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Impact of Sports Sponsorship Motivation on Consumer Purchase Intention: Mediating Effect Based on Consumer Attitude

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  • Jianjun Li

    (Management School, Shanghai University of International Business and Economics, Shanghai 201620, China)

  • Zhenyu Gu

    (School of Statistics and Information, Shanghai University of International Business and Economics, Shanghai 201620, China)

  • Yonghui Dai

    (Management School, Shanghai University of International Business and Economics, Shanghai 201620, China)

Abstract

Sponsorship is very important for the sustainable development of sports, and the motivation of sponsors will have an impact on consumers’ willingness to buy the products of sports sponsors. This paper takes China’s CBA sports sponsors, TCL Corporation and Li Ning Corporation, as examples to conduct an empirical stud. Structural equation model, regression analysis, and correlation analysis are used in our study. The results show that altruistic sponsorship motivation has a positive impact on consumer attitude and purchase intention. Sponsorship egoistic motivations have a reverse impact on consumer attitudes. However, the reverse impact on purchase intention is relatively low. Consumer attitude plays a mediating role in the process of sponsorship motivation influencing purchase intention. Based on SOR (Stimulus- Organism-Response) theory, this paper proposes a model to study the impact of sponsorship motivation on customers’ purchase intention and comes to the conclusion of the intermediary effect of consumer attitude in the impact of sponsorship motivation on customers’ purchase intention. Our study provides a reference for the study of the impact of sports sponsorship motivation on consumer purchase intention.

Suggested Citation

  • Jianjun Li & Zhenyu Gu & Yonghui Dai, 2022. "Impact of Sports Sponsorship Motivation on Consumer Purchase Intention: Mediating Effect Based on Consumer Attitude," Sustainability, MDPI, vol. 14(22), pages 1-15, November.
    • Handle: RePEc:gam:jsusta:v:14:y:2022:i:22:p:15430-:d:978564
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    References listed on IDEAS

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    1. Marc Mazodier & Dwight Merunka, 2012. "Achieving brand loyalty through sponsorship: the role of fit and self-congruity," Post-Print hal-01822308, HAL.
    2. Khurram Sultan & Saja Akram & Sara Abdulhaliq & Deema Jamal & Rezan Saleem, 2019. "A Strategic Approach to the Consumer Perception of Brand on the Basis of Brand Awareness and Brand Loyalty:A Comparative Analysis of Coke & Pepsi Brands in Erbil KRI," International Journal of Research in Business and Social Science (2147-4478), Center for the Strategic Studies in Business and Finance, vol. 8(3), pages 33-44, May.
    3. Chien, P. Monica & Cornwell, T. Bettina & Pappu, Ravi, 2011. "Sponsorship portfolio as a brand-image creation strategy," Journal of Business Research, Elsevier, vol. 64(2), pages 142-149, February.
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    Cited by:

    1. Tien-Chin Wang & Tsai-Yun Huang & Chien-Hui Lee, 2023. "Exploring the Preference of Corporations for Sponsorship Motives and the Impact of Sponsorship Motives on Sponsoring Intention in Post-Epidemic Era: Using Two Different Approaches—FPR and SEM," Sustainability, MDPI, vol. 15(10), pages 1-22, May.

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