Sponsorship and advertising in sport: a study of consumers’ attitude

Abstract

ABSTRACTResearch question: Advertising has been considered a less efficient vehicle of marketing communication. One recent study refuted that consumers’ attitude towards advertising was rather favourable in sport. This study compared consumers’ attitudes between advertising and sponsorship in sport and examined the antecedents (beliefs) and consequence (purchase intentions) of attitude in advertising and sponsorship.Research methods: Data were collected from 324 consumers. For testing of psychometric properties of the measures, a confirmatory factor analysis and a multiple invariance test were employed. A paired t-test, structural equation modelling, and invariance tests were conducted to test the research hypotheses.Results and Findings: There was no significant difference in consumers’ attitudes between advertising and sponsorship which were both deemed favourable. The path analyses revealed two positive beliefs (product information and hedonism/pleasure) and one negative belief (falsity/no sense) as significant predictors of attitude in both models. Good for the economy was an additional significant predictor of attitude in advertising but it was not so in sponsorship. The strengths of the three path coefficients were statistically identical across the two models. Attitude was a significant indicator of purchase intentions in both models; however, the invariance test revealed that the path in adverting was statistically stronger than that in sponsorship.Implications: This study provides important knowledge about consumers’ cognitive structures that could explain their decision making processes. Sport marketers could develop their promotion strategies more successfully, conveying their intent in a manner consistent with positive beliefs and avoiding negative beliefs.