Sport Management Studies

Presenting a model of the effect of advertising component on the behavioral tendencies of customers of sports complexes in Tehran with regard to the mediating role of non-approval of expectations

Document Type : Research Paper

Authors

1 PhD Student, Department of Sport Management and Motor Behavior, Faculty of Physical Education and Sport Sciences, Kharazmi University, Tehran, Iran

2 Assistant Professor of Sport Management, Kharazmi University

3 Associated Professor at Kharazmi University

Abstract
This research is applied from the perspective of purpose and descriptive-survey research from the perspective of data collection method. The statistical population included customers of sports complexes in Tehran. The samples were determined based on Cochran's formula of 384 people using cluster random sampling method. For data collection, the Internet Advertising Assessment Questionnaire, Chang and Wang (2019), respectively. Chang and Wang Electronic Word of Mouth Advertising Questionnaire (2019). Questionnaire of disapproval of the expectation of the judge and colleagues (2017). Behavioral Tendency Questionnaire from Hyun, Kim and Lee Questionnaire (2011). used. SPSS and Smart pls software were used to analyze the data. Based on the results of electronic advertising and word of mouth, it has an effect on the behavioral tendencies of customers (0.712) and (203), respectively, which is significant according to the rate of T (9.550) and (2.483). And disapproval of expectation as a mediator affects the relationship between electronic advertising and behavioral tendencies of customers, so disapproval of expectation as a mediator affects the relationship between word of mouth and customer behavioral tendencies. Therefore, with the increase of advertising, customers' behavioral inclinations will also increase and the tendency to prefer and use products and services will also increase. Therefore, it is suggested that in presenting advertisements, points such as increasing the quality of services at the time of submitting the request and need, awarding prizes, facilities and price discounts, and using new and non-repetitive techniques to advertise services should be considered.

Highlights

  1. Aghazadeh, Hashem & Bakhshizadeh, Elahe. (1389). Evaluating the effectiveness of e-advertising based on the hierarchy model of cases (Case study: Garment industry). Modern Economics and Commerce, 6 (21 and 22): 123-143. (persian)
  2. Chang, J. H., & Wang, S.H. (2019). Different levels of destination expectation: The effects of online advertising and electronic word-of-mouth. journal homepage. Telematics and Informatics 36. 27–38.
  3. Chang, J. H., & Wang, S.H. (2019). Different levels of destination expectation: The effects of online advertising and electronic word-of-mouth. journal homepage. Telematics and Informatics 36. 27–38.
  4. Chang, K. C., & Hsu, C. L., & Hsu, Y. T., & Chen, M. C. (2019). How green marketing, perceived motives and incentives influence behavioral intentions. Journal of Retailing and Consumer Services, 49, 336-345.‏
  5. Durandish, Abdul Majid; Elahi, Alireza; Poursoltani Zandi, Alireza. (1396). "Predicting customer satisfaction and willingness to re-attend by service quality components in sports clubs: a study of bodybuilding clubs." Quarterly Journal of Research in Sports Management and Motor Behavior, No. 11 (27 consecutive), 2-1. (persian)
  6. Ekawati, N., Yasa, N., Kusumadewi, N & Setini, M. (2021). The effect of hedonic value, brand personality appeal, and attitude towards behavioral intention. Management Science Letters, 11(1), 253-260.
  7. Hawkins, D., & Boston, R., & Kenny, K. (2006). Consumer Behavior, Translated by Ahmad Rousta, Atieh Bathaei & Zeinab Hagh Verdi, Sargol Publishing.
  8. Hooman, H.A. (2016). Structural Equation Modeling Using Laser Software (with Corrections), 7th Edition, Tehran: SAMT Publishing. (Persian)
  9. Jafariani, H., and Doaei, H. (1389). The effect of viral messages on the speed of message transmission in the process of media communication. Communication Research (Research and Measurement), 17 (4 (64 consecutive)), 11-29. (persian)
  10. Johnston, Robert. (2001), Linking complaint management to profit, International Journal of Service Industry Management, 12, 1, 60-69
  11. Khanlari, A. & Zamanian, S. (2014). The relationship between brand loyalty and advertising Electronic Word of Mouth Marketing on Social Networks. Journal of Business Administration Researches, 6(12): 75-99.

