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A conceptual model of the corporate decision-making process of sport sponsorship acquisition

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CONTRIBUTORS:
  Author Arthur, D.
  Author Scott, D. (University of New Mexico)
  Author Woods, T. (Southern Cross University)
JOURNAL:
  Journal of Sport Management [JSM], 11(3), 223 - 233.
YEAR: 1997
PUB TYPE: Journal Article
SUBJECT(S): decision-making; sponsorship; sport; theoretical-model
DISCIPLINE: Recreation, Sports & Leisure Studies
HTTP: https://secure.sportquest.com/su.cfm?articleno=421030&title=421030
LANGUAGE: English
PUB ID: 103-334-947 (Last edited on 2002/03/03 18:03:44 US/Mountain)
SPONSOR(S):
 
 REFERENCES: (Display Abstract)
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     (Journal Article in Sport Marketing Quarterly [SMQ] )
[ 2 | 0 ] Crowley, M. G. (1991) Prioritizing the sponsorship audience
     (Journal Article in European journal of marketing )
[ 1 | 0 ] Doyle, P; Woodside, A. G; Michell, P. (1979) Organizations buying in new task and rebuy situations
     (Journal Article in Industrial marketing management )
[ 1 | 0 ] Gronhaug, K. (1976) Exploring environmental influences in organizational buying
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[ 1 | 0 ] Head, V. (1988) Successful sponsorship  Cambridge, UK: Director Books.
     (Book )
[ 4 | 0 ] Irwin, R. L.; Asimakopoulos, M. K.. (1992) An approach to the evaluation and selection of sport sponsorship proposals
     (Journal Article in Sport Marketing Quarterly [SMQ] )
[ 4 | 0 ] Kotler, Philip. (1991) Marketing management: Analysis, planning, implementation, and control 7th edition.  Englewood Cliffs, N.J.: Prentice-Hall.
     (Book )
[ 1 | 0 ] Kuzma, J. R.; Shanklin, W. L. (1994) Corporate sponsorship: An application for analysis
     (Book Chapter in Sport business: Operational and theoretical aspects )
[ 4 | 0 ] Kuzma, J. R.; Shanklin, W. L.; McCally, J. F.. (1993) Number one principle for sporting events seeking corporate sponsors: meet benefactor's objectives
     (Journal Article in Sport Marketing Quarterly [SMQ] )
[ 1 | 0 ] Lilien, G. L.; Wong, M. A. (1984) Exploratory investigation of the structure of the buying center in the metalworking industry
     (Journal Article in JMR, Journal of marketing research )
[ 4 | 0 ] Marshall, D. W.; Cook, G. (1992) The corporate (sports) sponsor
     (Journal Article in International journal of advertising )
[ 1 | 0 ] Matthyssens, P.; Faes, W. (1985) OEM buying process for new components: Purchasing and marketing implications
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[ 1 | 0 ] Mattson, M. R. (1988) How to determine the composition and influence of a buying center
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[ 4 | 40 ] McCarville, R. E.; Copeland, R. P.. (1994) Understanding sport sponsorship through exchange theory
     (Journal Article in Journal of Sport Management [JSM] )
[ 1 | 0 ] Richardson, N. (1994) Sport's great sellout
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[ 1 | 0 ] Robinson, Patrick J.; Faris, Charles W.; Wind, Yoram. (1967) Industrial buying and creative marketing  Boston: Allyn & Bacon.
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[ 3 | 0 ] Sandler, D. M.; Shani, D.. (1993) Sponsorship and the Olympic Games: the consumer perspective
     (Journal Article in Sport Marketing Quarterly SMQ )
[ 1 | 0 ] Schmader, Steven Wood; Jackson, Robert. (1990) Special events: Inside & out : a how-to approach to event production, marketing, and sponsorship  Champaign, Ill.: Sagamore.
     (Book )
[ 2 | 0 ] Shelton, C. (1991) Funding strategies for women's sports
     (Journal Article in Journal of Physical Education, Recreation & Dance (JOPERD) )
[ 1 | 0 ] Spekman, R. E; Stern, L. W. (1979) Environmental uncertainty and buying group structuere: An empirical investigation
     (Journal Article in Journal of marketing )
[ 1 | 0 ] Sunshine, K. M.; Backman, K. F.; Backman, S. J. (1995) An examination of sponsorship proposals in relation to corporate objectives
     (Journal Article in Festival management & event tourism: An international journal )
[ 1 | 0 ] Thomas, R. J. (1982) Correlates of interpersonal purchase influence in organizations
     (Journal Article in The Journal of consumer research )
[ 2 | 0 ] Webster, F. E.; Wind, Y. (1972) A general model for understanding organizational buying behavior
     (Journal Article in Journal of marketing )
[ 1 | 0 ] Weigand, R. E. (1968) Why studying the purchasing agent is not good enough
     (Journal Article in Journal of marketing )
[ 3 | 0 ] Weppler, K. A.; McCarville, R. E. (1995) Understanding organizational buying behavior to secure sponsorship
     (Journal Article in Festival management & event tourism: An international journal )
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