Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 9 June 2022
Issue publication date: 15 February 2023
Abstract
Purpose
This study aims to examine the effect of the perceived sponsor ubiquity on sponsor favorability via perceived sponsor sincerity and the moderating effect of perceived sponsor–property fit.
Design/methodology/approach
Two studies via a questionnaire survey of spectators attending a Japanese professional basketball game were conducted, and Hayes’ PROCESS macro was used for data analyses. Study 1 (n = 134) assessed how perceived sponsor ubiquity affected sponsor favorability via perceived sponsor sincerity. Study 2 (n = 206) examined a moderated mediation model incorporating a perceived sponsor–property fit.
Findings
In Studies 1 and 2, spectators perceiving a higher degree of sponsor ubiquity reported a lower degree of sponsor sincerity compared with those perceiving a lower degree of sponsor ubiquity and less favorability toward sponsors. In Study 2, the less positive effect of highly perceived ubiquity was weakened when spectators perceived a higher degree of sponsor–property fit.
Practical implications
The findings provided sponsors with insights into effectively communicating perceived ubiquity and perceived sponsor–property fit. Hence, sponsors must be careful about their ubiquitous sponsorships, as their engagement in each property can be perceived as less distinctive among consumers.
Originality/value
To the best of the authors’ knowledge, this study is the first to highlight the mediating mechanism of perceived insincerity between perceived ubiquity and favorability toward sponsors. Furthermore, evidence that fit acted as a moderator on perceived ubiquity–outcome relationships extended previous studies mainly treating fit as a direct antecedent of sponsor response.
Keywords
Acknowledgements
The authors would like to thank Jooseok Jung for providing his data and ideas.
Citation
Kang, T. and Matsuoka, H. (2023), "Sponsoring many or few sports properties? Moderated mediation effect of perceived sponsor ubiquity depending on sponsor–property fit", Journal of Business & Industrial Marketing, Vol. 38 No. 4, pp. 774-787. https://doi.org/10.1108/JBIM-10-2021-0500
Publisher
:Emerald Publishing Limited
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