Since the early days of corporate societal marketing, managers and researchers alike have considered perceived marketer motives as a key factor in eliciting positive consumer response. However, little is known as to how the perception of marketer motives is formed. This dissertation research looks into a number of factors that may influence the process of perceived marketer motives formation. In particular, the roles of corporate societal marketing type, cognitive capacity, ad skepticism, and cause-involvement are examined. In addition, the underlying structure of perceived marketer motives is also explored. The results showed that the effect of corporate societal marketing type on perceived marketer motives was not significant. Cognitive capacity did have a significant effect that subjects with unconstrained cognitive capacity perceived higher community-oriented motives than those with constrained cognitive capacity. The effect of ad skepticism was equivocal. Ad skepticism had a significant effect on perceived marketer motives in Study 1, but not in Study 2. The key methodological difference between the two studies is that ad skepticism was measured along with other constructs in Study 1 whereas it was measured two weeks prior to the lab experiment in Study 2. Cause-involvement had no significant effect on perceived marketer motives, although it did affect the subsequent consumer response. As for the structure of perceived marketer motives, data from both studies suggest that there are three dimensions: community-oriented motives, company-oriented motives, and manipulative motives. These three dimensions appeared to be independent from one another; each of them had unique effects on subsequent consumer response. Most notably, company-oriented motives had no significant effect on company evaluation, attitude toward the company, or purchase intent. As expected, community-oriented motives had positive effects on all three indicators of consumer response whereas manipulative motives had negative effects. Limitations in the current investigation are discussed and suggestions for future research are proposed. / text

The purpose of this thesis is to be able to conclude which of the two, cause fit communication or cause commitment communication, is the best strategy for companies to adapt when looking to reduce consumer skepticism when communicating their CSR. CSR is nowadays a core component in every business yet so many managers find it hard to justify because they do not reap the benefits from engaging in CSR (Porter & Kramer, 2006). CSR has to be communicated in order for companies to reap the benefits from their endeavors (McElhaney, 2009). However, when companies do this consumers tend to get skeptical about the CSR motives of the company, which results in companies not gaining any benefits from their CSR at all (Bhattacharya, 2010). To solve this problem, researchers have suggested many different communication strategies to reduce consumer skepticism when companies communicate their CSR. In this thesis we test the consumer skepticism reducinge ffects of Cause Fit Communication and Cause Commitment Communication to conclude which of the two is the most efficient at reducing consumer skepticism. To fulfill our purpose we have used a quantitative method and constructed a survey where we have asked people about their perception of different companies’ CSR communication when the companies used Cause Fit Communication or Cause Commitment Communication. The answers from the respondents were analyzed through which we could conclude which of the two strategies is better. From our findings it was very hard to conclude which of the two communication strategies was the best at reducing consumer skepticism. However, we could see that Cause Commitment Communication had the highest consumer skepticism reducing effects. After having conducted this research we truly believe that the two communication strategies can be just as efficient at reducing consumer skepticism as long as one follows the guidelines we have provided in this thesis.

This research proposes that a construct called Sponsorship Linked Advertising (SLA) is valuable in understanding how brand and corporate advertising link to sponsorship and event marketing. SLA includes both ads that communicate a link to a sponsored event (tiedness) and those that demonstrate, through their overall design, an event’s motif or theme (themedness). In its themed form, SLA differs from creative advertising by virtue of the fact that creative advertising can exist independent of any sponsorship link, whereas sponsorship linked advertisements intentionally unite a sponsorship and an event either implicitly and/or explicitly. With sponsorship investment estimated to be $45.2 billion worldwide (International Events Group 2009) and leverage advertising (i.e., advertising that is employed to heighten awareness of sponsorships or better articulate sponsor-event links) reflecting a similar amount, empirical examination, validation and implementation guidance of SLA as a leveraging strategy is critical. The unique marketing opportunities associated with popular sporting, charitable and arts events also attract non-sponsoring companies which also seek to affiliate with the event, an activity known as ambushing (McKelvey and Grady 2008). Examination of SLA is therefore important in an increasingly competitive and cluttered global sponsorship arena, in which ambushing is becoming a pervasive practice, attracting considerable attention from event organisers, sponsors and policy makers alike, while also detracting from or diluting intended sponsorship communications. Despite widespread use of SLA, no empirical validation of this strategy has been undertaken to date. The present research addresses this gap. Initially, the SLA construct is defined, categorised, and measured through content analysis, then a series of experimental studies are used to achieve empirical validation of the SLA construct. Streams of sponsorship and advertising effectiveness research, along with theories of associative learning, attribution and persuasion, are used to guide examination of SLA effectiveness in new empirical work. Specifically, a series of experiments are used to examine consumers’ cognitive, affective and behavioural responses to SLA. The first experimental study tests a main effect of ad type as well as interactive effects of tiedness and themedness with sponsorship availability (i.e., knowledge of true sponsor) on outcomes including nature and type of thoughts elicited, ad scepticism and sponsor motive attributions. Findings from this study suggest that SLA exposure induces more positive thoughts, less ad scepticism and more favourable attributions than exposure to Non SLA. These results provide initial evidence that consumers process SLA differently to other ad types and interestingly, may derive enjoyment from, or at least exhibit less ad scepticism towards viewing SLA. Finally, the influence of competitive context on sponsor recall is tested by simulating exposure to ambush and/or SLA ad types following a sponsorship announcement. Findings provide evidence to support a memory interference hypothesis and imply that accuracy of sponsor recall is diminished by presence of an ambush ad, but that this effect is moderated by presence of SLA leveraging a previously announced sponsorship. Taken together, the results of this series of studies provide an empirical measurement of SLA strategy and demonstrate construct validity. Further, interpretation of the results gives rise to specific creative strategies for practical implementation. Ecological validity is built into the design by using real events within ad stimuli and investigating SLA in the competitive context in which it occurs. Hence, the results are said to be generalisable to real-world situations, and the resultant creative strategies are arguably contextually valid. This research contributes to existing marketing and sponsorship literature by proposing and empirically validating a new construct. Theoretically, it examines consumer response to SLA by combining information processing and resistance based perspectives. It extends traditional views of ambushing by offering empirical evidence of the practice being widespread and extending to low level sponsors and event “free riders”. Practical implications of this research extend to advertisers and sponsors faced with the challenge of effectively leveraging huge sponsorship investments and assessing return on such investment. Empirical testing of ambushing effects has important implications for the debate on increased regulatory intervention of such practices, a debate centred upon tension between balancing fair marketing practice with the rights of sponsors and event organisers.

