Searching for the "Holy Grail" of sponsorship-linked marketing: A generalizable sponsorship ROI model

Abstract

Marketers routinely allocate a significant portion of their budget to sponsorship. However, isolating the return on investment from such efforts has remained a challenge. Thus, a dataset of more than 5,800 sponsorships is analyzed using survival analysis approaches that utilizes the sponsor's renewal of the sponsorship as a proxy for positive ROI. In addition to its contribution to the sponsorship-linked marketing literature, the resulting model can be utilized by managers to generate predicted values relative to the sponsor's probability of renewal and the ultimate duration of time the sponsor will remain with the property, representing a novel managerial contribution.

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Reproductions