Forty Years of BIRGing: New Perspectives on Cialdini’s Seminal Studies

Jensen, Jonathan A.; Turner, Brian; James, Jeffrey; McEvoy, Chad D.; Seifried, Chad; Delia, Elizabeth B.; Greenwell, T. Christopher; Ross, Stephen; Walsh, Patrick

doi:10.1123/jsm.2015-0340

Cited by 34 publications

(32 citation statements)

References 18 publications

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“…As such, brand managers' control may be negated, for example, by the manner in which team performance affects brand perceptions by fans (Heere and James, 2007). The concept of basking in the reflected glory (BIRG) of one's sports team from Cialdini et al's (1976) seminal paper helps to offer some insight into this phenomenon, as sports fans associate more with a team after a successful event than after an unsuccessful one (End et al, 2002;Jensen et al, 2016). This has important implications for sports event brand managers; as Suomi et al (2020) suggest, stakeholder involvement in co-creating brand meaning may increase and strengthen their identification with the brand and its values.…”

Section: Brand Meaning Co-creation Through Experiencesmentioning

confidence: 99%

Mega-events brand meaning co-creation: the Olympic case

Tjandra

Rihova

Snell

et al. 2020

JPBM

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Purpose This paper aims to explore a multi-stakeholder perspective on brand meaning co-creation in the context of the Olympic Games as a unique mega sports event brand with a strong brand identity, to understand how the brand manager may integrate such co-created meanings in a negotiated brand identity. Design/methodology/approach Using a qualitative methodology, the paper provides a tentative framework of co-created Olympic brand meanings by exploring the narratives of stakeholders’ brand experiences of the brand. Sixteen semi-structured interviews with a purposive sample of Olympic stakeholders were conducted and analysed to identify key meanings associated with the Olympic brand. Findings Through their transformational and social experiences of the Olympic brand, stakeholders co-create brand meanings based on Olympic values of excellence, friendship and respect. However, at the same time, they offer their own interpretations and narratives related to competing meanings of spectacle, exclusion and deceit. Alternative brand touchpoints were identified, including blogs; fan and sports community forums; educational and academic sources; and historical sources and literature. Practical implications The brand manager must become a brand negotiator, facilitating multi-stakeholder co-creation experiences on a variety of online and offline engagement platforms, and exploring how alternative brand touchpoints can be used to access co-created brand meanings. Originality/value The study contributes to tourism branding literature by providing exploratory evidence of how brand meanings are co-created in the relatively under-researched multi-stakeholder sports mega-event context.

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Section: Brand Meaning Co-creation Through Experiencesmentioning

confidence: 99%

Mega-events brand meaning co-creation: the Olympic case

Tjandra

Rihova

Snell

et al. 2020

JPBM

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show abstract

“…Given that many spectators of international sport events identify with athletes who represent their own nation, it seems very likely that success of these athletes strengthens a person's social identity. Research on 'basking in reflected glory' (Cialdini et al 1976;Jensen et al 2016) provides ample evidence for this assumption. Hence, happiness can result from identification with victorious athletes and teams.…”

Section: Sport Consumption and Subjective Well-beingmentioning

confidence: 99%

Life Satisfaction and the UEFA EURO 2016: Findings from a Nation-Wide Longitudinal Study in Germany

Mutz

2018

Applied Research Quality Life

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Research on sport events and well-being yield inconclusive results with some studies suggesting that well-being is increasing during major sport events while other studies fail to establish such a relationship. The present study aims at investigating the relationship between sport events and life satisfaction more closely, while at the same time avoiding some methodical pitfalls of prior research. The study uses a representative sample from Germany and had a longitudinal design, covering the time before, during and after the UEFA EURO 2016. Findings demonstrate a significant increase in life satisfaction in Germany during the football competition (d = .17). Further analyses reveal that satisfaction with life is elevated particularly among subjects with a genuine interest in football in general and in the EURO in particular, whereas for those respondents uninterested in football, changes in life satisfaction were mostly insignificant and marginal in size. However, two months after the EURO life satisfaction was already on the decline and drifted towards the baseline level. Hence, the EURO did not produce a persistent change, but rather a short peak in life satisfaction among football affine groups.

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“…Such display of "vicarious achievement" (Campbell et al, 2004, p. 151) highlights how team identification strengthens through social identification and how superiority is celebrated when an image threat (Wann, 2006) is overcome. This "celebrating our achievements together" or COATing relates to fans using descriptors such as "we" and "us" when talking about or reminiscing about a team's win (Cialdini et al, 1976;Jensen et al, 2016). Fans of losing teams also attempt to maintain a positive identity by "cutting off reflected failure" or CORFing (Campbell et al, 2004;Dietz-Uhler and Murrell, 1999;Jensen et al, 2016;Spinda, 2011;Wann, 2006;Wann;Branscombe, 1990).…”

Section: Fan Behaviorsmentioning

confidence: 99%

Adding insult to rivalry: Exploring the discord communicated between rivals

Harker

Jensen

2020

IJSMS

Self Cite

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PurposeThe purpose of this research is to extend current knowledge regarding rivalry communication among sport consumers to better understand how rivals behave with one another when they communicate.Design/methodology/approachThis national survey of US sport consumers used a novel approach to explore whether and with whom rivals discuss National Football League (NFL) game outcomes. The survey captured both uniplex and multiplex data by asking respondents to name rival discussants with whom they had recently interacted, and the fan behaviors they exchanged with those named rival discussants.FindingsThrough use of this novel data collection approach, new findings were uncovered related to blasting, glory out of reflective failure, schadenfreude and the influence of team identification on the exchange of rivalry fan behaviors. The results of the uniplex and multiplex data analyses uniquely showcase the ways in which social identity theory combines with team identification to enact rivalry behavior.Originality/valueThis research is the first to precisely dichotomize the psychological antecedents from the communicated behavior between rival fans. Results reveal the precise ways in which team identification influences discordant communication between rival fans, which differs from past research in an interesting new way.

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Forty Years of BIRGing: New Perspectives on Cialdini’s Seminal Studies

Cited by 34 publications

References 18 publications

Mega-events brand meaning co-creation: the Olympic case

Mega-events brand meaning co-creation: the Olympic case

Life Satisfaction and the UEFA EURO 2016: Findings from a Nation-Wide Longitudinal Study in Germany

Adding insult to rivalry: Exploring the discord communicated between rivals

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