Submitted by Nadir Basilio (nadirsb@uninove.br) on 2016-06-02T18:20:47Z No. of bitstreams: 1 MARCELO PACIELLO DA SILVEIRA.pdf: 1134273 bytes, checksum: c787b36fb19985386b8624d1d96f2ba3 (MD5) / Made available in DSpace on 2016-06-02T18:20:47Z (GMT). No. of bitstreams: 1 MARCELO PACIELLO DA SILVEIRA.pdf: 1134273 bytes, checksum: c787b36fb19985386b8624d1d96f2ba3 (MD5) Previous issue date: 2015-11-19 / This study aimed to evaluate what factors influence the attendance of the public at stadiums and arenas in Brazil. The study sought to understand the different factors (identification with the team, satisfaction, loyalty, risk perception, involvement, motivation) that affect the attendance in stadiums and arenas in Brazil, measured through the ticket purchase intent for soccer match. The descriptive quantitative method structural was adopted as a methodological procedure and the research was carried out by sending electronic questionnaires. The structural equation modeling (SEM) was the option to characterize the factors and the analysis of partial least squares (PLS) to validate the hypotheses. The results showed that the higher the identification of the sports consumer to his team, the greater the impact on the satisfaction of going to the stadium, increasing their loyalty to the team, making this inter-relationship between these three constructs increase the purchase intention of tickets to a soccer match. In addition, it was found that the higher the perceived risk, the lower the intention to purchase tickets. It was also detected that the greater the involvement of consumer sports with soccer, the greater the intention to purchase tickets. The only construct that had no impact on purchase intent was the motivation. One of the main academic implications was the proof that the identification with the team can be a predictor of satisfaction, and the inter-relationship between the constructs identification with the team, satisfaction to go to the stadium and loyalty to the team has high impact at the ticket purchasing decision by the sports consumer. Another academic implication was detected that the perception of risk negatively impacts the purchasing decision, even among fans who attend stadiums and arenas as well as the realization that the more involved with soccer fan is, the greater the impact on your decision to purchase tickets. Regarding to the managerial contributions, the main suggestion is to create a supporter's intelligence department in the structure of football clubs. This department would be responsible to measure, understand, create relationship with the fans and define strategies according to the level of identification, loyalty, satisfaction and involvement, always aiming to increase based revenues in the behavioral levels of each consumer group. / O presente estudo teve por objetivo avaliar quais os fatores que influenciam o comparecimento do público aos estádios e arenas no Brasil. O estudo buscou entender os diferentes fatores (identificação com o time, satisfação, lealdade, percepção de risco, envolvimento, motivação) que influenciam o comparecimento de público aos estádios e arenas do Brasil, mensurado aqui por meio da intenção de compra de ingressos para um jogo de futebol. Foi adotado o método quantitativo descritivo estrutural como procedimento metodológico e a pesquisa foi efetuada através do envio de questionários eletrônicos. Optou-se pelo método de modelagem de equações estruturais (MEE) para caracterização dos fatores e pela análise dos mínimos quadrados parciais (PLS) para validar as hipóteses. Os resultados encontrados demonstram que quanto maior a identificação do consumidor esportivo com seu time, maior é o impacto na satisfação em ir ao estádio, aumentando a sua lealdade com o time, fazendo com que essa inter-relação entre os três construtos aumentem a intenção de compra de ingressos para um jogo de futebol. Além disso, foi detectado que quanto maior a percepção de risco, menor a intenção de compra de ingressos. Também foi detectado que quanto maior o envolvimento do consumidor esportivo com o futebol, maior a intenção de compra de ingressos. O único construto que não teve impacto na intenção de compra foi a motivação. Uma das principais implicações acadêmicas foi a comprovação de que a identificação com o time pode ser um preditor da satisfação, e que a inter-relação entre os construtos identificação com o time, satisfação em ir ao estádio e a lealdade com o time possui alto impacto na decisão de compra de ingressos por parte do consumidor esportivo. Outra implicação acadêmica foi detectar que a percepção de risco impacta negativamente na decisão de compra, mesmo entre os torcedores que frequentam estádios e arenas, bem como a constatação de que quanto mais envolvido com o futebol o torcedor for, maior o impacto em sua decisão de compra de ingressos. Em relação às contribuições gerenciais, a principal sugestão é criar um departamento de inteligência do torcedor dentro da estrutura dos clubes de futebol. Esse departamento seria o responsável em medir, entender, relacionar-se com o torcedor e definir estratégias de acordo com o nível de identificação, lealdade, satisfação e envolvimento, sempre com o objetivo de aumentar as receitas baseado nos níveis comportamentais de cada grupo de consumidor.

