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“I support your team, support me in turn!”: The driving role of consumers' affiliation with the sponsored entity in explaining behavioral effects of sport sponsorship leveraging activities

Author

Listed:
  • Jean-Luc Herrmann

    (CEREFIGE - Centre Européen de Recherche en Economie Financière et Gestion des Entreprises - UL - Université de Lorraine)

  • Mathieu Kacha

    (CEREFIGE - Centre Européen de Recherche en Economie Financière et Gestion des Entreprises - UL - Université de Lorraine)

  • Christian Derbaix

    (LACC - Laboratoire d 'Analyse du Comportement du Consommateur - FUCAM - Facultés Universitaires Catholiques de Mons)

Abstract

The sponsorship literature has only briefly examined the combined effects of leveraging activities with sponsorship. Although consumers' responses to sports sponsorship are expected to depend on the type of audience, no prior research has investigated the "driving" role of consumers' affiliation with the sponsored entity to explain the combined effects of leveraging activities with sponsorship. Drawing on social identity theory, this research – based on an experiment involving 2540 subjects – shows that a sponsor's sales-oriented leveraging activity (i.e. a promotional direct mail) containing an explicit statement of its sponsorship link with a sponsored sports entity, increases fans as well as non-fans' awareness of that link. However subsequent patronizing behaviors of the sponsor's stores and purchases in these stores are restricted to fans of the sponsored entity.

Suggested Citation

  • Jean-Luc Herrmann & Mathieu Kacha & Christian Derbaix, 2016. "“I support your team, support me in turn!”: The driving role of consumers' affiliation with the sponsored entity in explaining behavioral effects of sport sponsorship leveraging activities," Post-Print hal-01692835, HAL.
    • Handle: RePEc:hal:journl:hal-01692835
    DOI: 10.1016/j.jbusres.2015.05.016
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    Citations

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    Cited by:

    1. 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.
    2. Minh T. H. Le, 2023. "Does brand love lead to brand addiction?," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(1), pages 57-68, March.
    3. Teal, Renee & Roberts, Michele & Harrigan, Paul & Clarkson, Jo & Rosenberg, Michael, 2020. "Leveraging spectator emotion: A review and conceptual framework for marketing health behaviors in elite sports," Sport Management Review, Elsevier, vol. 23(2), pages 183-199.
    4. Lang, Le Dang & Lim, Weng Marc & Guzmán, Francisco, 2022. "How does promotion mix affect brand equity? Insights from a mixed-methods study of low involvement products," Journal of Business Research, Elsevier, vol. 141(C), pages 175-190.
    5. Konstantinos Koronios & Lazaros Ntasis & Panagiotis Dimitropoulos & Anna Gerke, 2022. "Unlocking the black box of sponsorship in participant-based sport," Post-Print hal-03924080, HAL.

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