This study investigated the motivational drivers of attitudinal and behavioral loyalty for fans of football and other sports in Brazil. An online survey was conducted with 483 valid responses from Brazil. Structural equation modeling found that the six motivation factors (interest in team, socialization, aesthetics, sport knowledge, interest in sport, and vicarious achievement) explained 64-69% of the variation in attitudinal loyalty and 20-29% of behavioral loyalty, depending on sport. Similarities and differences existed between football and other sport fans. The results provide insights to help sports marketers formulate effective strategies to develop and maintain loyal fan bases.
Factors Driving Fan Loyalty in Brazil: Football vs Other Sports
1. Investigating Motivation Drivers of
Attitudinal and Behavioural Fan
Loyalty in Brazil:
Football versus Other Sports
Philip J. Rosenberger III, University of Newcastle (Australia)
Jin Ho Yun, Sung Kyun Kwan University (Republic of Korea)
Mohammad M. Rahman, Shandong University (China)
Sören Köcher, Technischen Universität Dortmund (Germany)
Mauro de Oliveira, University Center of FEI (Brazil)
Cladea, Viña del Mar, Chile 2015
2. page 2Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
3. page 3
3
Introduction
Sports are a fundamental
role in the life of Brazilians
and are present in the
routine of more than 90%
of the population, either
through their practice,
monitoring of TV
broadcasts and radio
games or going to the
stadium.
(MIRANDA, 2013)
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
4. page 4
4
Introduction
Football (soccer) is the leading global sport
2009 global revenue of €19.5 bn
= 43% of the global market for major sports
to $US 35.3 bn (€30 bn) in 2013
Football popularity – 2014 FIFA World Cup in Brazil
3.4 billion people watched the tournament (FIFA, 201)
Professional Football Clubs in Brazil
Brazil: 29,208 football clubs and 2.1 million registered players
However, there are other sports besides
football followed in Brazil
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
5. page 5
5
Fan Loyalty
Loyal consumers exhibit strong, positive attitudes and more
intense, frequent behaviours (Jacoby, 1971)
An individual’s sense of connection to a sport team (Reysen &
Branscombe, 2010), involving their identification with the team
(Hunt et al., 1999)
Loyalty requires an examination beyond behavioural traits
(i.e. behavioural loyalty) by involving the attitudinal
component of loyalty (e.g. Stevens & Rosenberger, 2012), which
reflects the psychological commitment of a fan to a team
(e.g. Funk & James, 2001, 2006; Mahony et al., 2000)
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
6. page 6
6
Motivation
Motivation refers to an activated state within a person,
which represents internal factors that arouse, lead and
provoke goal-direct behaviour
(Funk, Filo, Beaton & Pritchard 2009; Pritchard, Funk & Alexandris, 2009)
such as sports fans watching and attending matches
(Madrigal, 2006; Mahony, Nakazawa, Funk, James & Gladden, 2002; Trail & James,
2001; Wann, 1995)
Motives for attending games are related to fan identification
(e.g. Fink, Trail & Anderson, 2002; Trail, Anderson & Fink, 2000; Trail & James, 2001;
Wann, 1995)
An individual’s personal characteristics, which include
motivations, also shape and exhibit affective states, such as
the enjoyment and satisfaction derived from watching a
sporting event (e.g. Hung, Lee & Hou, 2011; Madrigal, 1995; Thien & Van Mu,
2012)
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
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7
Motivation
Key CB driver
Multiple dimensions
Interest in Team and in Football = the pure
entertainment
Socialisation = a fan’s desire to be with other fans
Aesthetics = mastery displayed
Sport Knowledge = the shared information
Vicarious achievement = a sense of personal
achievement when the team performs well
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
8. page 8
Conceptual Model
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
Socialisation
Interest in Team
Vicarious Achievement
Aesthetics
Sport Knowledge
Interest in Sport
Behavioural
Loyalty
Gender
Attitudinal
Loyalty
Age
Control variables
9. page 9
Type of Research
Quantitave
Research Technique
Survey
Data Collection
Instrument
On-line
questionnaire
Data Analysis
Structural
Equation Modeling
(SmartPLS)
Research Method
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
10. page 10
Methodology
Multi-item scales used from the literature
Online survey
Recruitment by website postings and social-media postings
Convenience sample of university undergraduate & graduate
schools
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
11. page 11
Total Sample: 483 valid responses
were collected
from Brazil
44%56%
Average age of
the sample
22.1 years old
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
12. page 12
Analysis used SmartPLS v3.0 (Ringle, Wende, & Becker, 2015)
The reflective items of all constructs had component