Football clubs have become more commercialized during the last decades and because of that their work with marketing and sponsorship has developed rapidly. Because of this, some football clubs, especially some women's football clubs, has had struggled with keeping up with the development. The purpose of this study is to review how women's football clubs and multi-section clubs (clubs with both women’s and men’s football teams) work with marketing, how they obtain sponsorships, and the differences, workwise, between these two types of organizations.The study is based on interviews with people from five different football clubs that play inOBOS Damallsvenskan, the top-tier division in Sweden. The interviews are focused on how the football clubs work with marketing and sponsorship but also the interviewee’s thoughts on how their organization stands out from other football clubs in OBOS Damallsvenskan.The result of the study shows that all football clubs work with the 7P marketing mix model,some clubs more than others. It also shows that all football clubs work with various ways of getting contracts with sponsors, thus all the football clubs work with sustainability to create interest from companies. Within different organizations, every woman’s football club believes that they must work harder than the multi-section clubs when it comes to gaining revenue, marketing, and reaching out to sponsors. The multi-section clubs confirm this. A difficulty within this matter is that studies have shown that football clubs develop rapidly both with marketing and sponsorship strategies, thus the geographical location must also be taken into consideration when one is trying to answer these questions accurately. A future study could include all the football clubs in OBOS Damallsvenskan or Elitettan. A study like that would answer the question more accurately since it would be based on answers from all the football clubs in the Swedens’ two top-tier divisions.

M. Tech. (Department of Business Administration, Faculty of Management Sciences), Vaal University of Technology. / Sport has become the great unifier globally since governments, countries and organisations are using it as a resource to bring people together. The sport industry is one of the fastest rising business segments and its primary aim/objective is to generate the revenue from sport spectators. In the past decade, the behaviour of sport spectators has received increasing attention in academic literature. A better understanding of how and why sport spectators go to stadiums and travel great distances to support their sport clubs is of great interest to sport marketers. Soccer, in particular, is perhaps one of the greatest sport phenomena in terms of its attraction for hundreds of thousands of occasional spectators of every age and gender, who come together in soccer stadiums around the globe every week to watch games. In South Africa, soccer is the leading sport from both a participation and spectator viewpoint. Understanding sport consumers willingness to attend is arguably one of the most important concerns in sport marketing and consumer-relationship management. As found in sport consumption literature, a “good relationship with sport consumers by sport clubs is an essential factor for a successful sport business” because it is much cheaper to serve satisfied consumers and easier to sustain their support. The purpose of this study was to examine selected motivational variables that influence spectators’ attendance of professional women’s soccer matches to better understand the development of the sports consumption sector. There is an absence of research conducted concerning this direction and subsequently a lack of existing literature, especially among women’s sport. To contribute to filling this void, this study attempts to measure the relationships between these variables. Earlier research has demonstrated that consumers’ willingness to attend is highly determined by their satisfaction. This study is descriptive and correlational in nature and follows a quantitative research approach. The target population comprised spectators of professional women’s soccer in the Gauteng province of South Africa. A snowball sampling technique was used to identify the participants fitting the predetermined sample standards. A total number of 316 questionnaires were received and analysed. Relevant areas, research approaches and data acquiring procedures were described. Additionally, means and factor analysis were performed to determine the level of selected motivational variables, team satisfaction and willingness to attend of spectators and to establish the underlying factors of the constructs respectively. Moreover, a correlation analysis was conducted to establish the strength and direction of the relationship between the study variables. Lastly, a regression analysis was performed to check the predictive relationship between the study’s constructs. The study revealed that motivational variables (vicarious achievement, involvement, social interaction, perceived value) have a significant relationship with spectator satisfaction. In addition, spectator satisfaction was found to be the determinant of spectator willingness to attend professional women’s soccer matches. Based on the results of this study, this research adds to the scant literature on spectators of women’s sport and proposes perspectives on the level of motives and behaviours of spectators, which can be used by women’s sport organisations and government organisations in elevating women’s soccer in South Africa. In this way, sport organisations could develop spectator engagement campaigns and marketing materials in order to engender and enhance women’s spectator participation. Further, sport managers and sport marketers should make every effort to increase the perceived value of services such as fees which are fair, albeit under the global negative economic climate, in order to satisfy the needs of spectators and at the same time reap rewards from the presence of spectators in stadiums and ensure that this presence continues. Based on these findings, limitations as well as future research opportunities and contributions of this study are discussed.

