O Papel do Envolvimento e do Orgulho nas Decisões de Consumo de Pacotes de Preços: Um Estudo com Ingressos de Futebol no Brasil

Abstract

This paper examines the influence of price bundling on decision to buy and consume soccer match tickets in Brazil, also testing the effect that pride and involvement play in purchase decisions. The marketing literature shows solid evidence that price bundling influences consumers decisions. Therefore, studies found the occurrence of a phenomenon called transaction decoupling which involves the level of coupling of costs and benefits of consumption situations and could be a strong motivational factor moderating in this relationship. In the sports context, another variable that may influence on fans is pride. This sentiment is the keystone of sports consumption and the fans are driven by it. Thereby, the involvement and pride variables are tested as possible moderating effects on soccer matches tickets consumption. We designed an experiment to test these relationships. Results indicate a direct effect of involvement on transaction decoupling, but not of price bundling or pride. People more highly involved with soccer game were more likely to attend matches due to their greater attention to irrecoverable costs, and experience more pain, regret, repurchase intention and sense of waste than less involved individuals. Performance does not seem to influence people’s decision-making process, as it is merely one of the antecedents in rooting for a team. The main contribution of this paper is show that coupling of transaction costs and benefits can be motivated by the intensity of the relationship between an individual and a sports objective.