Skip to main content
Disciplines
Automotive Business IT + Informatics Construction + Real Estate Electrical Engineering + Electronics Energy + Sustainability Insurance + Risk Finance + Banking Management + Leadership Marketing + Sales Mechanical Engineering + Materials
Events
DE
EN
Books
Journals
Topic Page
Marketing
Start single access now
Access for companies
EXTENDED SEARCH
Log in
Top
Journal of the Academy of Marketing Science
Published in: Journal of the Academy of Marketing Science 5/2010

01-10-2010 | Original Empirical Research

Pride in contemporary sport consumption: a marketing perspective

Authors: Alain Decrop, Christian Derbaix

Published in: Journal of the Academy of Marketing Science | Issue 5/2010

Log in

Activate our intelligent search to find suitable subject content or patents.

search-config
loading …

Abstract

Pride feelings and processes have been under-studied in marketing and consumer research although they have major consequences for marketers and consumers. In this article, a multidimensional process view of pride is offered by reporting the findings of a qualitative interpretive study on soccer fans’ possessions. Four types of pride are put into light, i.e., introspective, vicarious, contagious, and conspicuous. Their antecedents and consequences are developed. A series of theoretical and managerial implications are finally suggested. Making consumers proud of the brand/company may lead to stronger commitment and loyalty, increased consumption (new products, upgrades and merchandise), positive WOM, and co-creation of value.
previous article Anger, frustration, and helplessness after service failure: coping strategies and effective informational support
next article Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting

Dont have a licence yet? Then find out more about our products and how to get one now:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

  • über 102.000 Bücher
  • über 537 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Maschinenbau + Werkstoffe
  • Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

inform now

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 340 Zeitschriften

aus folgenden Fachgebieten:

  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Versicherung + Risiko




Jetzt Wissensvorsprung sichern!

inform now
Footnotes
1
The authors were fluent in the languages (French and Spanish) used by the informants, which increases the trustworthiness of data interpretation. The five colleagues are mentioned at the end of the paper.
 
2
Tifo is the Italian word for support (tifosi are the supporters). It is used in the soccer jargon to indicate any achievement a supporters’ group sets up in order to raise the atmosphere during a game.
 