 

  1. Kim, M. J., Lee, C. K., Petrick, J. F., & Hahn, S. S. (2018). Factors affecting international event visitors’ behavioral intentions: the moderating role of attachment avoidance. Journal of Travel & Tourism Marketing, 35(8), 1027-1042.‏
  2. Meller, J. J., & Hansan, T. (2006). an Empirical Examination of Brand Loyalty, Journal of Product & Brand Management, 15(7): 442-449.
  3. Miller, J. A. (1977). Studying satisfaction: modifying models, eliciting expectations, posing problems and making meaningful measurement. In H. Keith Hunt (ed.), Conceptualisations and Measurement of Consumer Satisfaction and Dissatisfaction, Bloomington: School of Business, Indiana University, 72-91.
  4. Peter, J.P. & Olson, J.C. (2005). Consumer behavior & Marketing Strategy. New York:McGraw Hill Companies, Inc.

Qazi, A., Tamjidyamcholo, A., Raj, R. G., Hardaker, G., & Standing, C. (2017). Assessing consumers' satisfaction and expectations through online opinions: Expectation and disconfirmation approach. Computers in Human Behavior, 75, 450-460.‏

  1. Rezaei, S. Madhooshi & M. Shirkhodaei, M. & Ramezani, A. (2013). Examining Viral Ad’s Attributes and the Cause of its Spread on the Internet, Journal of New Marketing Research, 3(1): 37-48.
  2. Rousta, Ahmad, Venus, Davar and Ebrahimi Abdolhamid (2010). with Marketing Research, Applied Attitude, Tehran, Samat Publications. (persian)
  3. Sajedifar, Ali Asghar, Esfidani, Mohammad Rahim, Vahdatzad, Mohammad Hossein and Mahmoudi Azar Meysam (2012). "Assessing the Impact of Electronic Services Quality on Building the Trust of Online Clients of Tehran Brokerage Companies." 11 (1391): 47-68. (persian)
  4. Saleem, A., & Ellahi, A. (2017). Influence of Electronic Word of Mouth on Purchase Intention of Fashion Products on Social Networking Websites. Pakistan Journal of Commerce and Social Sciences, 11, 2, 597- 622.
  5. Saeeda Ardakani, S. & Saadati Soltanloo, S. (2013). The Viral Message Release Process, the 2nd National Conference on Modern Management Science, 5/September/2013, Gorgan, Iran.
  6. Shadjoo Narges, Sarukhani Bagher, & Navabakhsh Mehrdad (Research in Tehran 2015). (persian)
  7. Safari Jafarloo, H., Bashiri, M., & Khodaiyan, S. (2021). The Role of Service Quality and Word-of-Mouth Advertisement in Return Intention of Tourists with the Mediating Role of the Destination Image (Case Study of Poladkaf International Ski Resort). Sport Management Studies, 13(67), 35-62. (in Persian). DOI: 10.22089/SMRJ.2020.8099.2779
  8. Taherparvar, Nazanin (1392). "The relationship between customer knowledge management, innovation capability and business performance." Master Thesis in Management, University of Gilan. (persian)
  9. Tawakul, Najmeh; Sardari, Ahmad; Ghazizadeh, Mostafa. (1393). Investigating the effect of e-banking acceptance factors on word-of-mouth advertising with emphasis on the mediating role of customer satisfaction and loyalty (Case study, branches of Eghtesad Novin Bank in Shiraz). Bi-Quarterly Journal of Business Strategies, Shahed University, 2, 3, 60-49. (persian)
  10. Tsao, W.C., Hsieh, M.T., Shih, L.W. and Lin, T.M. (2015), “Compliance with eWOM: The influence of hotel reviews on booking intention from the perspective of consumer conformity”, International Journal of Hospitality Management, Vol. 46, p 99- 111.
  11. Yoo, C.W., Sanders, G.L., & Moon, J., (2013). “Exploring the effect of e-WOM participation on e-Loyalty in e-commerce”. Decision Support Systems, 55(2013): 669–678.