В данной работе рассмотрены аспекты использования маркетинговых коммуникаций как инструмента продвижения исследуемой организации в социальных медиа. Разработана технология методического сопровождения по организации продвижения услуг некоммерческих организаций в социальных сетях, подготовлена технологическая карта для реализации услуги: проведение обучающего вебинара для некоммерческих организаций по продвижению спортивных проектов в социальных сетях. / In this paper, the aspects of using marketing communications as a tool for promoting the organization under study in social media are considered. The technology of methodological support for the organization of the promotion of services of non-profit organizations in social networks has been developed, a technological map has been prepared for the implementation of the service: conducting a training webinar for non-profit organizations to promote sports projects in social networks.

Title: Marketing research of PSG Zlín fans' satisfaction Objectives: The aim of the diploma thesis is to find PSG Zlín fans' satisfaction and propose actions that would lead to an increase fans' satisfaction in following seasons. Methods: To determine the satisfaction of the fans of the PSG Zlin hockey club it has been used the method of a quantitative research with the help of an electronic questionnaire. This electronic questionnaire based on a large sample of fans enables to uncover sufficient data and analyses fans' satisfaction by various aspects. Results: The analysis and interpretation of data gained from marketing research have found that fans are very satisfied with many aspects. The most important thing for fans is the atmosphere in the stadium and the sport performance. The least interesting aspect was the supporting program, whom the fans are not completely satisfied. Overall, the greatest range for improvement was found in the allocation of a place for families and the improving of service during home matches. Regarding social networks, websites and merchandising exists mostly good satisfaction about the value of 2 (1 - very satisfied, 5 - very dissatisfied). Generally, fans would welcome more information, coverages and interviews behind the scenes of the club. Keywords: sports...

A indústria do esporte tem despertado cada vez mais o interesse de acadêmicos e profissionais das mais diversas áreas. Não só pela importância social que o esporte sempre teve no mundo, mas agora, também, pela importância econômica que essa indústria vem alcançado. O esporte deixou, há tempos, de ser apenas uma atividade de lazer. Se, para o público, ele ainda o é, para aqueles que trabalham nele, é claramente uma atividade de negócios. E, para disputar o jogo dentro das quatros linhas é necessário ter um time competitivo fora delas. Neste trabalho, consideramos as equipes esportivas como organizações e analisamo-las como firmas, com sua estrutura organizacional estreitamente relacionada à sua forma de apresentação ao público consumidor. Assumimos como premissa que essas organizações (times) não devem ser apenas organizadas como um win-maximizer, mas como um profit-maximizing. Neste sentido, o patrocínio vem ganhando cada vez mais importância na indústria do esporte. É difícil imaginar um grande time ou evento esportivo sem patrocínio. De um lado, os eventos e equipes participantes dependem dos recursos financeiros oriundos dos patrocinadores. Do outro lado, os patrocinadores utilizam de forma significativa o patrocínio como uma ferramenta estratégica de marketing. Assim, da mesma forma que os gastos globais com patrocínio vêm aumentando ano a ano, os esforços acadêmicos para medir o efeito do patrocínio vêm acompanhando este crescimento. No entanto, grande parte da literatura sobre patrocínio considera a influência do patrocínio na perspectiva do negócio. Estudos que analisem uma estrutura mais completa, desde a identificação do torcedor com o time até a compra final de produtos dos patrocinadores são raros. E é aqui que essa pesquisa se encaixa. Entendemos que o consumidor passa por constantes mudanças, que afetam os hábitos de consumo das pessoas e, por consequência, afetam as organizações. Um exemplo está na crescente demanda dos consumidores esportivos por produtos e serviços melhores. Além disso, a utilização cada vez maior de dispositivos móveis com internet e acesso às mídias sociais exige que as empresas repensem seu ambiente de negócios. Essa mudança no comportamento dos consumidores vem proporcionando a eles um novo papel. Os times e equipes esportivas devem assumir uma visão na qual o torcedor seja visto como alguém que contribui significativamente para o valor do produto e do serviço e que, ao mesmo tempo, direciona as estratégias da organização. Assim, os times devem buscar estratégias para aumentar o envolvimento ativo dos torcedores com o time e com as empresas patrocinadoras, incentivando-os a ser embaixadores da marca. Neste contexto, o trabalho teve como objetivo verificar se a lealdade do torcedor com seu clube pode ser transferida para as organizações patrocinadoras. Para alcançar esse objetivo, propusemos e testamos um modelo teórico multidimensional que permitisse mensurar desde a concepção da identificação com o time até a etapa de compra dos produtos dos patrocinadores. Assim, a partir da