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Taryn Wishart, Seung Pil Lee and T. Bettina Cornwell

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.

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Seung Pil Lee, T. Bettina Cornwell and Kathy Babiak

The objective of this study is to develop an instrument to measure the social impact of sport. While there is a rich literature suggesting and measuring the ways in which sport contributes to society, no broad, encompassing scale has been developed. A measure of this type is useful if sport initiatives are to gain social, political and financial support, especially in the form of corporate sponsorship. The proposed “Social Impact of Sport Scale” includes the dimensions of social capital, collective identities, health literacy, well-being and human capital. In addition to development of a detailed 75 item composite scale stemming largely from past measurement, a shorter set of global measures is also examined. A convenience sample of university students is used in scale development as well as a partial test of the scale in context. Results find support for the detailed scale and for the short global measure instrument. In addition, the partial test of the scale in a context of sport experience relevant to students is reported. The value of the scale in use and areas of future research are discussed.