Toward the professionalization of sponsorship management in voluntary sports clubs: a comprehensive analysis of components and their specifications

Abstract

Purpose

Many voluntary sports clubs face financial difficulties and consequently turn to external funding sources. Recent developments suggest that sports clubs have been successful in significantly increasing sponsorship income by professionalizing their sponsorship activities. However, not much is known about how voluntary sports clubs professionalize their sponsorship management (e.g. sponsorship staff). This study seeks to gain a deeper understanding of the components addressed and the practices used by voluntary sports clubs to professionalize their sponsorship.

Design/methodology/approach

An exploratory case study was conducted to gain in-depth insights into voluntary sports clubs’ organizational developments in the context of sponsorship management. Data were collected from six sports clubs through document analyses and problem-centered interviews with decision makers. The data were analyzed using a qualitative content analysis approach, which included both deductive and complementary inductive coding of the data.

Findings

The results show that the components addressed in the professionalization of sponsorship management are reflected in three dimensions: “people and positions” (e.g. sponsorship staff), “structures and processes” (e.g. differentiation of responsibilities), and “strategies and activities” (e.g. sponsorship rights orientation). It was also found that clubs, which have diverse characteristics and levels of professionalization, pursue distinct approaches.

Originality/value

In contrast to studies on professional sports organizations that focus primarily on the sponsor’s perspective, this study sheds light on sponsorship management in sports clubs in the non-profit sector. The findings can help voluntary sports clubs to transform their sponsorship management strategically and increase sponsorship income in the long term.

Citation

Schulz, L., Keller-Meier, R., Lang, G., Nagel, S., Stieger, R. and Schlesinger, T. (2024), "Toward the professionalization of sponsorship management in voluntary sports clubs: a comprehensive analysis of components and their specifications", International Journal of Sports Marketing and Sponsorship, Vol. 25 No. 5, pp. 1126-1146. https://doi.org/10.1108/IJSMS-01-2024-0023