Consumer perceptions of compatibility in cause‐related marketing messages

TLDR

Consumers respond more positively to marketing efforts, such as celebrity endorsements and sponsorships, when the image of the sponsoring company or brand is compatible with the celebrity or sponsored event. The authors explore the concept of compatibility within a cause‑related marketing context. The experiment confirms that sponsor/cause compatibility creates positive consumer perceptions of the donor and that individual characteristics influence perceptions of the cause and its compatibility with a donor, with theoretical and strategic implications discussed. © 2006 John Wiley & Sons, Ltd.

Abstract

Abstract Consumers respond more positively to marketing efforts, like celebrity endorsements and sponsorships, when the image of the sponsoring company or brand is compatible with the celebrity or sponsored event. The authors explore the concept of compatibility within a cause‐related marketing context. The results of an experiment confirm the role of sponsor/cause compatibility for the creation of positive consumer perceptions of the donor, and highlight the importance of individual characteristics that affect perceptions of the cause and its compatibility with a donor. Theoretical and strategic implications and future research directions are discussed. Copyright © 2006 John Wiley & Sons, Ltd.