 

 

 

 

 

Keywords

  1. Aghazadeh, Hashem & Bakhshizadeh, Elahe. (1389). Evaluating the effectiveness of e-advertising based on the hierarchy model of cases (Case study: Garment industry). Modern Economics and Commerce, 6 (21 and 22): 123-143. (persian)
  2. Chang, J. H., & Wang, S.H. (2019). Different levels of destination expectation: The effects of online advertising and electronic word-of-mouth. journal homepage. Telematics and Informatics 36. 27–38.
  3. Chang, J. H., & Wang, S.H. (2019). Different levels of destination expectation: The effects of online advertising and electronic word-of-mouth. journal homepage. Telematics and Informatics 36. 27–38.
  4. Chang, K. C., & Hsu, C. L., & Hsu, Y. T., & Chen, M. C. (2019). How green marketing, perceived motives and incentives influence behavioral intentions. Journal of Retailing and Consumer Services, 49, 336-345.‏
  5. Durandish, Abdul Majid; Elahi, Alireza; Poursoltani Zandi, Alireza. (1396). "Predicting customer satisfaction and willingness to re-attend by service quality components in sports clubs: a study of bodybuilding clubs." Quarterly Journal of Research in Sports Management and Motor Behavior, No. 11 (27 consecutive), 2-1. (persian)
  6. Ekawati, N., Yasa, N., Kusumadewi, N & Setini, M. (2021). The effect of hedonic value, brand personality appeal, and attitude towards behavioral intention. Management Science Letters, 11(1), 253-260.
  7. Hawkins, D., & Boston, R., & Kenny, K. (2006). Consumer Behavior, Translated by Ahmad Rousta, Atieh Bathaei & Zeinab Hagh Verdi, Sargol Publishing.
  8. Hooman, H.A. (2016). Structural Equation Modeling Using Laser Software (with Corrections), 7th Edition, Tehran: SAMT Publishing. (Persian)
  9. Jafariani, H., and Doaei, H. (1389). The effect of viral messages on the speed of message transmission in the process of media communication. Communication Research (Research and Measurement), 17 (4 (64 consecutive)), 11-29. (persian)
  10. Johnston, Robert. (2001), Linking complaint management to profit, International Journal of Service Industry Management, 12, 1, 60-69
  11. Khanlari, A. & Zamanian, S. (2014). The relationship between brand loyalty and advertising Electronic Word of Mouth Marketing on Social Networks. Journal of Business Administration Researches, 6(12): 75-99.

 

  1. Kim, M. J., Lee, C. K., Petrick, J. F., & Hahn, S. S. (2018). Factors affecting international event visitors’ behavioral intentions: the moderating role of attachment avoidance. Journal of Travel & Tourism Marketing, 35(8), 1027-1042.‏
  2. Meller, J. J., & Hansan, T. (2006). an Empirical Examination of Brand Loyalty, Journal of Product & Brand Management, 15(7): 442-449.
  3. Miller, J. A. (1977). Studying satisfaction: modifying models, eliciting expectations, posing problems and making meaningful measurement. In H. Keith Hunt (ed.), Conceptualisations and Measurement of Consumer Satisfaction and Dissatisfaction, Bloomington: School of Business, Indiana University, 72-91.
  4. Peter, J.P. & Olson, J.C. (2005). Consumer behavior & Marketing Strategy. New York:McGraw Hill Companies, Inc.

Qazi, A., Tamjidyamcholo, A., Raj, R. G., Hardaker, G., & Standing, C. (2017). Assessing consumers' satisfaction and expectations through online opinions: Expectation and disconfirmation approach. Computers in Human Behavior, 75, 450-460.‏

