Focus on Brand Choice: Assessing the Behavioral Response to Sponsorship-Linked Communication

in Journal of Sport Management
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Current knowledge on the behavioral response to sponsorship is to a large degree based on field studies measuring self-reported purchase intentions. In an effort to provide more solid evidence for the impact of sponsorship-linked communication on brand choice behavior, a controlled lab study was carried out. A fictitious brand was created and virtually embedded into real sport broadcasts serving as stimulus clips. To measure the cognitive, affective, and behavioral outcomes, multiple methods such as eye tracking, a brand feeling scale, and a spontaneous choice test were applied. Compared with the control group, participants in the stimulus group were significantly more likely to choose the fictitious target brand. Moreover, the study finds that brand choice behavior is sensitive to changes in brand feelings. The results can be regarded as a next step in predicting the behavioral outcomes from sponsorship as the basis to calculate its financial return.

Rumpf and Breuer are with the Institute of Sport Economics and Sport Management, German Sport University Cologne, Cologne, Germany.

Address author correspondence to Christopher Rumpf at c.rumpf@dshs-koeln.de.
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