Price setting in the sponsorship of sport, charity, arts and entertainment is usually negotiated, and private, so we know little about what determines price. With a sample of publicly available sponsorship proposals, the relationship between sponsorship characteristics and price set by the property is examined. Media coverage and attendance levels are hypothesized to have a positive impact on property price, as are a host of on-site communications. Overall the most influential variable explaining the property’s asking price is media coverage. In contrast, on-site communications are not important in price setting. Interestingly, access to property offerings such as celebrities and venues has a significant positive impact on property price. While the empirical investigation is limited to the relationship between communication characteristics and asking price, the price negotiation process and property-based characteristics that lead to the final price are also discussed.
Wishart is with the Dept. of Marketing, University of Queensland, Brisbane, Queensland, Australia. Lee is with the Dept. of Sport Management, University of Michigan, Ann Arbor, MI. Cornwell is with the Dept. of Marketing, University of Oregon, Eugene, OR.