasy Sports Collection, Inc. (FSC) is a fantasy sport organization offering fantasy play since 2005. Having plateaued in consumer growth, FSC is faced with difficult financial decisions. In a brainstorming session regarding new initiatives, Molly Brinkmeyer suggested an idea to purposefully market to and recruit more women to preestablished offerings. Molly’s reasons driving this idea were the fact that only 14% of their consumers were women and, after an evaluation of FSC’s marketing campaigns, employees of FSC quickly saw that advertisements were overtly produced for men. FSC’s management team felt that this was an idea worth pursuing. They charged Molly with acquiring information about women’s fantasy sport participation and gave her a 3-week window to learn more and report back. She found that women’s top perceptions of the activity were that: (a) the activity was time consuming; (b) the activity required research, surveillance, and information; (c) they had no interest or understanding of it; (d) they felt the activity was too competitive; (e) they thought it wasn’t real; and (f) they still had a positive opinion of fantasy sport. With this new information, marketing decisions could now be made to address existing concerns by women regarding fantasy sport participation.