The purchasing impact of fan identification and sports sponsorship

Michael Chih Hung Wang, Megha Jain, Julian Ming Sung Cheng, George Kyaw Myo Aung

Research output: Contribution to journalArticlepeer-review

28 Scopus citations

Abstract

Purpose: The purpose of this paper is to empirically verify the conventional cause-and-effect relationship of fan identification and purchase intention in the context of Asian fans when both the sponsoring firm and the sponsored team are Western. The paper also proposes and examines the mediating role of sponsor credibility and attitude towards sponsor in the relationship between fan identification and purchase intention. Design/methodology/approach: A field study was conducted in Bangkok, Thailand, where 350 questionnaires were collected from football fans. Findings: The findings reveal that, even when both the sponsoring firm and the sponsored sports team are western (i.e. foreign), Asian fans' identification with the team increases their purchase intention for sponsoring firm's goods. The research also confirms that sponsor credibility and attitude towards sponsors partially mediate the fan identification-purchase link. Originality/value: The paper provides valuable insights into the under-researched aspect of sports sponsorship, by examining the effect on Asian fans' purchase intension when both the sponsoring firm and the sponsored sports team are western. Moreover, most of the prior literature on sports sponsorship focuses on the direct effect of fan identification on purchase intention. The current study extends the scope of knowledge on sports sponsorship by focusing on the under-researched but crucial mediating effects of sponsor credibility and attitude towards sponsor.

Original languageEnglish
Pages (from-to)553-566
Number of pages14
JournalMarketing Intelligence and Planning
Volume30
Issue number5
DOIs
StatePublished - Jul 2012

Keywords

  • Asian market
  • Attitude towards sponsors
  • Consumer behaviour
  • Fan identification
  • Football
  • Purchase intention
  • Sponsor credibility
  • Sponsorship
  • Sports
  • Thailand

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