This research proposes that a construct called Sponsorship Linked Advertising (SLA) is valuable in understanding how brand and corporate advertising link to sponsorship and event marketing. SLA includes both ads that communicate a link to a sponsored event (tiedness) and those that demonstrate, through their overall design, an event’s motif or theme (themedness). In its themed form, SLA differs from creative advertising by virtue of the fact that creative advertising can exist independent of any sponsorship link, whereas sponsorship linked advertisements intentionally unite a sponsorship and an event either implicitly and/or explicitly. With sponsorship investment estimated to be $45.2 billion worldwide (International Events Group 2009) and leverage advertising (i.e., advertising that is employed to heighten awareness of sponsorships or better articulate sponsor-event links) reflecting a similar amount, empirical examination, validation and implementation guidance of SLA as a leveraging strategy is critical. The unique marketing opportunities associated with popular sporting, charitable and arts events also attract non-sponsoring companies which also seek to affiliate with the event, an activity known as ambushing (McKelvey and Grady 2008). Examination of SLA is therefore important in an increasingly competitive and cluttered global sponsorship arena, in which ambushing is becoming a pervasive practice, attracting considerable attention from event organisers, sponsors and policy makers alike, while also detracting from or diluting intended sponsorship communications. Despite widespread use of SLA, no empirical validation of this strategy has been undertaken to date. The present research addresses this gap. Initially, the SLA construct is defined, categorised, and measured through content analysis, then a series of experimental studies are used to achieve empirical validation of the SLA construct. Streams of sponsorship and advertising effectiveness research, along with theories of associative learning, attribution and persuasion, are used to guide examination of SLA effectiveness in new empirical work. Specifically, a series of experiments are used to examine consumers’ cognitive, affective and behavioural responses to SLA. The first experimental study tests a main effect of ad type as well as interactive effects of tiedness and themedness with sponsorship availability (i.e., knowledge of true sponsor) on outcomes including nature and type of thoughts elicited, ad scepticism and sponsor motive attributions. Findings from this study suggest that SLA exposure induces more positive thoughts, less ad scepticism and more favourable attributions than exposure to Non SLA. These results provide initial evidence that consumers process SLA differently to other ad types and interestingly, may derive enjoyment from, or at least exhibit less ad scepticism towards viewing SLA. Finally, the influence of competitive context on sponsor recall is tested by simulating exposure to ambush and/or SLA ad types following a sponsorship announcement. Findings provide evidence to support a memory interference hypothesis and imply that accuracy of sponsor recall is diminished by presence of an ambush ad, but that this effect is moderated by presence of SLA leveraging a previously announced sponsorship. Taken together, the results of this series of studies provide an empirical measurement of SLA strategy and demonstrate construct validity. Further, interpretation of the results gives rise to specific creative strategies for practical implementation. Ecological validity is built into the design by using real events within ad stimuli and investigating SLA in the competitive context in which it occurs. Hence, the results are said to be generalisable to real-world situations, and the resultant creative strategies are arguably contextually valid. This research contributes to existing marketing and sponsorship literature by proposing and empirically validating a new construct. Theoretically, it examines consumer response to SLA by combining information processing and resistance based perspectives. It extends traditional views of ambushing by offering empirical evidence of the practice being widespread and extending to low level sponsors and event “free riders”. Practical implications of this research extend to advertisers and sponsors faced with the challenge of effectively leveraging huge sponsorship investments and assessing return on such investment. Empirical testing of ambushing effects has important implications for the debate on increased regulatory intervention of such practices, a debate centred upon tension between balancing fair marketing practice with the rights of sponsors and event organisers.