Marketing

This study presents analysis of the impact of “official product” sports sponsorships with the National Football League (NFL), Major League Baseball (MLB), the National Hockey League (NHL), the National Basketball Association (NBA), and the Professional Golfers Association (PGA) on the stock prices of sponsoring firms. The primary finding of the study is that, in the main, announcements were accompanied by increases in shareholder wealth. The 53 sponsors analyzed experienced mean increases in stock valuations of about $257 million. A multiple regression analysis of firm-specific stock price changes and selected corporate and sponsorship attributes indicates that official product sponsorships with the NBA, NHL, and PGA and those with smaller market shares were associated with the largest gains in share prices. Although corporate cashflow (a proxy for agency conflicts) is statistically unrelated to shareholder approval, sponsorships by high-technology companies were associated with stronger stock price reactions than otherwise. Finally, product congruence with the sponsored sport was positively related to changes in stock prices.

Title sponsorships are often considered the crown jewels of sports sponsorship programs. Garnering top media coverage, title sponsorships are prized for both generating brand/product awareness and building image for their sponsors. Not surprisingly, the rising cost of title sponsorships has led some managers to question their underlying value. Accordingly, this study presents an analysis of the impact of 114 title sponsorship announcements of professional tennis and golf tournaments (both men’s and women’s), auto racing (NASCAR), and college bowl games on the stock prices of sponsoring firms. Overall, the results of the study suggest that title sponsorships are generally signed at market-clearing prices. Thus, companies undertaking title sponsorships typically receive exactly what they pay for—except in the case of NASCAR races (which show evidence of increases in share prices). Splitting the sample into new and renewing sponsorships generates results which differ dramatically by sport. Finally, a cross-sectional regression finds congruence of sport and sponsor, sponsorship by high tech firms and sponsorships by large firms all correlated with perceived sponsorship success.

The internet is explored in light of its ability to enhance crosscultural communications. The internet exhibits many of the characteristics of a culture and as such can be used by marketers for enhancing meaning transfer between national cultures. We present the concept of a bridge culture as exhibited by the internet and discuss the implications of such a phenomenon for marketers in terms of interactive international communication.

Research into consumer responses to event sponsorships has grown in recent years. However, the effects of consumer knowledge on sponsorship response have received little consideration. Consumers' event knowledge is examined to determine whether experts and novices differ in information processing of sponsorships and whether a sponsor's brand equity influences perceptions of sponsor–event fit. Six sponsors (three high equity/three low equity) were paired with six events. Results of hypothesis testing indicate that experts generate more total thoughts about a sponsor–event combination. Experts and novices do not differ in sponsor–event congruence for high-brand-equity sponsors, but event experts perceive less of a match between sponsor and event for low-brand-equity sponsors. © 2004 Wiley Periodicals, Inc.

This paper examines the longterm unaided recall and aided recognition of a collegiate basketball team's sponsors. Based on a sample of 222 individuals, it was found that respondents had trouble recalling sponsorship sources, and confounded sponsors and advertisers. Individuals who were involved in basketball were the most likely to recognise sponsors.

This paper considers how the Internet can be used to leverage commercial sponsorships to enhance audience attitudes toward the sponsor. Definitions are offered that distinguish the terms leverage and activation with respect to sponsorship-linked marketing; leveraging encompasses all marketing communications collateral to the sponsorship investment, whereas activation relates to those communications that encourage interaction with the sponsor. Although activation in many instances may be limited to the immediate event-based audience, leveraging sponsorships via sponsors' Web sites enables activation at the mass-media audience level. Results of a Web site navigation experiment demonstrate that activational sponsor Web sites promote more favorable attitudes than do nonactivational Web sites. It is also shown that sponsorsponsee congruence effects generalize to the online environment, and that the effects of sponsorship articulation on audience attitudes are moderated by the commerciality of the explanation for the sponsor-sponsee relationship. Importantly, the study reveals that attitudinal effects associated with variations in leveraging, congruence, and orientation of articulation may be sustained across time. © 2008 Wiley Periodicals, Inc.

Nonprofit organizations (NPOs) have attracted significant levels of support from corporate sponsors over the past decade. Despite this significant and continuing interest, very little is known about how consumers perceive and respond to corporate sponsors of NPOs. Drawing on social identity theory, the authors propose that willingness to purchase sponsoring firms' products be related to consumers' identification with an NPO. Possible antecedents of identification with an NPO are also modeled, including the prestige of an NPO, consumers' affiliation with an NPO, and their motivation to support a cause. As predicted, the results find a positive relationship between consumers' identification with an NPO and their intentions to purchase sponsors' products. The results also suggest an important role for identification with an NPO in mediating the relationships between the antecedents studied here and consumers' purchase intentions. Finally, the moderating effects of biodata (life experiences) on several modeled relationships are examined. D

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This paper explores the relationship between the body, masculinity and the consumption of body-focussed activities. It examines the meaning and importance of strength training for men. Strength training is of interest because its increase in popularity is occurring at a particular point in time when a growing number of men are experiencing insecurities over their masculine identities as a result of recent socio-economic changes. This paper proposes that men today are facing a dilemma in terms of masculine identity. This dilemma hinges on the growing objectification of the male body in the media and its cultural messages regarding masculinity.

