The Role of Web Site Content on Motive and Attitude Change for Sport Events

in Journal of Sport Management
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Sport event tourism is a major component of sport related tourism in many countries. Sport event organizations should strive to develop Internet marketing communication that features event information relevant to potential sport tourists. Using the Psychological Continuum Model (PCM) as its theoretical framework, this article presents two studies examining information requirements for sport event Web sites and evaluating the impact of Web site communications on consumer motivation and attitudes toward the event. Study 1 first used an open-ended response listing exercise to identify 15 information themes that should be accessible on a sport event Web site (N = 54) and then demonstrated in a between-subjects experimental design that providing these information themes increased satisfaction with the Web site (N = 40). Study 2 used a within-subjects experimental design to reveal that provision of these information themes had no impact on travel motives, but did increase favorable attitudes toward a sport event and intention to attend the event (N = 39). This research provides evidence that Web site marketing communication does activate attitude change within consumers, as well as empirical support for attitude change within the PCM framework. Findings highlight the potential strategic use of Web site communication for sport event organizers to enhance consumer attitudes toward the event and increase attendance.

Filo is with the Dept. of Sport Management, Isenberg School of Management, University of Massachusetts, Amherst, MA 01003. Funk, and Hornby are with the Dept. of Tourism, Leisure, Hotel, and Sport Management, Griffith Business School, Griffith University, Gold Coast Campus, Queensland 9726, Australia.

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