Relationship marketing: a strategy for acquiring long-term strategic sponsorships in the disability sport sector

Abstract

ABSTRACT Since the founding of the National Wheelchair Basketball Association (NWBA) in 1949, wheelchair basketball has expanded to over 200 teams in the U.S. and Canada. Despite the success and growth of wheelchair basketball in the U.S., NWBA programs still face funding challenges. Considering the potential to generate funding through corporate sponsorship, nine semi-structured interviews were conducted with professionals in charge of sponsorship management of NWBA programs to gain insight into the acquisition and relationship management of their sponsorship programs. Findings showed several unique ways NWBA programs attract sponsors, including focusing on sponsors with an existing interest in the disability community, and highlighting the unique assets of NWBA teams such as their compelling stories, the program’s impact, disability expertise, and corporate social engagement opportunities. Communication, evaluation, and cross-marketing opportunities were found to be key in retaining sponsors. Both successful sponsorship acquisition and retention are underlined by relationship marketing efforts to build commitment and trust by establishing an emotional connection and mutually beneficial relationship between the sponsor and the team, as well as having a dense network of relationships between the sport property and sponsor. The results aid current and future programs in successful sponsorship acquisition and retention. HIGHLIGHTS NWBA teams heavily rely on building commitment with potential sponsors for sponsorship acquisition. NWBA sport managers need to focus on the relationship building through their unique assets and offerings. NWBA teams retain sponsors through building and keeping trust and commitment. Sponsorship activation, ROI measures, and cross-marketing opportunities are key for sponsorship retention.