Front office fandom:
Exploring fan attachment to NBA executives
Keywords:
sport, consumer behavior, attachment, social identity theory, leadershipAbstract
Sport fans have long demonstrated that their loyalties can be a product of attachment to various entities related to a team. When evaluating team personnel, players and coaches command the most attention, given their role in executing the core product. However, it is reasonable to suggest that sport executives (i.e., general manager) have developed a degree of star power in recent years. In a survey of 276 NBA fans from 29 different teams, multiple regression analyses revealed that a front office executive’s perceived psychographic fit with their fan base was significantly related to attachment to the executive, which then predicted a fan’s intent to support the team. Team identification also moderated the relationship between perceived psychographic fit with the fan base and attachment to that executive. Results yield practical implications related to the star power of team executives, while also illustrating the value of utilizing group identification tactics in marketing.
References
Ashforth, B. E., & Mael, F. (1989). Social identity theory and the organization. Academy of Management Review, 14(1), 20-39. https://doi.org/10.5465/amr.1989.4278999
Boyle, B. A., & Magnusson, P. (2007). Social identity and brand equity formation: A comparative study of collegiate sports fans. Journal of Sport Management, 21(4), 497-520. https://doi.org/10.1123/jsm.21.4.497
CBS Chicago (2017, April 20). Cubs’ Theo Epstein named to Time’s list of 100 most Influential people. Retrieved from https://www.cbsnews.com/chicago/news/cubs-theo-epstein-named-to-times-list-of-100-most-influential-people/
Cialdini, R. B., Borden, R. J., Thorne, A., Walker, M. R., Freeman, S., & Sloan, L. R. (1976). Basking in reflected glory: Three (football) field studies. Journal of Personality and Social Psychology, 34(3), 366-375. https://doi.org/10.1037/0022-3514.34.3.366
Crawford, K. (2021, January 21). Detroit Lions coach Dan Campbell: Full text of opening statement heard ‘round the world’. Detroit Free Press. Retrieved from https://www.freep.com/story/sports/nfl/lions/2021/01/21/detroit-lions-dan-campbell-news-conference-opening-statement/6662616002/
Cronshaw, S. F., & Lord, R. G. (1987). Effects of categorization, attribution, and encoding processes on leadership perceptions. Journal of Applied Psychology, 72(1), 97-106. https://doi.org/10.1037/0021-9010.72.1.97
Dees, W., Walsh, P., McEvoy, C., & McKelvey, S. (2022). Sport Marketing (5th ed.). Human Kinetics.
Dietz-Uhler, B., & Lanter, J. R. (2008). The consequences of sports fan identification. Sports mania: Essays on fandom and the media in the 21st century, 103-113.
Dietz-Uhler, B., & Murrell, A. (1999). Examining fan reactions to game outcomes: A longitudinal study of social identity. Journal of Sport Behavior, 22(1), 15-16.
Field, A. (2013). Discovering statistics using IBM SPSS statistics. Sage Publications, Ltd.
Fielding, K. S., & Hogg, M. A. (1997). Social identity, self-categorization, and leadership: A field study of small interactive groups. Group Dynamics: Theory, Research, and Practice, 1(1), 39-51. https://doi.org/10.1037/1089-2699.1.1.39
Funk, D. C., & James, J. (2001). The psychological continuum model: A conceptual framework for understanding an individual's psychological connection to sport. Sport Management Review, 4(2), 119-150. https://doi.org/10.1016/S1441-3523(01)70072-1
Heere, B., & James, J. D. (2007). Stepping outside the lines: Developing a multi-dimensional team identity scale based on social identity theory. Sport Management Review, 10(1), 65-91. https://doi.org/10.1016/S1441-3523(07)70004-9
Hermann, A. (2020, November 3). Morey making sky-high annual salary with Sixers: report. Retrieved from https://www.nbcsports.com/philadelphia/sixers/nba-rumors-daryl-morey-reportedly-making-staggering-annual-salary-sixers
Hogg, M. A. (2001). A social identity theory of leadership. Personality and Social Psychology Review, 5(3), 184-200. https://doi.org/10.1207/S15327957PSPR0503_1
Hogg, M. A., Martin, R., Epitropaki, O., Mankad, A., Svensson, A., & Weeden, K. (2005). Effective leadership in salient groups: Revisiting leader-member exchange theory from the perspective of the social identity theory of leadership. Personality and Social Psychology Bulletin, 31(7), 991-1004. https://doi.org/10.1177/0146167204273098
Hogg, M. A., & Terry, D. J. (2001). Social identity theory and organizational processes. In Hogg, M. A., & Terry, D. J. (Eds.), Social identity processes in organizational contexts (pp 1-12). Psychology Press.
