May 17, 2024

Exploring the impact of athlete brand image on fans’ behavioural outcomes: the role of emotional attachment and perceived price value

LZLongzhao ZhengXiamen University YXYing XuHarbin Institute of Technology

Key Points

Fans' social media engagement and purchase intentions positively relate to athletes' brand image.
Emotional attachment significantly mediates the link between athlete brand image and fans' purchase intentions.
Analysis utilized online surveys and partial least squares structural equation modeling to assess relationships among variables and interactions between them. 572 respondents contributed to data collection in China, indicating broader implications for marketing strategies in sports.

Abstract

Purpose This study aims to explore the impact of athlete brand image on fans’ social media engagement, purchase intentions, and also examines the mediating role of emotional attachment on these relationships, as well as the moderating role of perceived price value between emotional attachment and purchase intentions. Design/methodology/approach The data are based on an online survey conducted in China (N = 572). The PLS-SEM (partial least squares structural equation model) and regression-based estimation method (PROCESS) are employed to test the hypotheses. Findings The results indicate a positive relationship between athletes’ athletic performance and fans’ social media engagement as well as purchase intentions. The impact of athletes’ attractive appearance and marketable lifestyle on fans’ purchase intentions is sequentially mediated by emotional attachment and social media engagement. Moreover, the mediation effect of athletes’ off-field image and purchase intentions is contingent upon fans’ perceived price value. Research limitations/implications Athletes and marketers could integrate and leverage both the on-field and off-field attributes to cultivate emotional connections with fans. Sports organizations and managers need to pay attention to fans’ social media engagement and provide content that increases engagement and converts into transactional behavioural intentions. Originality/value The study provides empirical evidence of the mediating role of emotional attachment between athlete brand image and fans’ purchase intentions. The explanatory mechanisms involving emotional attachment and social media engagement (non-transactional behavioural intentions) are anticipated to be a noteworthy addition to the traditional fan transactional behavioural intentions framework. Moreover, the research introduces and confirms perceived price value as a crucial moderating factor influencing the relationship between emotional attachment and purchase intentions.

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