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Defending the Co-Branding Benefits of Sponsorship B2B Partnerships: The Case of Ambush Marketing

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  • FARRELLY, FRANCIS
  • QUESTER, PASCALE
  • GREYSER, STEPHEN A.

Abstract

This global study analyzes ambush marketing from the perspective of the sponsor and sport entity as partners in a business-to-business relationship. While it remains a real threat to the strategic co-branding objectives sought from the relationship, ambush is not necessarily as dangerous to sponsors as it has been in the past. Sponsors can use ambushers' attacks to their advantage by drawing attention to issues of legitimacy, by enhancing brand or corporate authenticity, and by appealing to consumers increasingly wary of disingenuous brands. Our findings confirm the potential to approach the sponsorship relationship as a co-marketing alliance to optimize co-branding objectives and to negate the effects of ambush.

Suggested Citation

  • Farrelly, Francis & Quester, Pascale & Greyser, Stephen A., 2005. "Defending the Co-Branding Benefits of Sponsorship B2B Partnerships: The Case of Ambush Marketing," Journal of Advertising Research, Cambridge University Press, vol. 45(3), pages 339-348, September.
    • Handle: RePEc:cup:jadres:v:45:y:2005:i:03:p:339-348_05
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    Citations

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    Cited by:

    1. Ralf van der Lans & Bram Van den Bergh & Evelien Dieleman, 2014. "Partner Selection in Brand Alliances: An Empirical Investigation of the Drivers of Brand Fit," Marketing Science, INFORMS, vol. 33(4), pages 551-566, July.
    2. Yunchao Bai & Brian H. Yim & John Breedlove & James J. Zhang, 2021. "Moving Away from Category Exclusivity Deals to Sponsorship Activation Platforms: The Case of the Ryder Cup," Sustainability, MDPI, vol. 13(3), pages 1-21, January.
    3. T. Bettina Cornwell & Youngbum Kwon, 2020. "Sponsorship-linked marketing: research surpluses and shortages," Journal of the Academy of Marketing Science, Springer, vol. 48(4), pages 607-629, July.
    4. Wolfsteiner, Elisabeth & Grohs, Reinhard & Reisinger, Heribert, 2021. "The impact of name and shame disclosure strategies on sponsor and ambusher brand attitude," Journal of Business Research, Elsevier, vol. 124(C), pages 770-779.
    5. Herrmann, Jean-Luc & Kacha, Mathieu & Derbaix, Christian, 2016. "“I support your team, support me in turn!”," Journal of Business Research, Elsevier, vol. 69(2), pages 604-612.
    6. Lopez, Colin & Pizzo, Anthony D. & Gupta, Keshav & Kennedy, Heather & Funk, Daniel C., 2021. "Corporate growth strategies in an era of digitalization: A network analysis of the national basketball association’s 2K league sponsors," Journal of Business Research, Elsevier, vol. 133(C), pages 208-217.
    7. T. Bettina Cornwell & Michael S. Humphreys & Emerald A. Quinn & Anna R. McAlister, 2012. "Memory of Sponsorship-Linked Marketing Communications," SAGE Open, , vol. 2(4), pages 21582440124, December.
    8. Kleopatra Konstantoulaki & Ioannis Rizomyliotis & Apostolos Giovanis & Vittorio Conti & Christos Kallandranis, 2017. "Sponsoring Sports Teams with Low Media Exposure: An Exploratory Investigation on Small and Medium Sized B2B Firms," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 9(5), pages 77-94, October.
    9. Konstantinios Koronios & Marina Psiloutsikou & Athanasios Kriemadis & Petros Kolovos, 2016. "The effect of perceived motivation of sports sponsorship: Evidence from basketball fans," International Journal of Business and Economic Sciences Applied Research (IJBESAR), International Hellenic University (IHU), Kavala Campus, Greece (formerly Eastern Macedonia and Thrace Institute of Technology - EMaTTech), vol. 9(2), pages 33-45, June.
    10. Pitt, Leyland & Parent, Michael & Berthon, Pierre & Steyn, Peter G., 2010. "Event sponsorship and ambush marketing: Lessons from the Beijing Olympics," Business Horizons, Elsevier, vol. 53(3), pages 281-290, May.
    11. Pierre Genest & Léo Trespeuch, 2022. "Internet users’ perception about the impact of the pandemic on sports sponsorship [La perception des internautes face à l'impact de la pandémie sur le mécénat sportif]," Working Papers hal-03945701, HAL.
    12. Dickson, Geoff & Naylor, Michael & Phelps, Sean, 2015. "Consumer attitudes towards ambush marketing," Sport Management Review, Elsevier, vol. 18(2), pages 280-290.
    13. Hutter, Katharina & Schwarz, Uta, 2012. "Image Effect of Ambush Marketing: The Case of FIFA Soccer World Cup 2010," EconStor Conference Papers 96481, ZBW - Leibniz Information Centre for Economics.
    14. Ellis, Dana & Scassa, Teresa & Séguin, Benoit, 2011. "Framing ambush marketing as a legal issue: An Olympic perspective," Sport Management Review, Elsevier, vol. 14(3), pages 297-308, August.
    15. Martin, David S. & Bourdeau, Brian L. & Stephan, John, 2020. "Measuring the effectiveness of facility naming rights sponsorships," Journal of Business Research, Elsevier, vol. 110(C), pages 51-64.

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