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The nature and effectiveness of sponsorship performance measurement systems


Delaney, D and McManus, L and Lamminmaki, D, The nature and effectiveness of sponsorship performance measurement systems, Australasian Marketing Journal, 24 pp. 29-37. ISSN 1441-3582 (2016) [Refereed Article]

Copyright Statement

Crown Copyright © 2016

DOI: doi:10.1016/j.ausmj.2015.12.001


Sponsorship represents a unique component of an organisationís integrated marketing strategy. There is increasing pressure from senior management to account for the contribution made by sponsorship to firm performance. This study examines the nature of sponsorship performance measurement systems (PMS) and antecedentsí factors that may contribute to its effectiveness. An empirical study is conducted using survey data collected from 57 public companies in Australia. The results show that senior management support the adoption of formal sponsorship performance measurement systems comprising financial and non-financial performance measures but that "intuition" and "trust" were used in 98% of organisations. The antecedent variables of relational marketing strategy and size were found to have a relationship with the sponsorship performance measurement system. This underscores the importance of directing attention to sponsorship investment via the formalisation of the measurement process and the value of sponsorship PMSs in the eyes of senior management.

Item Details

Item Type:Refereed Article
Keywords:marketing strategy; performance measurement systems; sponsorship
Research Division:Commerce, Management, Tourism and Services
Research Group:Accounting, auditing and accountability
Research Field:Management accounting
Objective Division:Expanding Knowledge
Objective Group:Expanding knowledge
Objective Field:Expanding knowledge in commerce, management, tourism and services
UTAS Author:Delaney, D (Dr Deborah Delaney)
ID Code:138289
Year Published:2016
Web of Science® Times Cited:4
Deposited By:Accounting and Accountability
Deposited On:2020-03-31
Last Modified:2022-07-12

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