What is Ambush Marketing and Where is it Found?
The last two
decades of major events in sports (Olympics, World Cup events, and other
international classics) have seen a huge influx of sponsorship producing
billions of dollars in revenue for the sports industry. New forms of technology allow
the capacity to transmit worldwide broadcasts to mass audience through television,
satellite-radio, the internet, and cell-phones.
Companies recognize these events are opportunities to
reach consumers on an unprecedented level.
Investment in the commercial sponsorships has produced two types of company: First, companies who
pay sanctioned organizations, IOC for Olympics, FIFA
for soccer, etc., to obtain “sponsorship rights.” These companies are
granted authority to promote their product as ‘official sponsors’ of the event. Secondly, some alternative companies who engage in what
is called “ambush marketing.” This is defined as “A company seeking to
associate with an event without making payment to the event owner and often in
direct conflict with a competitor who is a legitimate and paying sponsor.”[1]
Companies who
engage in ambush marketing have recently been caught in a host of ethical and legal
battles concerning the legitimacy of their actions. How
can we assess ambush tactics as legitimate versus unethical practices? To debunk the validity of ambush marketing
tactics, an analysis of issues is required, including (1) how to prevent or
reduce ambush situations, (2) the impact ambush marketing has on parties
involved (company, competitors, event owners, and consumers), (3) and ethical
and legal considerations.
In 2006, The
Sports Lawyers Association annual conference discussed some issues attached to
preventing and reducing ambush marketing by competitors. “Negotiate strong ambush marketing
provisions and make sure the property has specific affirmative duties to
protect you.”[2] The legal contract between ‘official
sponsors’ and the event owner or ‘property’ is integral to protect corporate
interests against an ambush marketer’s efforts.
Sponsor companies are encouraged to manage ambush marketing as a first
step, when sponsorship rights are sold. Contractual
obligations like category exclusivity (only one brand per product can be
official) and actions of recourse to prevent non-sponsors from advertising should
already be in place between sponsors and properties to minimize ambush
efforts.
Another method to
prevent or deter ambush marketers is effective leveraging; according to Kim
Skildum-Reid, a twenty-two year veteran of corporate sponsorship, “One of the
key factors in whether a sponsor is ambushable is whether they have effectively
leveraged their investment. If they have
succeeded in making their brand and the sponsorship meaningful to their target
market, they will be difficult (but not impossible) to ambush.”[3] Not only must the contract between sponsors
and properties include clauses to combat ambush tactics, but the company must also
effectively leverage their sponsorship dollars to sway consumer preference for
their company’s brand in product. Prior
to the advent of ambush marketing, effective leveraging practices were often
overlooked by companies. But now, Reid
says, companies can no longer simply rely on their association with an event,
but must create bonds with their target markets. “Leverage is what creates the results. If a
sponsor invests in potential and doesn’t exploit it, then it’s their own fault
if they get ambushed.”[4] Two ways to combat ambush marketing from the
start are: 1) solid contracts and 2) leveraging.
The impact ambush
marketing has on companies, their competitors, event owners, and consumers, all
of whom contribute to these major sporting events, can be assessed in some
concrete examples. Stephen Yates, a
thirty-five year veteran of the media and advertising industries, recounts some
prime examples of ambush marketing’s power to skew perceptions of the consumer. At the 1992 Olympic Games, official sponsor
Reebok was ambushed by Nike:
The recognized greatest ambush to
date was at the 1992 Barcelona Olympics, which saw Nike bankrole the major
press conference with the US
basketball team despite the fact that Reebok was the official games
sponsor. Then Nike’s major sponsored
athlete Michael Jordan accepted the gold medal with a Nike logo on his
basketball uniform covering the official Reebok one. By the time Nike was finished with running
adjacent TV ads and having their billboards near the main stadium, most
attendees and TV viewers thought Nike were the major sponsor when in fact they
did not pay a cent to the Olympic Committee.[5]
In this example, Nike outmaneuvered
Reebok by buying up advertising space Reebok had failed to reserve
contractually or through leveraging, and also via their preexisting
relationship with Michael Jordan as an exclusive Nike athlete. Impact of Nike’s ambush marketing against Reebok’s
official sponsorship of the Olympics, was the false depiction that Nike was
affiliated with the Olympic Games, thereby undermining Reebok and grabbing a
share of market exposure arguably, fairly due only to Reebok.