análise crítica de modelos propostos por diferentes autores, de diferentes áreas do conhecimento, foram desenvolvidos o modelo teórico e seus respectivos itens de mensuração. Os construtos principais desta tese foram: identificação com o time, lealdade ao time e lealdade ao patrocinador. A aplicação da escala desenvolvida para este trabalho se deu em duas amostras distintas e em momentos diferentes (amostra pré-teste: n=263; amostra teste: n=787). Para teste e refinamento da escala e do modelo, utilizamos a técnica de modelagem de equação estrutural PLS-SEM, por meio da qual os dados foram analisados em termos de validade convergente, validade discriminante e confiabilidade. Para tal, adotamos o uso da análise fatorial confirmatória. O modelo estrutural também foi testado e retestado por meio dos coeficientes de caminho, R2, Q2 e f2. Os resultados deste estudo mostram haver impacto considerável das variáveis antecedentes, benefícios sociais/não financeiros propostos neste trabalho, na identificação com o time. Ao mesmo tempo, a identificação com o time afeta positivamente e de forma significativa à lealdade ao time, que neste trabalho é analisada como um construto multidimensional formado por lealdade atitudinal, conativa e comportamental. Os testes realizados confiram o objetivo principal deste trabalho e permite inferir que a lealdade do torcedor ao time pode, sim, ser transferida para as empresas patrocinadoras. Em termos gerenciais, o conhecimento de novos antecedentes da identificação do torcedor com o time, bem como a clara distinção entre identificação, fanatismo e lealdade, permitirá às equipes formular estratégias mais assertivas para gerenciamento de suas marcas e o direcionar esforços de comunicação de marketing de forma mais eficaz. Para as empresas patrocinadoras, apresentamos um caminho alternativo para mensurar a eficiência e a eficácia do patrocínio e rentabilizar melhor os altos investimentos nesta área. Por fim, os resultados contribuem para a ampliação do conhecimento e do corpo teórico nos estudos da vantagem competitiva, comportamento do consumidor, lealdade e patrocínio. / The sports industry has attracted increasing interest from academics and professionals from various fields. Not only because of the social importance that sport has always had in the world but now, also because of the economic importance that this industry has achieved. For some time now, sport hasn\'t been just a leisure activity. If, for the public, it still is, for those who work in it, it is clearly a business activity, and to play the game within the four lines, it is necessary to have a competitive team outside of them. In this paper, we considered sports teams as organizations and analyzed them as companies, with their organizational structure closely related to their presentation to the consumer. We assumed the premise that these organizations (teams) should not only be organized as win-maximizer but as a profit-maximizing. In this sense, sponsorship is gaining more importance in the sports industry. It is hard to imagine a great team or sporting event without sponsorship. On the one hand, the events and participating teams rely on financial resources from sponsors. On the other hand, sponsors significantly utilize sponsorship as a strategic marketing tool. Thus, just as global spending on sponsorship is increasing on a yearly basis, the academic efforts to measure the effect of sponsorship have accompanied this growth. However, much of the literature on sponsorship considers the influence of sponsorship on the business perspective. Studies analyzing a more complete structure, from the fan\'s identification with the team to the final purchase of the sponsors\' products, are rare, and this is the point of this research. We understand that the consumer goes through constant changes that affect the consumption habits of people and, consequently, affect organizations. An example is an increasing demand from consumers for sporting goods and better services. In addition, the increasing use of mobile devices with Internet and access to social media requires companies to rethink their business environment. This change in consumer behavior is giving them a new role. Teams and their staff must embrace the vision in which fans are seen as people who significantly contribute to the value of the product and service and, at the same time, direct the organization\'s strategies. Thus, teams must seek strategies to increase the active involvement of the fans with the team and with the sponsoring companies, encouraging them to be brand ambassadors. In this context, this study aimed to verify that the fan\'s loyalty to his club can be transferred to the sponsoring organizations. To achieve this goal, we proposed and tested a multidimensional theoretical model that allowed us to measure all the stages of the process that we call loyalty transfer, starting with the identification with the team and ending with the purchase phase of the sponsors\' products. Thus, from the critical analysis of models proposed by different authors from different areas of knowledge, the theoretical model was developed, and its respective items were measured. The main constructs of this thesis were identification with the team, loyalty to the team, and loyalty to the sponsor. The