3
This popular expression in the soccer jargon refers to the 11 players on the field supported by the crowd of fans.
 
4
The zebra refers to the mascot of Charleroi.
 
Literature
Aaker, D. A. (1991). Managing brand equity. New York: Maxwell Macmillan International.
Altman, I., & Low, S. (1992). Place attachment. New York: Plenum.
Arnett, D. B., Laverie, D. A., & McLane, C. (2002). Using job satisfaction and pride as internal-marketing tools. Cornell Hotel and Restaurant Administration Quarterly, 43(2), 87–96.CrossRef
Arnould, E. J., & Price, L. L. (1993). River magic: extraordinary experience and the extended service encounter. Journal of Consumer Research, 20, 24–45.CrossRef
Aron, A., Aron, E. N., Tudor, M., & Nelson, G. (1991). Close relationships as including other in the self. Journal of Personality and Social Psychology, 60(2), 241–253.CrossRef
Bagozzi, R. P., Gopinath, M., & Nyer, P. U. (1999). The role of emotions in marketing. Journal of the Academy of Marketing Science, 27(2), 184–206.CrossRef
Baumeister, R. F., & Leavy, M. (1995). The need to belong: desire for interpersonal attachments as a fundamental human motivation. Psychological Bulletin, 117, 497–529.CrossRef
Belk, R. W. (1988). Possessions and the extended self. Journal of Consumer Research, 15, 139–168.CrossRef
Belk, R. W., Wallendorf, M., & Sherry, J. F. (1989). The sacred and the profane in consumer behavior: theodicy on the odyssey. Journal of Consumer Research, 16, 1–39.CrossRef
Bromberger, C. (1995). Le match de football. Ethnologie d’une passion partisane à Marseille, Naples et Turin. Paris: Editions de la Maison des Sciences de l’Homme.
Brown, J. D., & Dutton, K. A. (1995). The thrill of victory, the complexity of defeat: self-esteem and people’s emotional reactions to success and failure. Journal of Personality and Social Psychology, 68(4), 712–722.CrossRef
Brown, J. D., & Marshall, M. A. (2001). Self-esteem and emotion: some thoughts about feelings. Personality and Social Psychology Bulletin, 27, 575–584.CrossRef
Cialdini, R. B., Richard, J., Borden, A. T., Walker, M. R., Freeman, S., & Sloan, L. R. (1976). Basking in reflected glory: three (football) field studies. Journal of Personality and Social Psychology, 34, 366–375.CrossRef
Damasio, A. (1999). The feeling of what happens: Body, emotion, and consciousness. New York: Harcourt Brace.
Deloitte Sports Business Group (2009). Lost in Translation: Football Money League 2009. Manchester-London: Deloitte.
Denzin, N. K., & Lincoln, Y. S. (1994). Entering the field of qualitative research. In N. K. Denzin & Y. S. Lincoln (Eds.), Handbook of Qualitative Research (pp. 1–17). Thousand Oaks: Sage.
Echambadi, R. (2000). Customer retention: An integrative model and empirical test. Working paper.
Elias, N., & Dunning, E. (1986). Quest for excitement: Sport and leisure in the civilizing process. Oxford: Blackwell.
Fischer, K. W., & Tangney, J. P. (1995). Self-conscious emotions and the affect revolution: Framework and overview. In J. P. Tangney & K. W. Fischer (Eds.), Self-conscious emotions (pp. 3–22). New York: Guilford.
Funk, D. C., & James, J. D. (2001). The psychological continuum model: a conceptual framework for understanding an individual’s psychological connection to sport. Sport Management Review, 4, 119–150.CrossRef
Funk, D. C., & James, J. D. (2006). Consumer loyalty: the meaning of attachment in the development of sport team allegiance. Journal of Sport Management, 20, 189–217.
Geertz, C. (1973). The interpretation of cultures. New York: Basic Books.
Gems, G. R. (2000). For pride, profit, and patriarchy: Football and the incorporation of American cultural values. Lanham: Scarecrow.
Gibson, H., Willming, C., & Holdnak, A. (2002). We are Gators… not just Gator fans: serious leisure and University of Florida football. Journal of Leisure Research, 34, 397–425.
Glaser, B., & Strauss, A. (1967). The discovery of grounded theory. Chicago: Aldine.
Hidalgo, M., & Hernandez, B. (2001). Place attachment: conceptual and empirical questions. Journal of Environmental Psychology, 21, 273–281.CrossRef
Hills, M. (2002). Fan cultures. New York: Routledge.
