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Article
A conceptual model of the corporate decision-making process of sport sponsorship acquisition
Journal of sport management (1997)
  • David Arthur
  • Don Scott
  • Terry Woods
Abstract

The general acceptance of sport sponsorship by corporate and sporting worlds alike has led to a situation whereby corporations receive from hundreds to thousands of unsolicited proposals annually. Despite this, there is a general lack of systematic research into sport sponsorship with little information in existence as to how corporations decide between alternative properties. In an attempt to address this situation, this paper develops a conceptual model of the sport sponsorship acquisition process based on the basic tenets of organizational purchasing behavior, contemporary literature on sport sponsorship, and the results of a qualitative study. It is anticipated that the Sport Sponsorship Acquisition Model will form the basis for further scholarly research to ascertain the precise nature of the acquisition process.

Keywords
  • sport sponsorship,
  • corporations,
  • acquisition process
Disciplines
Publication Date
July 1, 1997
Publisher Statement
Published Version.

Arthur, D., Scott, D. & Woods, T. (1997). A conceptual model of the corporate decision-making process of sport sponsorship acquisition. Journal of sport management, 11(3), 223-233.

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© Copyright Human Kinetics Publishers, Inc., 1997
Citation Information
David Arthur, Don Scott and Terry Woods. "A conceptual model of the corporate decision-making process of sport sponsorship acquisition" Journal of sport management Vol. 11 Iss. 3 (1997)
Available at: http://works.bepress.com/terry_woods/1/