application of the scale developed for this study took place in two different samples at different times (pre-test sample: n=267; test sample: n=787). For testing and refinement of scale and model, we used the PLS-SEM structural equation modeling technique, whereby the data was analyzed regarding convergent validity, discriminant validity, and reliability. To this end, we have adopted the use of confirmatory factor analysis. The structural model was also tested and retested by the R2, Q2 e f2 coeficients. The results of this study show that there is a significant impact of background variables and the social/non-financial benefits proposed in this study in identifying with the team. At the same time, identification with the team affects positively and significantly the loyalty to the team, which, in this study, is considered as a multidimensional construct composed of attitudinal, conative and behavioral loyalty. The executed tests confirm the primary objective of this study and allow us to infer that fan loyalty to the team can indeed be transferred to the sponsoring companies. In management terms, the knowledge of new background of fan identification with the team, as well as the clear distinction between identification, fanaticism, and loyalty, will enable teams to formulate more assertive strategies for managing their brands and direct marketing communication efforts more efficiently. For sponsors, we present an alternative way to measure the efficiency and effectiveness of sponsorship and better monetize high investments in this area. Finally, the results contribute to the expansion of knowledge and theoretical background in the study of competitive advantage, consumer behavior, loyalty, and sponsorship.

Submitted by Erick Almeida (almeida.erick@globo.com) on 2014-02-10T20:00:14Z No. of bitstreams: 1 Dissertação - Erick Almeida - Final.pdf: 1368924 bytes, checksum: 2ae4f1e0a42899b04ad1d05e712db0b2 (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2014-02-12T16:39:59Z (GMT) No. of bitstreams: 1 Dissertação - Erick Almeida - Final.pdf: 1368924 bytes, checksum: 2ae4f1e0a42899b04ad1d05e712db0b2 (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2014-02-12T16:40:14Z (GMT) No. of bitstreams: 1 Dissertação - Erick Almeida - Final.pdf: 1368924 bytes, checksum: 2ae4f1e0a42899b04ad1d05e712db0b2 (MD5) / Made available in DSpace on 2014-02-12T16:42:07Z (GMT). No. of bitstreams: 1 Dissertação - Erick Almeida - Final.pdf: 1368924 bytes, checksum: 2ae4f1e0a42899b04ad1d05e712db0b2 (MD5) Previous issue date: 2014-01-23 / The present study investigated the public consumption of live sporting events inside and outside the scope of stadiums. The main goal of the study was to determine if the fan (supporter), perceives a relation of substitution or complementarity between the favorable attitudes towards attendance at the stadium or at other public places to watch football games. Additionally, the study aimed to investigate the influence of the identification of a sports fan (supporter) with his team in the attitude and public consumption of the spectacle of soccer in the stadium or in other public places, as well as if demographic characteristics (gender and age group) exert some kind of moderating effect on the relationships studied. To address these issues we sought reference in SIT - Social Identity Theory and SCT - Self-Categorization Theory. A survey was conducted, targeting supporters of the four main soccer teams from Rio de Janeiro, through assisted structured interviews. The sample was intentional and of convenience and data collection totaled 507 valid questionnaires. Data analysis was performed in two stages. The first contemplating an exploratory factor analysis, which aimed at the preliminary observation of the quality of the scales. The second stage included a confirmatory factor analysis in order to purify the scales. Convergent, discriminant and nomological reliability and validity of the constructs were evaluated. To test the substantive hypotheses of the study the structural equation modeling technique and multigroup analysis were used. The analysis results allowed empirical support of three out of the five substantial hypotheses. The results suggest that (a) The identification of the fan with the team exerts a positive influence on the attitude towards watching games at the stadium; (b) The favorable attitude of fans towards the stadium exerts a positive influence on the attendance at the stadium; and (c) The favorable attitude of fans towards public places exerts a positive influence on attendance at public places. However, we could not fully support the hypothesis that (d) identification of the fan with the team influences the attitude towards public places; and (e) The attitude of fans towards the stadium influences the attitude towards public places. The moderating effects of gender and age group were also not supported. / O presente estudo investigou o consumo público de eventos esportivos ao vivo dentro e fora do âmbito dos estádios. O objetivo principal do estudo foi determinar se o fã (torcedor), percebe uma relação de substituição ou de complementaridade entre as atitudes favoráveis ao comparecimento ao estádio ou a outros locais públicos para assistir a jogos de futebol. Adicionalmente, o estudo objetivou a