loadings > 0.70 benchmark
Composite reliabilities > 0.70
AVE of all constructs > 0.50
The t-values were calculated with the bootstrapping
procedure of 5000 cases, with values > 1.96 benchmark
(p < .05)
Analysis
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
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Results - Conceptual Model – All Sports
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
Socialisation
Interest in Team
Vicarious Achievement
Aesthetics
Sport Knowledge
Interest in Sport
Behavioural
Loyalty
Attitudinal
Loyalty
R2 = .29R2 = .69
-.124*
-.033
.243***
.257***
.054
.203***
.199***
.196***
.039
.415***
-.026
.112***
14. page 14
14
Results - Conceptual Model
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
+
p < .10, * p < .05, ** p < .01, *** p < .001 ; ^ Exceeds criterion of .10; ns = non -significant (p > .10); #
SmartPLS v3 MGA results reported for Football compared with Fans of Other Sports
Structural Paths
Total
Sample
(n = 483)
Football
(n = 337)
Other
Sports
(n = 146)
Significant Pairwise
Differences#
Control variables to Attitudinal Loyalty
Age .054+
.075+
.011 N/A
Gender -.017 -.02 .012 N/A
Control variabl es to Behavioural Loyalty
Age -.054 -.041 -.074 N/A
Gender -.012 -.011 .185* N/A
Interest in Team → Attitudinal Loyalty .199*** .197*** .156 ns
Interest in Team → Behavioural Loyalty .054 .023 -.06 ns
Socialisation → Attitudinal Loyalty .112** .148** -.018 p = .069
Socialisation → Behavioural Loyalty .203*** .202** .171 ns
Aesthetics → Attitudinal Loyalty -.026 -.082+
.239+
p < .05
Aesthetics → Behavioural Loyalty -.124+
-.112 .174 p < .05
Sport Knowledge → Attitudinal Loyalty .196*** .203*** .128 ns
Sport Knowledge → Behavioural Loyalty -.033 -.017 -.241+
p = .077
Interest in Sport → Attitudinal Loyalty .039 .038 .055 ns
Interest in Sport → Behavioural Loyalty .243** .212** .255 ns
Vicarious Achievement → Attitudinal Loyalty .415*** .424*** .350* ns
Vicarious Achievement → Behavioural Loyalty .257*** .246** .132 ns
R2
of Attitudinal Loyalty .690^ .641^ .644^
R2
of Behavioural Loyalty .293^ .244^ .204^
15. page 15
Conclusions
Results from this study support previous
research into the influence of motivations on
attitudinal loyalty and behavioural loyalty
the six motivations had strong explanatory effect on
attitudinal loyalty, explaining 64% of the variation in
attitudinal loyalty for football fans and 64% for fans
of other sports.
the six motivations had weaker explanatory effect on
behavioural loyalty, explaining 24% of the variation in
behavioural loyalty for football fans and 20% for fans of
other sports.
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
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Conclusions
The results suggest that similarities and
differences exist in the pattern of influence of
the motivation drivers for attitudinal and
behavioural loyalty across the two fan groups.
Collectively, these findings indicate that fans of both
football and other sports in Brazil share some
underlying motivational drivers of attitudinal loyalty
and behavioural loyalty.
These findings will assist sports-marketing practitioners of
sports competing with football to formulate more effective,
fan-centric marketing-communication strategies leading to
a larger loyal fan base.
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
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So...
This study has increased our understanding of the
motivational drivers of attitudinal loyalty and behavioural
loyalty for fans of football and other sports in Brazil.
Practitioners can also use these findings to formulate more
effective marketing strategies. Through the improved
understanding of sports fans in Brazil that these results
contribute to, sports marketers can gain insights that could
help in developing and maintaining a stable fan base.
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
18. page 18
A cross-sectional, Brazilian
student sample was used.
The results for the non-
football fans may have been
attenuated by the diversity of
sports, which may have also
affected the cross-group
comparisons with football fans
Limitations
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
19. page 19
Thank you for
your attention!
Dr. Mauro José de Oliveira
Centro Universitário da FEI,
São Paulo, Brazil
maurojornalista@fei.edu.br
Dr. Sören Köcher
TU Dortmund University ,
Dortmund, Germany
soeren.koecher@tu-dortmund.de
Dr. Philip J. Rosenberger III
Newcastle Business School
Ourimbah, Australia
philip.rosenbergiii@newcastle.edu.au
Dr. Mohammad M. Rahman
Shandong University
Jinan, P. R. China
mohammad.rahman@sdu.edu.cn
Jin Ho Yun
SungKyunKwan Graduate
School of Business
Seoul, Republic of Korea
jin.ho.yun90@gmail.com
Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports
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Investigating Motivation Drivers of Attitudinal and Behavioural Fan Loyalty in Brazil: Football versus Other Sports