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Sponsees: the silent side of sponsorship research
KTH, School of Industrial Engineering and Management (ITM), Industrial Economics and Management (Dept.).
2018 (English)In: Marketing Intelligence & Planning, ISSN 0263-4503, E-ISSN 1758-8049, Vol. 36, no 3, p. 396-408Article in journal (Refereed) Published
Abstract [en]

Purpose: To date the vast majority of sponsorship research has focused on the perspective of sponsors. The purpose of this paper is to use this research to identify factors that sponsored institutions and organizations (sponsees) should be cognizant of before entering into a sponsorship arrangement, and to propose a research agenda based on these factors. Design/methodology/approach: The authors leverage sponsorship research that has been published in business journals with an impact factor above 0.5 (Reuters, 2015). Findings: This paper argues that sponsees should be aware of the benefits that sponsorship brings to sponsors so that they can better appeal to potential sponsors. A sponsee also needs to be aware of the impact a sponsorship partnership may have on its own brand, image, and equity. Research limitations/implications: This is a conceptual paper grounded in the literature that aims to stimulate further research in the domain of sponsorship and provide deeper understanding for sponsees. Empirical research addressing the research questions posed is required. Practical implications: In a holistic manner, this literature review offers insights into factors that sponsees should consider before entering a sponsorship relationship. Originality/value: Previous research in the sponsorship domain has focused primarily on dyadic sponsors. This paper considers sponsorship from the sponsee’s perspective.

Place, publisher, year, edition, pages
Emerald Group Publishing Ltd. , 2018. Vol. 36, no 3, p. 396-408
Keywords [en]
Sponsee, Sponsor, Sponsorship, Sponsorship relationship
National Category
Economics and Business
Identifiers
URN: urn:nbn:se:kth:diva-227472DOI: 10.1108/MIP-10-2017-0228ISI: 000430193100007Scopus ID: 2-s2.0-85043339797OAI: oai:DiVA.org:kth-227472DiVA, id: diva2:1208877
Note

Export Date: 9 May 2018; Review; Correspondence Address: Toscani, G.; Industrial Economics and Management, KTH, Royal Institute of TechnologySweden; email: giuliot@gmail.com. QC 20180521

Available from: 2018-05-21 Created: 2018-05-21 Last updated: 2018-05-21Bibliographically approved

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