investigação da influência da identificação do fã do esporte (torcedor) com seu time na atitude e consumo público do espetáculo do futebol no estádio ou em outros locais públicos; bem como se as características demográficas (gênero e faixa etária) exercem algum tipo de efeito moderador sobre as relações estudadas. Para abordar estes temas buscou-se referência na SIT – Social Identity Theory e na SCT – Self- Categorization Theory. Foi realizado um levantamento (survey), envolvendo torcedores dos 4 times cariocas de maior torcida, mediante entrevistas estruturadas assistidas. A amostra foi intencional e de conveniência e a coleta de dados totalizou 507 questionários válidos. A análise dos dados foi realizada em duas etapas. A primeira contemplando uma análise fatorial exploratória, que objetivou a observação preliminar da qualidade das escalas. A segunda etapa contemplou uma análise fatorial confirmatória com o objetivo de purificar as escalas. Foram avaliadas a confiabilidade e a validade convergente, discriminante e nomológica dos construtos. Para testar as hipóteses substantivas do estudo utilizou-se a técnica de modelagem de equações estruturais e a análise de multigrupos. Os resultados da análise permitiram suportar empiricamente três das cinco hipóteses substantivas. Os resultados sugerem que (a) A identificação do fã com o time exerce influência positiva sobre a atitude em relação a assistir a jogos no estádio; (b) A atitude favorável do torcedor em relação ao estádio exerce influência positiva sobre o comparecimento ao estádio; e (c) A atitude favorável do torcedor em relação a locais públicos exerce influência positiva sobre o comparecimento a locais públicos. Todavia, não foi possível suportar integralmente as hipóteses de que (d) A identificação do fã com o time exerce influência sobre a atitude em relação a locais públicos; e (e) A atitude do torcedor em relação ao estádio exerce influência sobre a atitude em relação a locais públicos. Também não foram suportados os efeitos de moderação do gênero e faixa etária.

A indústria do esporte tem despertado cada vez mais o interesse de acadêmicos e profissionais das mais diversas áreas. Não só pela importância social que o esporte sempre teve no mundo, mas agora, também, pela importância econômica que essa indústria vem alcançado. O esporte deixou, há tempos, de ser apenas uma atividade de lazer. Se, para o público, ele ainda o é, para aqueles que trabalham nele, é claramente uma atividade de negócios. E, para disputar o jogo dentro das quatros linhas é necessário ter um time competitivo fora delas. Neste trabalho, consideramos as equipes esportivas como organizações e analisamo-las como firmas, com sua estrutura organizacional estreitamente relacionada à sua forma de apresentação ao público consumidor. Assumimos como premissa que essas organizações (times) não devem ser apenas organizadas como um win-maximizer, mas como um profit-maximizing. Neste sentido, o patrocínio vem ganhando cada vez mais importância na indústria do esporte. É difícil imaginar um grande time ou evento esportivo sem patrocínio. De um lado, os eventos e equipes participantes dependem dos recursos financeiros oriundos dos patrocinadores. Do outro lado, os patrocinadores utilizam de forma significativa o patrocínio como uma ferramenta estratégica de marketing. Assim, da mesma forma que os gastos globais com patrocínio vêm aumentando ano a ano, os esforços acadêmicos para medir o efeito do patrocínio vêm acompanhando este crescimento. No entanto, grande parte da literatura sobre patrocínio considera a influência do patrocínio na perspectiva do negócio. Estudos que analisem uma estrutura mais completa, desde a identificação do torcedor com o time até a compra final de produtos dos patrocinadores são raros. E é aqui que essa pesquisa se encaixa. Entendemos que o consumidor passa por constantes mudanças, que afetam os hábitos de consumo das pessoas e, por consequência, afetam as organizações. Um exemplo está na crescente demanda dos consumidores esportivos por produtos e serviços melhores. Além disso, a utilização cada vez maior de dispositivos móveis com internet e acesso às mídias sociais exige que as empresas repensem seu ambiente de negócios. Essa mudança no comportamento dos consumidores vem proporcionando a eles um novo papel. Os times e equipes esportivas devem assumir uma visão na qual o torcedor seja visto como alguém que contribui significativamente para o valor do produto e do serviço e que, ao mesmo tempo, direciona as estratégias da organização. Assim, os times devem buscar estratégias para aumentar o envolvimento ativo dos torcedores com o time e com as empresas patrocinadoras, incentivando-os a ser embaixadores da marca. Neste contexto, o trabalho teve como objetivo verificar se a lealdade do torcedor com seu clube pode ser transferida para as organizações patrocinadoras. Para alcançar esse objetivo, propusemos e testamos um modelo teórico multidimensional que permitisse mensurar desde a concepção da identificação com o time até a etapa de compra dos produtos dos patrocinadores. Assim, a partir da análise crítica de modelos propostos por diferentes autores, de diferentes áreas do conhecimento, foram desenvolvidos o modelo teórico e seus respectivos itens de mensuração. Os construtos principais desta tese