Kate Westberg

Eat, drink and gamble: marketing messages about ‘risky’ products in an Australian major sporting series

BackgroundTo investigate the alcohol, gambling, and unhealthy food marketing strategies during a nationally televised, free to air, sporting series in Australia.Methods/approachUsing the Australian National Rugby League 2012 State of Origin three-game series, we conducted a mixed methods content analysis of the frequency, duration, placement and content of advertising strategies, comparing these strategies both within and across the three games.ResultsThere were a total of 4445 episodes (mean = 1481.67, SD = 336.58), and 233.23 minutes (mean = 77.74, SD = 7.31) of marketing for alcoholic beverages, gambling products and unhealthy foods and non-alcoholic beverages during the 360 minutes of televised coverage of the three State of Origin 2012 games. This included an average per game of 1354 episodes (SD = 368.79) and 66.29 minutes (SD = 7.62) of alcohol marketing; 110.67 episodes (SD = 43.89), and 8.72 minutes (SD = 1.29) of gambling marketing; and 17 episodes (SD = 7.55), and 2.74 minutes (SD = 0.78) of unhealthy food and beverage marketing. Content analysis revealed that there was a considerable embedding of product marketing within the match play, including within match commentary, sporting equipment, and special replays.ConclusionsSport is increasingly used as a vehicle for the promotion of range of ‘risky consumption’ products. This study raises important ethical and health policy questions about the extent and impact of saturation and incidental marketing strategies on health and wellbeing, the transparency of embedded marketing strategies, and how these strategies may influence product consumption.

Using triangulation and multiple case studies to advance relationship marketing theory

Purpose – The purpose of this paper is to demonstrate the contribution of qualitative methods and techniques in extending the understanding of relationship marketing theory.Design/methodology/approach – The study investigated six Australian sporting organisations using multiple data collection methods including semi‐structured interviews with several senior executives within each organisation, secondary and historical data sources and participant observation. The application of triangulation and multiple case studies is discussed in relation to their contribution toward a greater understanding of relationship marketing practice in the professional sport industry, as well as the barriers to the adoption of this strategy.Findings – Using triangulation and a multiple case study approach provided a richness of information which, upon analysis within and across cases, revealed a number of commonalities and some limited diversity. Using this approach maximised the depth of information and increased the transfer...

An examination of the impact of player transgressions on sponsorship b2b relationships

This study examines the impact of transgressions committed by team members in professional sport on the sports organisations relationship with its sponsors. In-depth interviews were conducted with sporting administrators to identify potential moderators and responses that may occur as a result of different types of player transgressions. The conceptual model that was developed assimilates our qualitative results with the latest cross-disciplinary transgression literature to frame a model uniquely contextualised for player transgressions.

Building brand equity with cause-related marketing: A comparison with sponsorship and sales promotion

Building brand equity is a key objective for a range of communication activities; however, greater understanding is required on how different communication options compare in their impact on consumer response to a brand. In particular, firms are increasingly using cause-related marketing (CRM) to achieve business as well as social objectives, yet there has been limited research comparing the effectiveness of this strategy to other communication methods that may achieve similar brand-related outcomes. Using an experimental design, we examine consumer attitudes toward CRM and CRMs impact on brand attitude compared with two other communication options: sponsorship and sales promotion. Our results show that consumers respond more positively to CRM and that this strategy can be more effective in achieving brand-related objectives. However, consumers must perceive that the partnered cause fits with the brand. In fact, perception of fit plays a more critical role in determining the impact of CRM than in the impact of sponsorship or sales promotion. These findings suggest that when firms are considering their communication mix, CRM can be a more effective way of developing favorable brand associations, but managers must associate with causes that consumers will perceive to fit with the brand. Furthermore, this fit should be communicated.

A sport crisis typology: establishing a pathway for future research.

One of the main sponsorship benefits sought by a firm is a positive effect on corporate image through the association of their brand with a sporting entity. Given the increasing incidence of crises in sport, it can be argued that the sponsorship decision may be viewed as a form of risk-taking behaviour. Drawing on the crisis management and public relations literature, this paper examines the utility of established models within the domain of sport marketing and sponsorship. Specific emphasis is given to definitional and future research issues pertaining to athlete-triggered crises. The need for research in this area is evident given the potential brand risk associated with sponsoring athletes or teams within crisis-prone sports and the limited attention on this issue in the current literature. This paper explores the relevance of some pertinent terms that are central to an established structured crisis typology such as crisis, transgression, faux pas and terrorism and concludes with a direction for future research.

