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The multichannel effects of sponsorship: an empirical analysis


  • Daniela Andreini
  • Giuseppe Pedeliento


Sport sponsorship is gaining increasing attention in marketing research and practice. While the industry of sport sponsorship is booming, sponsoring companies are increasingly practising multi-site sponsorship strategies by combining traditional forms of sponsorship with an online presence. Yet, although scholars have suggested the investigation of the synergistic effects between traditional and online sponsorship as an emergent stream of research, any research to date have been issued on this topic. By drawing on previous studies in the multichannel retailing literature the aim of this research is primarily that of investigating if positive feelings and attitude toward a sponsoring brands receivers form in traditional settings, affect sponsorship receivers intention to purchase online sponsoring brands when multi-site sponsorship strategies are performed. Findings suggest the existence of interactive effects between traditional and online sponsorship.

Suggested Citation

  • Daniela Andreini & Giuseppe Pedeliento, 2014. "The multichannel effects of sponsorship: an empirical analysis," MERCATI E COMPETITIVITÀ, FrancoAngeli Editore, vol. 2014(3), pages 65-83.
  • Handle: RePEc:fan:mcmcmc:v:html10.3280/mc2014-003005

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    References listed on IDEAS

    1. O’Reilly, Norm & Lafrance Horning, Denyse, 2013. "Leveraging sponsorship: The activation ratio," Sport Management Review, Elsevier, vol. 16(4), pages 424-437.
    2. Tandy Chalmers Thomas & Linda L. Price & Hope Jensen Schau, 2013. "When Differences Unite: Resource Dependence in Heterogeneous Consumption Communities," Journal of Consumer Research, Oxford University Press, vol. 39(5), pages 1010-1033.
    3. Cornwell, T. Bettina & Coote, Leonard V., 2005. "Corporate sponsorship of a cause: the role of identification in purchase intent," Journal of Business Research, Elsevier, vol. 58(3), pages 268-276, March.
    4. repec:eee:jouret:v:85:y:2009:i:3:p:376-390 is not listed on IDEAS
    5. Cliffe, Simon J. & Motion, Judy, 2005. "Building contemporary brands: a sponsorship-based strategy," Journal of Business Research, Elsevier, vol. 58(8), pages 1068-1077, August.
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