Construal Level Effects in Sponsorship-linked Marketing: Informativeness and Timing of Announcements

Joe Cobbs*, Tobias Schaefers, Mark D. Groza

*Corresponding author for this work

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Although prior research examined sponsorship announcements, differences in abstraction and when sponsorships are announced have been neglected. Based on Construal Level Theory, the effects of sponsorship announcement informativeness (abstract/concrete), personal level of construal (PLC; high/low), and temporal distance (proximate/distant) are investigated here in two experiments. Contrary to previous advertising research, results show that matching announcement informativeness with associated construal level or temporal distance is suboptimal. Instead, sponsors and sponsored properties should provide concrete informativeness regardless of temporal distance or consumers’ PLC. Concrete informativeness enhances attitude and purchase intent for consumers with high PLC and for distant events.
Original languageEnglish
JournalJournal of Marketing Theory and Practice
Issue number4
Pages (from-to)357-372
Number of pages16
Publication statusPublished - Oct 2020

Bibliographical note

Published online: 16 Jun 2020

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