  1. Rezaei, S. Madhooshi & M. Shirkhodaei, M. & Ramezani, A. (2013). Examining Viral Ad’s Attributes and the Cause of its Spread on the Internet, Journal of New Marketing Research, 3(1): 37-48.
  2. Rousta, Ahmad, Venus, Davar and Ebrahimi Abdolhamid (2010). with Marketing Research, Applied Attitude, Tehran, Samat Publications. (persian)
  3. Sajedifar, Ali Asghar, Esfidani, Mohammad Rahim, Vahdatzad, Mohammad Hossein and Mahmoudi Azar Meysam (2012). "Assessing the Impact of Electronic Services Quality on Building the Trust of Online Clients of Tehran Brokerage Companies." 11 (1391): 47-68. (persian)
  4. Saleem, A., & Ellahi, A. (2017). Influence of Electronic Word of Mouth on Purchase Intention of Fashion Products on Social Networking Websites. Pakistan Journal of Commerce and Social Sciences, 11, 2, 597- 622.
  5. Saeeda Ardakani, S. & Saadati Soltanloo, S. (2013). The Viral Message Release Process, the 2nd National Conference on Modern Management Science, 5/September/2013, Gorgan, Iran.
  6. Shadjoo Narges, Sarukhani Bagher, & Navabakhsh Mehrdad (Research in Tehran 2015). (persian)
  7. Safari Jafarloo, H., Bashiri, M., & Khodaiyan, S. (2021). The Role of Service Quality and Word-of-Mouth Advertisement in Return Intention of Tourists with the Mediating Role of the Destination Image (Case Study of Poladkaf International Ski Resort). Sport Management Studies, 13(67), 35-62. (in Persian). DOI: 10.22089/SMRJ.2020.8099.2779
  8. Taherparvar, Nazanin (1392). "The relationship between customer knowledge management, innovation capability and business performance." Master Thesis in Management, University of Gilan. (persian)
  9. Tawakul, Najmeh; Sardari, Ahmad; Ghazizadeh, Mostafa. (1393). Investigating the effect of e-banking acceptance factors on word-of-mouth advertising with emphasis on the mediating role of customer satisfaction and loyalty (Case study, branches of Eghtesad Novin Bank in Shiraz). Bi-Quarterly Journal of Business Strategies, Shahed University, 2, 3, 60-49. (persian)
  10. Tsao, W.C., Hsieh, M.T., Shih, L.W. and Lin, T.M. (2015), “Compliance with eWOM: The influence of hotel reviews on booking intention from the perspective of consumer conformity”, International Journal of Hospitality Management, Vol. 46, p 99- 111.
  11. Yoo, C.W., Sanders, G.L., & Moon, J., (2013). “Exploring the effect of e-WOM participation on e-Loyalty in e-commerce”. Decision Support Systems, 55(2013): 669–678.

 

 

  1. Aghazadeh, Hashem & Bakhshizadeh, Elahe. (1389). Evaluating the effectiveness of e-advertising based on the hierarchy model of cases (Case study: Garment industry). Modern Economics and Commerce, 6 (21 and 22): 123-143. (persian)
  2. Chang, J. H., & Wang, S.H. (2019). Different levels of destination expectation: The effects of online advertising and electronic word-of-mouth. journal homepage. Telematics and Informatics 36. 27–38.
  3. Chang, J. H., & Wang, S.H. (2019). Different levels of destination expectation: The effects of online advertising and electronic word-of-mouth. journal homepage. Telematics and Informatics 36. 27–38.
  4. Chang, K. C., & Hsu, C. L., & Hsu, Y. T., & Chen, M. C. (2019). How green marketing, perceived motives and incentives influence behavioral intentions. Journal of Retailing and Consumer Services, 49, 336-345.‏
  5. Durandish, Abdul Majid; Elahi, Alireza; Poursoltani Zandi, Alireza. (1396). "Predicting customer satisfaction and willingness to re-attend by service quality components in sports clubs: a study of bodybuilding clubs." Quarterly Journal of Research in Sports Management and Motor Behavior, No. 11 (27 consecutive), 2-1. (persian)
  6. Ekawati, N., Yasa, N., Kusumadewi, N & Setini, M. (2021). The effect of hedonic value, brand personality appeal, and attitude towards behavioral intention. Management Science Letters, 11(1), 253-260.
  7. Hawkins, D., & Boston, R., & Kenny, K. (2006). Consumer Behavior, Translated by Ahmad Rousta, Atieh Bathaei & Zeinab Hagh Verdi, Sargol Publishing.
  8. Hooman, H.A. (2016). Structural Equation Modeling Using Laser Software (with Corrections), 7th Edition, Tehran: SAMT Publishing. (Persian)
  9. Jafariani, H., and Doaei, H. (1389). The effect of viral messages on the speed of message transmission in the process of media communication. Communication Research (Research and Measurement), 17 (4 (64 consecutive)), 11-29. (persian)
  10. Johnston, Robert. (2001), Linking complaint management to profit, International Journal of Service Industry Management, 12, 1, 60-69
  11. Khanlari, A. & Zamanian, S. (2014). The relationship between brand loyalty and advertising Electronic Word of Mouth Marketing on Social Networks. Journal of Business Administration Researches, 6(12): 75-99.