Another
instance where ambush marketing grabbed attention away from an official sponsor
was the 2002 Salt Lake City,
Winter Games. In this case,
Anheuser-Busch paid $50 million for rights to use the word “Olympics” and the
five-ringed Olympic logo. However, rival
company Schirf Brewing advertised their product, “Wasutch Beer -- The
unofficial beer of the 2002 Winter Games” while paying nothing to the Olympics. “In addition to this tactic, the brewer made
sure that their name was in-shot at the finish of many events by hiring a small
army of people who wore very brightly coloured parkas carrying the message. These people pushed into the background at
the end or start of an event, with the result that their beer outsold the
“official” brew five-fold.”[6] The ambush campaign run by Schirf Brewing against
Anheuser-Busch in 2002 was both ingenious and hugely successful, but the consequences
resulting from this kind of outcome is twofold: 1) The company that paid for
official sponsorship rights is deterred from future official sponsorship because
successful ambush marketing diminishes their perception of value in holding the
official title. 2) Successful ambush marketing devalues the event itself
because official sponsorship is less desirable to companies who form the
opinion that, official sponsorship is worthless if ambush marketers can gain
the same beneficial association at no cost.[7]
Since protecting
the value of major sporting events is integral both to sponsors and event
owners, the practice of ambush marketing gives rise to questions both ethical
and legal. When is ambush marketing ethical
and when not; also, what legal recourse is available to official sponsors and
event owners who oppose actions of ambush marketers? In every ethical debate there are two sides;
these standpoints are explained illustratively by Michael R. Payne: “Inspired marketers, neutralizing the
competitive advantage by confusing the consumer as to who is the legitimate
sponsor of an event… Who have successfully avoided paying the excessive demands
and rights fees asked by event organizers and mangers for their properties—all
is fair in the cut and thrust of the marketing battlefield,” describes ambush marketers
as freethinking pioneers of advertising. [8] Conversely, ambush marketers are also
viewable as pariahs, “Thieves knowingly stealing something that does not belong
to them?... Parasites? Feeding off the goodwill and value of the organization
they are trying to deceive the public into believing they support? Like leeches they suck the lifeblood and
goodwill out of the institution…”[9] An ethical discussion demands criteria to
determine which picture of ambush marketing is applied. Are ambush marketers creatively ingenious or
just unethical?
Ethical criteria
used to make such a determination are found in Ambush Marketing: The Ethical Issues, by Paul O’Sullivan and
Patrick Murphy. Utilitarianism and
duty-based ethics are two important categories that explain when ambush business
practices are ethical and when they cross the line. Utilitarian theory says, decisions should
bring the greatest good for the greatest number, and when applied to businesses,
the theory recognizes the consequence of actions that generates the greatest
possible revenue. “Thus, the greatest
financial good is gained by offering multiple, even competing, organizations an
opportunity to sponsor some aspect of a sports event.”[10] For this reason, it is sometimes difficult to
get properties to contract to exclusivity rights or to assure they expend
effort to reduce the presence of competing ads.
In instances where the governing sports association may benefit from
ambush marketing, the practice seems ethical.
However, a
non-business view of utilitarian theory recognizes the individual fan’s and
general public’s “greatest good.” “If
the ambusher’s marketing message causes confusion or cynicism on the part of
the fan, the goodwill that is assumed to exist may be undermined.”[11] In this case, ambush marketing would seem
unethical because it negatively impacts the event through which it is trying to
gain advantage. In utilitarian theory, ambush
marketing is deemed ethical or not based on the consequences of actions and
according to a business or non-business interpretation of who achieves the
“greatest good for the greatest number.”