The meanings held by events are sometimes transferable to a brand through sponsorship. The perceived sponsor-property fit affects brand evaluations. This research hypothesizes that in the case of a sponsorship portfolio, the source of image transfer can be composite, and brand image association may depend on the perceived fit between sponsorships. Building on theories of social cognition and categorization, this research proposes two dimensions of fit: sponsorship category relatedness and event personality fit. Two experiments show that categorical relatedness between sponsorships not only leads to the creation of a unified brand personality for the sponsor, but also enhances brand meaning consistency and clarity. Central categoryrelated traits cue a category membership framework that integrates sponsorships in the portfolio. Under conditions of category ambiguity, the impact of event personality fit emerges. Interestingly, the findings suggest that sponsored properties having a "spiky" brand personality (having both high and low performance on dimensions) may communicate most clearly in a portfolio.

Worldwide, the marketing and promotion practices of tobacco firms are coming under scrutiny. Although tobacco advertising in traditional media such as television has been banned in most countries for many years, the use of nontraditional media such as sponsorship has only recently come into question. This paper analyzes how sponsorship-linked marketing programs function like advertising in promoting tobacco products. The various marketing tactics utilized by international tobacco firms are discussed as are policy recommendations for governments, businesses, households, and communities that seek to reduce tobacco promotion in their environments.

Concern over obesity finds policy makers struggling to understand marketing's role in food choice, but with a limited empirical base to inform them. Because food patterns established in childhood influence life-long patterns, toy premiums that may sway food preference are being questioned. The motivational pull of collectible toys is of particular interest in this discussion because repeated exposure to foods engendered by frequent purchases to obtain collectibles may establish food preference. Thus, Study 1 addresses the role of collectible toys as premiums accompanying food offerings. The authors show that these premiums influence children's attitudes toward both unhealthful and healthful meal offerings. In Study 2, a choice task reveals that a healthful meal is favored when it is paired with a collectible toy premium and the unhealthful meal is presented with no premium. Findings are discussed in terms of providing an evidence base for policy decisions.

Corporate sponsorship value is brought into question when false recognition of foils suggests confusion regarding true sponsors. While an indicator of confusion, recognition false alarms do not tell the entire story regarding memory for sponsorevent relationships. Two free recall experiments show relatively good memory for sponsors and also that under certain conditions, the mention of direct competitors can actually facilitate recall of true sponsors and events. The findings point to the importance of understanding the memory-based characteristics of measurement as well as to the memory-supported decision-making tasks that sponsorship information might eventually influence.

The purpose of this paper is to examine how consumers process a brand's sponsorship portfolio that contains multiple events with distinctive or even incomparable images. We seek to address this gap in consumer-focused sponsorships research by clarifying the memory dynamics ...

Adults and children are repeatedly exposed to the pairing of food and drink as found in meal deals and "combos." There may arise from this indoctrination, a contingent relationship between drink context and food preference. Our multi-method research examines food and drink combining. A survey-based study examines the food and drink pairing preferences of adults (N = 60), while a laboratory study with young children (N = 75, aged three to five) examines the role of drink context on vegetable consumption. The adult survey finds strong food and drink combining preferences. The pairing of soft drinks with calorie dense foods is regarded favorably, while the pairing of soft drinks with vegetables is not. In child food trials, vegetable consumption is not influenced by the child's fussiness but is influenced by the drink accompaniment. In limited contexts, these findings demonstrate the contingent relationship between drink context and food consumption. Both palate preference and associative learning may be mechanisms driving the effects of drink context on food consumption. The findings suggest simple consumer strategies that might be employed to change dietary patterns (e.g., drink water with meals), and hold straightforward policy implications (e.g., increase water as the default option in meal deals).

Purpose-This research aims to examine the impact of celebrity credibility on consumer-based equity of the endorsed brand. The mediating role of brand credibility and the moderating role of the type of branding (parent versus sub-brand) employed by the endorsed brand on the endorser credibility-brand equity relationship are also to be examined. The endorser credibility-brand equity relationship was developed using associative learning principles whereas the brand signalling theory is applied to examine the mediating role of brand credibility. Design/methodology/approach-The conceptual framework was tested using a field experiment. Data were collected using a mall-intercept approach at a shopping centre from a sample of consumers in a metropolitan Australian city. The data were analysed using structural equation modelling. Findings-Results suggest endorser credibility has an indirect impact on brand equity when this relationship is mediated by brand credibility. This mediating relationship was moderated by type of branding. However, the "endorser credibility-brand credibility" and "endorser credibility-brand equity" relationships did not vary according to the type of branding employed. Practical implications-In support of past findings, the present study shows that a celebrity endorser should be one who is perceived as credible based on their attractiveness, expertise and trustworthiness. Moreover, in this research, even a moderately low credibility endorser proved to be able to build the brand. Originality/value-The present study is one of the first to empirically examine and confirm the impact of endorser credibility on brand credibility and consumer-based brand equity.