foram: identificação com o time, lealdade ao time e lealdade ao patrocinador. A aplicação da escala desenvolvida para este trabalho se deu em duas amostras distintas e em momentos diferentes (amostra pré-teste: n=263; amostra teste: n=787). Para teste e refinamento da escala e do modelo, utilizamos a técnica de modelagem de equação estrutural PLS-SEM, por meio da qual os dados foram analisados em termos de validade convergente, validade discriminante e confiabilidade. Para tal, adotamos o uso da análise fatorial confirmatória. O modelo estrutural também foi testado e retestado por meio dos coeficientes de caminho, R2, Q2 e f2. Os resultados deste estudo mostram haver impacto considerável das variáveis antecedentes, benefícios sociais/não financeiros propostos neste trabalho, na identificação com o time. Ao mesmo tempo, a identificação com o time afeta positivamente e de forma significativa à lealdade ao time, que neste trabalho é analisada como um construto multidimensional formado por lealdade atitudinal, conativa e comportamental. Os testes realizados confiram o objetivo principal deste trabalho e permite inferir que a lealdade do torcedor ao time pode, sim, ser transferida para as empresas patrocinadoras. Em termos gerenciais, o conhecimento de novos antecedentes da identificação do torcedor com o time, bem como a clara distinção entre identificação, fanatismo e lealdade, permitirá às equipes formular estratégias mais assertivas para gerenciamento de suas marcas e o direcionar esforços de comunicação de marketing de forma mais eficaz. Para as empresas patrocinadoras, apresentamos um caminho alternativo para mensurar a eficiência e a eficácia do patrocínio e rentabilizar melhor os altos investimentos nesta área. Por fim, os resultados contribuem para a ampliação do conhecimento e do corpo teórico nos estudos da vantagem competitiva, comportamento do consumidor, lealdade e patrocínio. / The sports industry has attracted increasing interest from academics and professionals from various fields. Not only because of the social importance that sport has always had in the world but now, also because of the economic importance that this industry has achieved. For some time now, sport hasn\'t been just a leisure activity. If, for the public, it still is, for those who work in it, it is clearly a business activity, and to play the game within the four lines, it is necessary to have a competitive team outside of them. In this paper, we considered sports teams as organizations and analyzed them as companies, with their organizational structure closely related to their presentation to the consumer. We assumed the premise that these organizations (teams) should not only be organized as win-maximizer but as a profit-maximizing. In this sense, sponsorship is gaining more importance in the sports industry. It is hard to imagine a great team or sporting event without sponsorship. On the one hand, the events and participating teams rely on financial resources from sponsors. On the other hand, sponsors significantly utilize sponsorship as a strategic marketing tool. Thus, just as global spending on sponsorship is increasing on a yearly basis, the academic efforts to measure the effect of sponsorship have accompanied this growth. However, much of the literature on sponsorship considers the influence of sponsorship on the business perspective. Studies analyzing a more complete structure, from the fan\'s identification with the team to the final purchase of the sponsors\' products, are rare, and this is the point of this research. We understand that the consumer goes through constant changes that affect the consumption habits of people and, consequently, affect organizations. An example is an increasing demand from consumers for sporting goods and better services. In addition, the increasing use of mobile devices with Internet and access to social media requires companies to rethink their business environment. This change in consumer behavior is giving them a new role. Teams and their staff must embrace the vision in which fans are seen as people who significantly contribute to the value of the product and service and, at the same time, direct the organization\'s strategies. Thus, teams must seek strategies to increase the active involvement of the fans with the team and with the sponsoring companies, encouraging them to be brand ambassadors. In this context, this study aimed to verify that the fan\'s loyalty to his club can be transferred to the sponsoring organizations. To achieve this goal, we proposed and tested a multidimensional theoretical model that allowed us to measure all the stages of the process that we call loyalty transfer, starting with the identification with the team and ending with the purchase phase of the sponsors\' products. Thus, from the critical analysis of models proposed by different authors from different areas of knowledge, the theoretical model was developed, and its respective items were measured. The main constructs of this thesis were identification with the team, loyalty to the team, and loyalty to the sponsor. The application of the scale developed for this study took place in two different samples at different times (pre-test sample: n=267; test sample: n=787). For testing and refinement of scale and model, we used