Laerd Statistics (n.d.). Multiple regression using SPSS statistics: Statistical tutorials and software guides. Retrieved from https://statistics.laerd.com
Le Clinche, S., Martinent, G., & Chanavat, N. (2017). Consumers’ attachment in the sporting equestrian context: a cluster analytic approach. Managing Sport and Leisure, 22(3), 234-254. https://doi.org/10.1080/23750472.2018.1424025
Keene, J. R., & Cummins, R. G. (2009). Sports commentators and source credibility: Do those who can't play... commentate?. Journal of Sports Media, 4(2), 57-83.
Koo, G. Y., Ruihley, B. J., & Dittmore, S. W. (2012). Impact of perceived on-field performance on sport celebrity source credibility. Sport Marketing Quarterly, 21(3), 147-158.
Kwon, H. H., Trail, G.T., & Anderson, D.S. (2005). Are multiple points of attachment necessary to predict cognitive, affective, conative, or behavioral loyalty? Sport Management Review, 8(3), 255-270.
Laerd Statistics (n.d.). Multiple regression: SPSS statistics: Statistical tutorials and software guides. Retrieved from https://statistics.laerd.com
Mandis, S. (2016). The Real Madrid Way: How values created the most successful sports team on the planet. Benbella Books.
McLane, J. (2024, March 5). Jason Kelce’s humanity made him a hall of famer for the Eagles, Philly – and the media. The Philadelphia Inquirer. Retrieved from https://www.inquirer.com/eagles/eagles-jason-kelce-retire-philadelphia-media-20240305.html
Mooney, P. (2020, November 18). Theo Epstein, baseball’s biggest free agent, has options on what to do next. The Athletic. Retrieved from https://theathletic.com/2204917/2020/11/18/theo-epstein-baseballs-biggest-free-agent-has-options-on-what-to-do-next/
Mudrick, M., & Fink, J. (2022). Cut from the same cloth: An examination of attachment to college football coaches. Sport Marketing Quarterly, 31(1), 76-85. doi:10.32731/SMQ.311.0322.06
Mudrick, M., Sauder, M. H., Davies, M., & Sheaffer, K. (2021). An examination of fan support of tanking in the NBA. Journal of Sport Behavior, 44(3), 357-375.
Mudrick, M., Stifano, S., & Stifano, S. (2024). In-groups and out-groups: Using social identity theory to understand listener preferences for local sports talk radio. Journal of Sports Media. 18(1), 101-125.
Olson, E. (2023, April 20). Rhule embrace of Huskers tradition fuels popularity – so far. Associated Press. Retrieved from https://apnews.com/article/nebraska-matt-rhule-huskers-430cc7078230b0733d9355565005d80f
Pennington, B. (2024, January 11). Why Bill Belichick fit in so well, for so long, in New England. The New York Times. Retrieved from https://www.nytimes.com/2024/01/11/us/bill-belichick-new-england-patriots.html
Platow, M. J., & Van Knippenberg, D. (2001). A social identity analysis of leadership endorsement: The effects of leader ingroup prototypicality and distributive intergroup fairness. Personality and Social Psychology Bulletin, 27(11), 1508-1519. https://doi.org/10.1177/01461672012711011
Reams, L., Eddy, T., & Cork, B. C. (2015). Points of attachment and sponsorship outcomes in an individual sport. Sport Marketing Quarterly, 24(3), 159-169.
