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Consumers' responses to sponsorship by foreign companies

Meng-Lewis, Yue; Thwaites, Des and Gopalakrishna Pillai, Kishore (2013). Consumers' responses to sponsorship by foreign companies. European Journal of Marketing, 47(11/12) pp. 1910–1930.

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DOI (Digital Object Identifier) Link: https://doi.org/10.1108/EJM-06-2010-0347
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Abstract

Purpose:
The study aims to explore the novel issue of how consumers perceive sponsorship initiatives by foreign companies and how the sponsors' country-of-origin (COO) cue may influence sponsorship outcomes.

Design/methodology/approach:
The measurement model and proposed relationships were tested based on a sample of 811 Chinese consumers using confirmatory factor analysis and structural path analysis.

Findings:
The results reveal that attitudes toward the sponsor completely mediate the effect of event involvement on willingness to buy from the sponsor (WBS). Attitudes toward the sponsor also partially mediate the relationship between economic animosity towards a specific sponsor's COO and WBS. Additionally, the level of a country's economic competitiveness found to moderate the negative relationship between economic animosity, attitudes toward the sponsor and WBS.

Research limitations/implications:
The nature of the product type and the desire of the consumer to own such a product may have influenced the measurement of willingness to buy.

Practical implications:
The research adds to the existing knowledge by identifying the opportunities and potential biases that a foreign company may encounter when considering sponsoring a mega sport event in a different cultural context. The study helps managers to understand how sports sponsorship could be used effectively in emerging markets.

Originality/value:
The proposed conceptual model advances the application of classical conditioning theory, the consumer animosity model of foreign product purchase and the belief-attitude-intention hierarchy in the sponsorship arena. It is the first investigation of the role of event involvement and economic animosity in understanding sponsorship responses.

Item Type: Journal Item
Copyright Holders: 2013 Emerald Group Publishing Limited
Keywords: Sport sponsorship; Event involvement; Economic animosity; Attitudes toward the sponsor; Willingness to buy; Economic competitiveness; Sports; Sporting events;
Academic Unit/School: Faculty of Business and Law (FBL) > Business > Department for Strategy and Marketing
Faculty of Business and Law (FBL) > Business
Faculty of Business and Law (FBL)
Item ID: 61839
Depositing User: Yue Meng-Lewis
Date Deposited: 14 Jun 2019 09:40
Last Modified: 21 Jun 2019 16:54
URI: http://oro.open.ac.uk/id/eprint/61839
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