the PLS-SEM structural equation modeling technique, whereby the data was analyzed regarding convergent validity, discriminant validity, and reliability. To this end, we have adopted the use of confirmatory factor analysis. The structural model was also tested and retested by the R2, Q2 e f2 coeficients. The results of this study show that there is a significant impact of background variables and the social/non-financial benefits proposed in this study in identifying with the team. At the same time, identification with the team affects positively and significantly the loyalty to the team, which, in this study, is considered as a multidimensional construct composed of attitudinal, conative and behavioral loyalty. The executed tests confirm the primary objective of this study and allow us to infer that fan loyalty to the team can indeed be transferred to the sponsoring companies. In management terms, the knowledge of new background of fan identification with the team, as well as the clear distinction between identification, fanaticism, and loyalty, will enable teams to formulate more assertive strategies for managing their brands and direct marketing communication efforts more efficiently. For sponsors, we present an alternative way to measure the efficiency and effectiveness of sponsorship and better monetize high investments in this area. Finally, the results contribute to the expansion of knowledge and theoretical background in the study of competitive advantage, consumer behavior, loyalty, and sponsorship.

Pendant le 20e siècle, la relation entre médias et organisations sportives ont été symbiotiques. Les ressources obtenues grâce à la vente des droits de diffusion télévisée, la communication et les médias exercent une grande influence sur le succès global du football. C’est une relation de tensions et de coopération entre média et organisations sportives, et aussi les frontières sont floues entre les deux champs. Dans ce travail, nous souhaitons comprendre de quelle sorte les médias influencent les organisations sportives, plus précisément comment les clubs de football deviennent des espaces de production d’informations. Plus récemment, les organisations sportives ont investi dans le secteur de la communication, soit à travers le recrutement des communicants et d’autre professionnels de l’information, soit par la création de canaux de communications propres. Nous avons sélectionné, comme objets d’étude, les médias de trois organisations sportives : la webtélé du Paris Saint-Germain (France), le site web du Botafogo (Brésil) et la chaîne télé du Benfica (Portugal). Le travail empirique est constitué d’entretiens ethnographiques avec des professionnels de l’information et des communicants des clubs de football analysés. Suite à ces entretiens, nous avons l’objectif de répondre à trois questions sur la création des médias de club : quelle est sa motivation ; comment fonctionnent-ils ; et qui sont les responsables pour sa mise en place. Le choix de ces clubs offre l’opportunité d’une étude comparative et l’évaluation de différents marchés avec de degrés inégaux de modernisations, en permettant l’identification des proximités et des divergences, associées aux contextes respectifs, ce qui rend possible une tentative de généralisation sur les médias de club et leurs conséquences pour le journalisme sportif et pour la relation entre sport et médias. / During the 20th century, the relationship between Media and Sport were very fertile. The revenues generated by the sale of broadcast rights, the Communication and the Media have a great influence over the global success of football. Media and sports organizations have a relationship based on tensions and cooperation and also very fluid boundaries between them. In this present work, we want to understand how media influence sports organizations, more precisely, how football clubs become a space of content and information production. Recently, sports organizations have invested on media and communication departments, either by hiring public relations and media professionals or by creating their own corporate means of communication. We have selected as research objects, the media of three sports organizations: the WebTV of Paris Saint-Germain (France), the website of Botafogo (Brazil) and the subscription TV channel of Benfica (Portugal). Our empirical work was based on ethnographic interviews with the media and communication staff at these football clubs. Based on our interviews, we aim to answer three questions about the creation of these club owned media: why they were created; how they are structured; and who is responsible for their implementation. The choice of these three clubs allowed a comparative study and the analysis of different markets and realities with diverse levels of modernization, that together with each local social context made possible an attempt to offer a generalization about club owned media and the consequences for sports journalism and the relationship between sport and media.

Many companies choose to use celebrities as endorsers for their advertising campaigns. The two most common types are athletes and entertainers. The purpose of this thesis is to gain a better understanding of how celebrities, especially professional golfers, are used as endorsers in advertising.