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Business-to-business conference sponsorship as a marketing tool

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dc.contributor.advisor Dr. Jacques van Zyl en_US
dc.contributor.author Psaros, Dimitri
dc.date.accessioned 2012-08-21T07:16:42Z
dc.date.available 2012-08-21T07:16:42Z
dc.date.issued 2012-08-21
dc.date.submitted 2003
dc.identifier.uri http://hdl.handle.net/10210/6317
dc.description M.B.A. en_US
dc.description.abstract Sponsorship of business-to-business conferences is an effective marketing tool available to companies targeting the business market. However, as with any other marketing tool, there are various factors that influence the degree to which business-tobusiness conference sponsorship will be effective in contributing to the achievement of a company's strategic marketing objectives. For this dissertation, the research problem is that sponsors do not seem able to accurately measure the degree to which business-to-business conference sponsorship has been effective in achieving their marketing objectives. If sponsors do not know how effective sponsorship has been in achieving their objectives then they cannot make informed decisions about future sponsorships. The purpose of this study therefore, was to examine the evaluation of business-tobusiness conference sponsorship and explore the extent to which sponsors evaluate the degree to which sponsorship has met their marketing objectives. A research survey was conducted amongst senior managers responsible for marketing decisions within their organisations. The findings of the research showed that 17% of respondents did not set objectives to be achieved though their sponsorship of a business-to-business conference. By not setting objectives, it is unlikely that companies will be able to accurately determine whether the money spent on sponsorship was justified or not. A further 13% of respondents that did set objectives did not measure the extent to which the objectives were achieved. The researcher identified eight primary marketing objectives of business-to-business conference sponsorship. These are: Increasing awareness Positioning Sales Niche marketing iii Entertaining clients Database building Networking and forging new business relationships Conduct market research It was found in the research that the most commonly mentioned method to measure the extent to which business-to-business conference sponsorship objectives had been achieved was using a sales-related measure, for example sales revenue. However, the majority of respondents (60%) also indicated that it was "strongly unlikely" that sales objectives could be achieved through business-to-business conference sponsorship. It is interesting that the majority of respondents (48%) believe that it is the "fault" of the sponsors themselves that their marketing objectives have not been achieved by sponsoring a business-to-business conference, while 30% believe that the "fault" lies with the conference organiser. This report concludes with recommendations for both sponsors and conference organisers about how to improve the effectiveness of business-to-business conference en_US
dc.language.iso en en_US
dc.subject Corporate sponsorship en_US
dc.subject Communication in marketing en_US
dc.subject Congresses and conventions - Marketing en_US
dc.title Business-to-business conference sponsorship as a marketing tool en_US
dc.type Thesis en_US


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