Sponsees: the silent side of sponsorship research

Giulio Toscani*, Gerard P PRENDERGAST

*Corresponding author for this work

    Research output: Contribution to journalReview articlepeer-review

    15 Citations (Scopus)

    Abstract

    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.

    Original languageEnglish
    Pages (from-to)396-408
    Number of pages13
    JournalMarketing Intelligence and Planning
    Volume36
    Issue number3
    DOIs
    Publication statusPublished - 2018

    Scopus Subject Areas

    • Marketing

    User-Defined Keywords

    • Sponsee
    • Sponsor
    • Sponsorship
    • Sponsorship relationship

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