Leveraging sponsorships on the Internet : activation, congruence, and articulation
Drennan, Judy, Weeks, Clinton, & Cornwell, Bettina (2008) Leveraging sponsorships on the Internet : activation, congruence, and articulation. Psychology and Marketing, 25(7), pp. 637-654.
This paper considers how the Internet can be used to leverage commercial sponsorships to enhance audience attitudes toward the sponsor. Definitions are offered that distinguish the terms leverage and activation with respect to sponsorship-linked marketing; leveraging encompasses all marketing communications collateral to the sponsorship investment, whereas activation relates to those communications that encourage interaction with the sponsor. Although activation in many instances may be limited to the immediate event-based audience, leveraging sponsorships via sponsors' Web sites enables activation at the mass-media audience level. Results of a Web site navigation experiment demonstrate that activational sponsor Web sites promote more favorable attitudes than do nonactivational Web sites. It is also shown that sponsorsponsee congruence effects generalize to the online environment, and that the effects of sponsorship articulation on audience attitudes are moderated by the commerciality of the explanation for the sponsor-sponsee relationship. Importantly, the study reveals that attitudinal effects associated with variations in leveraging, congruence, and orientation of articulation may be sustained across time. © 2008 Wiley Periodicals, Inc.
Citation countsare sourced monthly fromand citation databases.
These databases contain citations from different subsets of available publications and different time periods and thus the citation count from each is usually different. Some works are not in either database and no count is displayed. Scopus includes citations from articles published in 1996 onwards, and Web of Science® generally from 1980 onwards.
Citations counts from theindexing service can be viewed at the linked Google Scholar™ search.
|Item Type:||Journal Article|
|Additional Information:||Publisher PDF removed to I drive.|
|Keywords:||Internet sponsorship, marketing communications|
|Subjects:||Australian and New Zealand Standard Research Classification > COMMERCE MANAGEMENT TOURISM AND SERVICES (150000) > MARKETING (150500) > Marketing Communications (150502)|
|Divisions:||Current > QUT Faculties and Divisions > QUT Business School|
Current > Schools > School of Advertising, Marketing & Public Relations
|Copyright Owner:||© 2008 Wiley Periodicals, Inc.|
|Copyright Statement:||At such time that a manuscript is provisionally accepted for publication in P&M, the contact author will be sent a Copyright Transfer Agreement (CTA) form. It is the responsibility of the contact author to ensure that all authors of the article (in the case of multiple-authored articles) follow the instructions they receive and sign the CTA and then return it in electronically scanned form.|
|Deposited On:||10 Aug 2009 08:33|
|Last Modified:||29 Feb 2012 23:53|
Repository Staff Only: item control page