 

  1. Kim, M. J., Lee, C. K., Petrick, J. F., & Hahn, S. S. (2018). Factors affecting international event visitors’ behavioral intentions: the moderating role of attachment avoidance. Journal of Travel & Tourism Marketing, 35(8), 1027-1042.‏
  2. Meller, J. J., & Hansan, T. (2006). an Empirical Examination of Brand Loyalty, Journal of Product & Brand Management, 15(7): 442-449.
  3. Miller, J. A. (1977). Studying satisfaction: modifying models, eliciting expectations, posing problems and making meaningful measurement. In H. Keith Hunt (ed.), Conceptualisations and Measurement of Consumer Satisfaction and Dissatisfaction, Bloomington: School of Business, Indiana University, 72-91.
  4. Peter, J.P. & Olson, J.C. (2005). Consumer behavior & Marketing Strategy. New York:McGraw Hill Companies, Inc.

Qazi, A., Tamjidyamcholo, A., Raj, R. G., Hardaker, G., & Standing, C. (2017). Assessing consumers' satisfaction and expectations through online opinions: Expectation and disconfirmation approach. Computers in Human Behavior, 75, 450-460.‏

  1. Rezaei, S. Madhooshi & M. Shirkhodaei, M. & Ramezani, A. (2013). Examining Viral Ad’s Attributes and the Cause of its Spread on the Internet, Journal of New Marketing Research, 3(1): 37-48.
  2. Rousta, Ahmad, Venus, Davar and Ebrahimi Abdolhamid (2010). with Marketing Research, Applied Attitude, Tehran, Samat Publications. (persian)
  3. Sajedifar, Ali Asghar, Esfidani, Mohammad Rahim, Vahdatzad, Mohammad Hossein and Mahmoudi Azar Meysam (2012). "Assessing the Impact of Electronic Services Quality on Building the Trust of Online Clients of Tehran Brokerage Companies." 11 (1391): 47-68. (persian)
  4. Saleem, A., & Ellahi, A. (2017). Influence of Electronic Word of Mouth on Purchase Intention of Fashion Products on Social Networking Websites. Pakistan Journal of Commerce and Social Sciences, 11, 2, 597- 622.
  5. Saeeda Ardakani, S. & Saadati Soltanloo, S. (2013). The Viral Message Release Process, the 2nd National Conference on Modern Management Science, 5/September/2013, Gorgan, Iran.
  6. Shadjoo Narges, Sarukhani Bagher, & Navabakhsh Mehrdad (Research in Tehran 2015). (persian)
  7. Safari Jafarloo, H., Bashiri, M., & Khodaiyan, S. (2021). The Role of Service Quality and Word-of-Mouth Advertisement in Return Intention of Tourists with the Mediating Role of the Destination Image (Case Study of Poladkaf International Ski Resort). Sport Management Studies, 13(67), 35-62. (in Persian). DOI: 10.22089/SMRJ.2020.8099.2779
  8. Taherparvar, Nazanin (1392). "The relationship between customer knowledge management, innovation capability and business performance." Master Thesis in Management, University of Gilan. (persian)
  9. Tawakul, Najmeh; Sardari, Ahmad; Ghazizadeh, Mostafa. (1393). Investigating the effect of e-banking acceptance factors on word-of-mouth advertising with emphasis on the mediating role of customer satisfaction and loyalty (Case study, branches of Eghtesad Novin Bank in Shiraz). Bi-Quarterly Journal of Business Strategies, Shahed University, 2, 3, 60-49. (persian)
  10. Tsao, W.C., Hsieh, M.T., Shih, L.W. and Lin, T.M. (2015), “Compliance with eWOM: The influence of hotel reviews on booking intention from the perspective of consumer conformity”, International Journal of Hospitality Management, Vol. 46, p 99- 111.
  11. Yoo, C.W., Sanders, G.L., & Moon, J., (2013). “Exploring the effect of e-WOM participation on e-Loyalty in e-commerce”. Decision Support Systems, 55(2013): 669–678.

 

 

 

 

 

 

 

Sport Management Studies
Volume 16, Issue 83
March and April 2024
Pages 83-100

  • Receive Date 08 September 2021
  • Revise Date 20 April 2022
  • Accept Date 26 April 2022

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