The effect of content marketing on sponsorship favorability

Gert Human, Benedikt Hirschfelder and Jacques Nel

International Journal of Emerging Markets, 2018, vol. 13, issue 5, 1233-1250

Abstract: Purpose - The benefits and problems associated with firm-generated content (FGC) as a key driver of sponsorship effectiveness demand more research attention. Accordingly, the purpose of this paper is to consider the effect of content marketing on sponsorship-response favorability in the South African energy drink market. Design/methodology/approach - It is theorized that in an FGC environment, sponsor factors, sponsorship factors and event factors drive sponsorship favorability. This notion is tested using a structural equations model among 18- to 35-year-olds. Findings - The results show acceptable model fit and confirm the usefulness of understanding the effects of content marketing on sponsorship favorability. The authors also offer directions for future research. Practical implications - The results suggest that FGC which is well-designed, packaged and presented can enhance the views of individuals regarding a sponsor – even if the brand operates in a background position as opposed to the conventional foreground position common in promotional material. Originality/value - The current study considers content marketing in contexts that have largely been avoided so far, or have only featured on a very limited scale in the literature. This study was conducted in an emerging market, business-to-consumer and sponsorship context for the application of a content marketing strategy.

Keywords: Content marketing; Firm-generated content; Sponsorship response (search for similar items in EconPapers)
Date: 2018
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Persistent link: https://EconPapers.repec.org/RePEc:eme:ijoemp:ijoem-06-2017-0215

DOI: 10.1108/IJoEM-06-2017-0215

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