Reifurth, K., Bernthall, M. J., Ballouli, K., & Collins, D. (2019). Nonlocal fandom: Effects of geographic distance, geographic identity, and local competition on team identification. Sport Marketing Quarterly, 28(4), 195-208. http://doi.org/10.32731/SMQ.284.122019.02
Robinson, M. J., & Trail, G. T. (2005). Relationships among spectator gender, motives, points of attachment, and sport preference. Journal of Sport Management, 19(1), 58-80. https://doi.org/10.1123/jsm.19.1.58
Robinson, M. J., Trail, G. T., & Kwon, H. (2004). Motives and points of attachment of professional golf spectators. Sport Management Review, 7(2), 167-192. https://doi.org/10.1016/S1441-3523(04)70049-2
Sartore-Baldwin, M. L. & Walker, M. (2011). The process of organizational identity: What are the roles of social responsiveness, organizational image, and identification? Journal of Sport Management, 7, 489-505. https://doi.org/10.1123/jsm.25.5.489
SBRnet (n.d.). NBA fan summary. Retrieved from https://www.sportsmarketanalytics.com/research.aspx?csid=716
Scott, N. (2015, November 26). At a certain point, the 76ers’ ‘process’ is going to become toxic. USA Today Sports. Retrieved from https://ftw.usatoday.com/2015/11/at-a-certain-point-the-76ers-process-is-going-to-become-toxic
Spinda, J. S., Wann, D. L., & Hardin, R. (2016). Attachment to sports conferences: An expanded model of points of attachment among professional, collegiate, and high school football fans. Communication & Sport, 4(3), 347-362. https://doi.org/10.1177/21674795155782
Swanson, S., & Kent, A. (2014). The complexity of leading in sport: Examining the role of domain expertise in assessing leader credibility and prototypicality. Journal of Sport Management, 28(1), 81-93. https://doi.org/10.1123/jsm.2012-0253
Tajfel, H. & Turner, J. C. (1986). The social identity theory of intergroup behaviour. In S. Worchel, & W.G. Austin (Eds.), Psychology of intergroup relations (7-24). Nelson-Hall.
Till, B. D., & Busler, M. (2000). The match-up hypothesis: Physical attractiveness, expertise, and the role of fit on brand attitude, purchase intent and brand beliefs. Journal of Advertising, 29(3), 1-13. https://doi.org/10.1080/00913367.2000.10673613
Trail, G. T., Fink, J. S., & Anderson, D. F. (2003). Sport spectator consumption behavior. Sport Marketing Quarterly, 12(1), 8-17.
Trail, G. T., & James, J. D. (2001). The motivation scale for sport consumption: Assessment of the scale's psychometric properties. Journal of sport behavior, 24(1), 108-127.
Tsuji, A. (2017, May 16). 76ers fans raise Sam Hinkie ‘The process’ banner at NBA draft lottery party. USA Today Sports. Retrieved from https://ftw.usatoday.com/2017/05/sam-hinkie-76ers-fans-philadelphia-banner-raised-trust-the-process-nba-draft-lottery-party
Turner, J. C., Brown, R. J., & Tajfel, H. (1979). Social comparison and group interest in ingroup favouritism. European Journal of Social Psychology, 9(2), 187-204. https://doi.org/10.1002/ejsp.2420090207
Verducci. T. (2017, March 23). Why Theo Epstein and the Cubs are Fortune’s mvps this year. Retrieved from https://fortune.com/2017/03/23/theo-epstein-chicago-cubs-worlds-greatest-leaders/
Wann, D. L., & Branscombe, N. R. (1993). Sports fans: Measuring degree of identification with their team. International Journal of Sport Psychology, 24, 1-17.
Wann, D. L., & James, J. D. (2018). Sport fans: The psychology and social impact of fandom. Routledge.
Weitzman, Y. (2020). Tanking to the top: The Philadelphia 76ers and the most audacious process in the history of professional sports. Grand Central Publishing.
Wu, S. H., Tsai, C. Y. D., & Hung, C. C. (2012). Toward team or player? How trust, vicarious achievement motive, and identification affect fan loyalty. Journal of Sport Management, 26(2), 177-191. https://doi.org/10.1123/jsm.26.2.177
Yu, B., Brison, N. T., & Bennett, G. (2022). Why do women watch esports? A social role perspective on spectating motives and points of attachment. Computers in Human Behavior, 127, 107055. https://doi.org/10.1016/j.chb.2021.107055
