Sport Consumer Behaviour
Consumer needs and motivation
doesn’t stay constant
Participant motivation
-over 100 motives for participating in sport
-three key motives (not mutually exclusive)
1) achievement- want to be best/win
2) social- interaction w/ teammates and coaches
3) Mastery- trying to improve self in new skill, intrinsic/ challenge self
-extrinsic and intrinsic rewards
(trophies, medals, etc). (weight loss)
Spectator motivation
Consumer perceptions (shape level of interest)
Consumer attitudes
Marking efforts (anticipate motivation)
-directed at shaping people’s perceptions
-attempting to form or change customers’ attitudes (athlete endorsement)
Text: Attitudes are based on a person’s experiences (behavioral component), feelings (affective component), and beliefs (cognitive component) about an object
Consumer Attitudes (cont’d)
Attitudes:
-expressions of inner feelings that reflect likes and dislikes
-based on three components: experience (behavioral component) feelings (affective component) beliefs (cognitive)
Consumer
-loyalty: less affected by price changes- still a fan
-involvement: deeply feel/think about (olympics- think about before/after or not)
-identification- degree sport/ activity part of sense of self (loyalty, money spend)
Group influences on the sport consumer
External factors influencing buying behaviour:
-people closest to us (family/friends)
-groups with whom we choose to associate (community)
-broader society in which we live (regions have different preferences)
Direct (ethnicity/ direct contact), indirect (great someone was an athlete), and aspirational (want to be like) reference groups
Consumer socialization
reference groups, socialization processes
Reference groups: ways/rituals associated (dressing, place you sit is stadium
-chosen based on what consumer has learned (preferences, modelling off others, previous experiences)
-can affect what a consumer learns subsequently
Direct (face-to-face) and indirect (aspirational) reference groups influence on the ways we consume sport
Socialization processes: modelling (off others), prompting (bring glove to catch fly ball), and reinforcement (rewarded/ punished for behaviour/ way of doing things)
Situational influences on the sport consumer
-isolating influences of internal and external forces is difficult (more than one influence)
-different contexts and situations result in different decisions (hungry or sleepy)
A situation is a set of factors that are:
-outside the individual consumer and removed from the product that they buy or its advertisement that they encounter.
-removed from the product or advertisement
Situational influences on the sport consumer (cont’d)
Awareness of how purchase situations influence consumers
Situational influences:
-physical surroundings: smells, weather, crowd, traffic
-social surroundings: friends, who going with
-task requirements: why are you doing it
-time pressures: time of day/season, commute, start to event
-antecedent states: anxiety, excitement, anger
Consumer decision making in sport
Common progression in decision-making process as consumer
-recognizes a need or problem
-seeks information to resolve problem or fulfill need
-determines purchase option
-evaluates alternatives
-makes purchase decision
-engages in post purchase evaluation
(cognitive dissidence- anxiety about a purchase)
Decision process diagram (page 14/15)
Sport consumer behaviour challenges and issues
-meaning and emotion of sport consumption (create attachment, anticipating needs)
-globalization of sport (cultural differences)
-virtual consumption (online communities- betting/ chats)
-compulsive consumption (gambling, compulsion affects daily life/ exercise obsession)
side bar: social media and consumer behaviour:
ex. running races- people engaging more likely to remember sponsor/ adds
Sport Communication
Lecture 14
Sport communication
Theoretical framework of sport communication
1) genres- different approaches, groupings
2) context- interpersonal, group, organizational (internal: emails, talk. external: ads, media, reports), mass mediated (false more likely to be shared than true)
3) process- context specific (in any given situation)
4) elements- sender; message; channel; receiver (places for misinterpretation)
5) effects
Elements in the communication process
image
Communication models
Effects
Strategic Sport Communication model (SSCM)
figure 14.1, page 298
-Provides a framework for interaction between communication dynamics and setting
Elements:
-sport communication process
-personal and organizational communication in sport
-mediated communication
-sport communication services and support
Personal and organizational communication
SSCM component 1:
Mediated communication
SSCM component 11
Sport communication services and support
SSCM component 111