Hirt, E. R., Zillmann, D., Erickson, G. A., & Kennedy, C. (1992). Costs and benefits of allegiance: changes in fans’ self-ascribed competencies after team victory versus defeat. Journal of Personality and Social Psychology, 63, 724–738.CrossRef
Holt, D. B. (1995). How consumers consume: a typology of consumption practices. Journal of Consumer Research, 22, 1–16.CrossRef
Holt, D. B. (2004). How brands become icons: The principles of cultural branding. Boston: Harvard Business School.
Holt, D. B., & Thompson, C. (2004). Man-of-action heroes: the pursuit of heroic masculinity in everyday consumption. Journal of Consumer Research, 31, 425–440.CrossRef
Hunt, K. A., Bristol, T., & Edward Bashaw, R. (1999). A conceptual approach to classifying sports fans. Journal of Services Marketing, 13, 439–452.CrossRef
Janda, S., & Donovan, D. T. (2004). Identification: A phenomenological look into choice mechanisms and outcomes in the context of college sports. Working paper.
King, A. (1997). The lads: masculinity and the new consumption of football. Sociology, 31, 329–346.CrossRef
Kozinets, R. V. (2001). Utopian enterprise: articulating the meanings of star trek’s culture of consumption. Journal of Consumer Research, 28, 67–88.CrossRef
Kozinets, R. V., Sherry, J. F., Storm, D., Duhachek, A., Nuttavuthisit, K., & Deberry-Spence, B. (2004). Ludic agency and retail spectacle. Journal of Consumer Research, 31, 658–672.CrossRef
Lastovicka, J. L., & Fernandez, K. V. (2005). Three paths to disposition: the movement of meaningful possessions to strangers. Journal of Consumer Research, 31, 813–823.CrossRef
Lazarus, R. S. (1991). Emotion and adaptation. New York: Oxford University Press.
Lea, S. E. G., & Webley, P. (1997). Pride in economic psychology. Journal of Economic Psychology, 18, 323–340.CrossRef
Lewis, M. (2000). Self-conscious emotions: Embarrassment, pride, shame and guilt. In M. Lewis & J. M. Havilland-Jones (Eds.), Handbook of emotions (2nd ed., pp. 623–636). New York: Guilford.
Lincoln, Y. S., & Guba, E. (1985). Naturalistic inquiry. Beverly Hills: Sage.
Loeber, R., & Schmaling, K. B. (1985). Empirical evidence for overt and covert patterns of antisocial conduct problems: a metaanalysis. Journal of Abnormal Child Psychology, 13, 337–353.CrossRef
Lofland, J., & Lofland, L. H. (1995). Analyzing social settings: A guide to qualitative observation and analysis. Belmont: Wadsworth.
Louro, M. J., Pieters, R., & Zeelenberg, M. (2005). Negative returns on positive emotions: the influence of pride and self-regulatory goals on repurchase decisions. Journal of Consumer Research, 31, 833–840.CrossRef
Mick, D. G., & Faure, C. (1998). Consumer self-gifts in achievement contexts: the role of outcomes, attributions, emotions, and deservingness. International Journal of Research in Marketing, 15, 293–307.CrossRef
Mukhopadhyay, A., & Johar, G. V. (2007). Tempted or not? The effect of recent purchase history on responses to affective advertising. Journal of Consumer Research, 33, 445–453.CrossRef
O’Guinn, T. C. (1991). Touching greatness: The central midwest Barry Manilow fan club. In R. W. Belk (Ed.), Highways and buyways: Naturalistic research from the consumer behavior odyssey (pp. 102–111). Provo: Association for Consumer Research.
Oveis, C., Horberg, E. J., & Keltner, D. (2009). Compassion, pride and self-other similarity. Working paper, Institute of Personality and Social Research, University of California, Berkeley.
Peñaloza, L. (2001). Consuming the American west: animating cultural meaning at a stock show and rodeo. Journal of Consumer Research, 28, 369–398.CrossRef
Rimé, B. C., Finkenauer, C., Luminet, O., Zech, E., & Philippot, P. (1998). Social sharing of emotions: new evidence and new questions. European Review of Social Psychology, 9, 145–189.CrossRef
Rodriguez Mosquera, P. M., Manstead, A. S. R., & Fisher, A. H. (2000). The role of honour-related values in the elicitation, experience, and communication of pride, shame, and anger: Spain and the Netherlands compared. Personality and Social Psychology Bulletin, 26, 833–844.CrossRef
Rooney, J. F. (1974). A geography of American sport: From Cabin Creek to Anaheim. Reading: Addison-Wesley.
Sack, A. L., & Suster, Z. (2000). Soccer and Croatian nationalism: a prelude to war. Journal of Sport and Social Issues, 24, 305–320.CrossRef
