That VIP feeling: Activation, measurement techniques and best practices in sport sponsorship

Spencer C. Wellington, Artemisia Apostolopoulou and David P. Synowka
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Spencer C. Wellington: Food & Friends, Inc., USA
Artemisia Apostolopoulou: Robert Morris University, USA
David P. Synowka: Robert Morris University, USA

Journal of Brand Strategy, 2022, vol. 11, issue 2, 145-166

Abstract: The primary goal of this research was to examine current trends in sport sponsorship, particularly in the areas of goal setting, sponsorship activation and assessment of sponsorship effectiveness. The secondary goal was to identify best practices in sport sponsorship. Sponsorship executives representing North American professional sport properties, corporate partners and third-party agencies participated in in-depth interviews. Data was content analysed to produce information in three main areas of interest: sponsorship goals, activation strategies and evaluation processes and measures. The results highlight the value of customising sponsorship agreements to fit the business goals of individual sponsors as well as the strong presence of social media in sponsorship activation strategies. Greater sponsor expectations in terms of return on investment measurement and the increased role of analytics in the evaluation of sponsorship effectiveness are also uncovered. A number of best practices in sport sponsorship, practical implications and directions for future research are discussed at the conclusion of this paper.

Keywords: sport sponsorship; co-branding; sponsorship goals; sponsorship activation; digital media; ROI measurement; business analytics (search for similar items in EconPapers)
JEL-codes: M3 (search for similar items in EconPapers)
Date: 2022
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Persistent link: https://EconPapers.repec.org/RePEc:aza:jbs000:y:2022:v:11:i:2:p:145-166

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