What Influences the Beliefs, Behaviours and Consumption Patterns of ‘Moderate Risk’ Gamblers?

Gambling is emerging as a significant health issue. Problem gambling does not develop instantaneously and is often the result of risky consumption patterns over a period of time. Early intervention strategies depend on a detailed understanding of ‘at risk’ gamblers, yet surprisingly little is known about this group. This qualitative study explores the beliefs, behaviours, risk perceptions, and consumption patterns of 35 individuals who were screened as having ‘moderate risk’ gambling behaviours. Two thirds of participants gambled at least once a week and most consumed multiple types of gambling products. Participants gambled for social or emotional reasons, with many using gambling as a mechanism to socially connect and interact with others. Perceptions of behavioural control led many to believe that they were not at risk or could control gambling risks. Understanding the range of drivers that influence gambling risk is essential in developing prevention and harm minimisation strategies.

Engaging fans through social media: implications for team identification

Purpose – The ubiquity of social media provides sport organizations with opportunities to communicate with fans and as a result, potentially strengthen team identification. The purpose of this paper is to contribute to emerging research on the nature of social media use by sport organizations by examining the platforms adopted over a three-year period by National Basketball Association (NBA) teams and the way in which social media is used to communicate and engage with fans. Design/methodology/approach – A content analysis was used to examine online comments posted by all 30 teams in the NBA on Facebook and Twitter during the off-season. Findings – The results demonstrate that NBA teams have embraced social media, primarily using four different types of communication to engage fans: Informing, Marketing, Personalizing and Activating. Practical implications – The authors establish that social media is an effective vehicle for sport organizations to engage with fans and to enhance team identification. The d...

Brand meaning cocreation: toward a conceptualization and research implications

Purpose The purpose of this paper is to consolidate and advance the understanding of brand meaning and the evolving process by which it is determined by introducing and explicating the concept of brand meaning cocreation (BMCC). Design/methodology/approach In-depth review and integration of literature from branding, cocreation, service systems, and practice theory. To support deep theorizing, the authors also examine the role of institutional logics in the BMCC process in framing interactions and brand meaning outcomes. Findings Prior research is limited in that it neither maps the process of cocreation within which meanings emerge nor provides theoretical conceptualizations of brand meaning or the process of BMCC. While the literature acknowledges that brand meaning is influenced by multiple interactions, their nature and how they contribute to BMCC have been overlooked. Research limitations/implications This paper reveals a significant gap in knowledge of how brand meaning is cocreated, despite the essential role of brand meaning for firm success and increasing academic interest in the notion of cocreation. Ultimately, this paper builds a conceptual foundation for empirical research in this regard. Originality/value This paper proposes that brand meaning is cocreated through the interconnection of different social and service systems, across system levels, time, and geographic space. Marketing theory is advanced by outlining a set of research propositions pertaining to the BMCC process. The authors consider how discrete actor-based brand meanings contribute to an overall brand gestalt and how such a gestalt potentially evolves along a continuum. Additionally, the authors provide a managerially and theoretically relevant research agenda to guide much needed empirical research into BMCC.

‘You just change the channel if you don't like what you're going to hear’: gamblers’ attitudes towards, and interactions with, social marketing campaigns

To investigate how gamblers interact with, and respond to, downstream social marketing campaigns that focus on the risks and harms of problem gambling and/or encourage help seeking.

Alcohol-related player behavioral transgressions: Incidences, fan media responses, and a harm-reduction alternative

This article examines fan social media responses to media-reported, alcohol-related player behavioral transgressions that occurred in Australia’s two largest professional sporting leagues, the National Rugby League (NRL) and the Australian Football League (AFL), over a 33-month period. Using netnography and content analysis, the study aimed to better understand the ways in which sport fans employed social media to voice their perceptions about alcohol-related player transgressions. The article reports on parochial fans’ commentaries about alcohol-related transgressions and uses these data to inform options for harm-reduction strategies associated with alcohol-related transgressions in sport. Sport fans expressed dissatisfaction when they observed disparity in policy responses from clubs and leagues. At the same time, the data show that fan responses reflect a desire for parity and protection more than punishment, with the former more relevant to game, club, and league reputation than the latter. We suggest that a harm-reduction policy offers one mechanism for managing reputation through a focus on parity and protection. We argue that the introduction of a harm-reduction approach would offer a more effective policy for managing player alcohol-related transgressions than the current ‘ad hoc’ approach.