Schau, H. J. (2000). Consumer imagination, identity and self-expression. Advances in Consumer Research, 27, 50–55.
Scheff, T. J. (1991). Socialization of emotions: Pride and shame as casual agents. In M. Lewis & C. Sarne (Eds.), Emotions and social micro processes (pp. 281–304). Berkeley: University of California Press.
Solomon, M. R. (1983). The role of products as social stimuli: a symbolic interactionism perspective. Journal of Consumer Research, 10, 319–328.CrossRef
Soscia, I. (2007). Gratitude, delight or guilt: the role of consumers’ emotions in predicting post- consumption behaviors. Psychology and Marketing, 24(10), 871–94.CrossRef
Spradley, J. P. (1979). The ethnographic interview. New York: Holt, Rinehart & Winston.
Stipek, D. (1998). Differences between Americans and Chinese in the circumstances evoking pride, shame and guilt. Journal of Cross-Cultural Psychology, 29, 616–629.CrossRef
Strauss, A., & Corbin, J. (1990). Basics of qualitative research: Grounded theory procedures and techniques. Newbury Park: Sage.
Tajfel, H., & Turner, J. C. (1986). The social identity theory of intergroup behaviour. In S. Worchel & W. G. Austin (Eds.), Psychology of intergroup relations (pp. 7–24). Chicago: Nelson.
Tavris, C. (1985). Pride and prejudice. Invited Address, American Psychological Association.
Tesser, A., & Collins, J. E. (1988). Emotion in social reflection and comparison situations: intuitive, systematic and exploratory approaches. Journal of Personality and Social Psychology, 55, 695–709.CrossRef
Thompson, C., Rindfleish, A., & Arsel, Z. (2006). Emotional branding and the strategic value of the Doppelgänger brand image. Journal of Marketing, 70, 50–64.CrossRef
Tracy, J. L., & Matsumoto, D. (2008). The spontaneous display of pride and shame: evidence for biologically innate nonverbal displays. Proceedings of the National Academy of Sciences, 105, 11655–11660.CrossRef
Tracy, J. L., & Robins, R. W. (2004). Show your pride. Evidence for a discrete emotion expression. Psychological Science, 15(3), 194–197.CrossRef
Tracy, J. L., & Robins, R. W. (2007). The psychological structure of pride: a tale of facets. Journal of Personality and Social Psychology, 92, 506–525.CrossRef
Trail, G. T., Fink, J. S., & Anderson, D. F. (2000). Sport spectator consumption behavior. Sport Marketing Quarterly, 12(1), 8–17.
Triandis, H. C. (1989). The self and social behavior in differing cultural contexts. Psychological Review, 96, 506–520.CrossRef
Tulloch, J., & Jenkins, H. (1995). Science fiction audiences: Watching doctor who and star trek. London: Routledge.
Verbeke, W., Belschak, F., & Bagozzi, R. P. (2004). The adaptive consequences of pride in personal selling. Journal of the Academy of Marketing Science, 32, 386–402.CrossRef
Wicklund, R. A., & Gollwitzer, P. M. (1982). Symbolic self-completion. Hillsdale: Erlbaum.
Zammuner, V. L. (1996). Felt emotions, and verbally communicated emotions: the case of pride. European Journal of Social Psychology, 26, 233–245.CrossRef
Metadata
Title
Pride in contemporary sport consumption: a marketing perspective
Authors
Alain Decrop
Christian Derbaix
Publication date
01-10-2010
Publisher
Springer US
Published in
Journal of the Academy of Marketing Science / Issue 5/2010
Print ISSN: 0092-0703
Electronic ISSN: 1552-7824
DOI
https://doi.org/10.1007/s11747-009-0167-8

Other articles of this Issue 5/2010

Journal of the Academy of Marketing Science 5/2010 Go to the issue

Original Empirical Research

Exploring consumer conflict management in service encounters

Original Empirical Research

The coordination strategies of high-performing salespeople: internal working relationships that drive success

Original Empirical Research

Anger, frustration, and helplessness after service failure: coping strategies and effective informational support

Original Empirical Research

Opportunistic customer claiming during service recovery

Original Empirical Research

A customer perspective on product eliminations: how the removal of products affects customers and business relationships

Original Empirical Research

Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting