Sports sponsorship in Poland: A comparative study of companies’ sponsorship processes

Abstract: Sports sponsorship has become a global and multi-billion dollar business. It is an integral part of the company's marketing strategy and viewed as a highly effective form of advertising. Clearly, companies have understood the value of sponsorship for their marketing portfolio and aim to build brand awareness, image, customers’ and employees’ loyalty, and generate higher revenues. However, previous research has shown that the potential of sports sponsorship is still not sufficiently used in Poland. Companies in this country lack knowledge and awareness about the sponsorship of sporting events.The purpose of this study is to analyze differences and similarities between companies' sponsorship processes that sponsor local, national, and international sporting events in Poland. It includes exploring sponsorship promotional activities, objectives, selection criteria, as well as decision-making procedures followed by businesses in the sponsorship exchange process.A qualitative comparative study consisting of 19 interviews with representatives sponsoring sporting events in Poland was used.The results revealed that sponsorship processes vary depending on the level of the sponsored sports event. As the level increases from local to national or international, companies adopt more profit-oriented goals and decisions. Whereas companies sponsoring local sporting events often based their choices on emotions and sympathy to sports disciplines or event organizers. Furthermore, the results also suggested that there is a significant difference between the decision-making procedures of companies involved in sponsoring different levels of sporting events. As the event level rises, it becomes more complex, considered, and longer.In summary, the study shows that companies in Poland recognize event sponsorship as an efficient way to create brand and product image. Although the study also discovers that the role of event sponsorship as a communication tool to achieve commercial goals is not seen by some corporations as a key aspect of strategy.