Duty-based ethics
are resolved in the intentions of ambush marketing. That is, if ambush marketing’s intention is
to create confusion or miscomprehension in the consumer to reap benefits of an
exclusive sponsor or to devalue an official sponsor’s market share, then the
practice is unethical. On the other
hand, if ambush marketing comes as a result of being “denied the right to
participate in an important promotional opportunity due to the inability to
meet the cost of official sponsorship and further that their duty to
stockholders demands that ambushing activity be undertaken,” then the practice
could be deemed ethical.[12] In duty-based ethical theory, ambush marketing
is deemed ethical or not based on the reason ambush marketing tactics are
used. In two relevant ethical criteria,
utilitarian theory and duty-based ethics, there exists room for either a good
or bad interpretation of ambush marketing, and therefore, the ethical formula must
be applied on an instance-by-instance basis.
Finally, an
assessment of ambush marketing including future implications can be obtained
from a description of laws and legal considerations that impact ambush
marketing. The law is a powerful tool to
fight ambush marketing, but countries like the US, UK, and Germany, to name a few, has no
specific laws or statutes on ambush marketing.[13] According to analysts on the subject, legal
efforts to curb ambush marketing exist only within contract law including
licensing rights, and trademark and copyright laws at the state, federal, and
international levels. Unless ambush
marketing violates contract contingencies, misappropriates trademarked symbols,
or recreates copyrighted material in the course of a campaign, no laws are
currently available to cease the practice of ambush marketing as such. The article, Ambush Marketing: A Critical Review and Some Practical Advice,
extracts the implications for official sponsors and event owners, concluding the
onus of responsibility to combat ambush marketing rests on the sponsors and
event owners, not lawmakers.
“Controlling ambush marketing involved buying up all ‘rights to all the
teams, or all the broadcast rights, or all the space for 10 miles around… if you
won’t or can’t do that, then you open the door to [ambushers].’”[14] Continuing, “The law as it now stands seems
unable to accommodate the concerns of official corporate sponsors. There is no limit to human ingenuity. As such, ambush marketing at the margins will
arguably always occur.”[15] Although some applicable laws are codified to
apply directly to major sporting events, such as the “Olympics Insignia
Protection Act”[16], the
specific laws that apply to ambush marketing are still only implied in legal
protection of contracts, trademark status, and copyright infringement.
Ramifications of
the absence of legal firepower against ambush marketing is a recent move to increase
fines and penalties, including prison time for those who break applicable laws
during ambush marketing campaigns. South Africa,
who hosts the World Cup of Soccer in 2010, and also Brazil and France, are
currently experimenting with increasing the stringency of laws when violations
occur in the course of ambush marketing.[17]
Ambush
marketing is stratified by diametric ethical dilemmas, applicable
by-association legal mechanisms, and the struggle for corporate sponsors and
event owners to protect their marketable interests amidst a newly emerging and
quickly growing force of ambush tactics that move at the pace of human
ingenuity. Contracts between sponsors
and event owners are the first and perhaps best line of defense against ambush
marketing. Also, leveraging is of
increased import for sponsors to protect their fair market share. In most cases, ambush marketing operates
within the law and when it is smartly executed, is very effective in promoting
the ambusher’s brand. Nevertheless, acquiring
and applying ethical arguments as well as reworking contract, trademark, and
copyright laws to apply directly to ambush marketing, are methods for gaining
ground against companies who use ambush marketing as a strategy.
[1] An Introduction to Freeloading: Campus-Area
Ambush Marketing by Kent & Campbell, 1 (quoted by Meenaghan, 1998, p.
14)
[2] Dude, Where’s My Category? By Sports
Lawyers Association 2006 Annual Conference, 9
[3] Ambush Marketing by Skildum-Reid, 2
[4] Ambush Marketing by Skildum-Reid, 3
[5] Major events ambushed by guerillas by
Stephen Yates, 1
[6] Major events ambushed by guerillas by
Stephen Yates, 1
[7] Ambush Marketing: The Ethical Issues by
O’Sullivan & Murphy, 350
[8] Ambush Marketing: The Ethical Issues by
O’Sullivan & Murphy, 353 (quoted by Payne, 1991, p. 24)
[9] Ambush Marketing: The Ethical Issues by
O’Sullivan & Murphy, 353 (quoted by Payne, 1991, p. 24)
[10] Ambush Marketing: The Ethical Issues by
O’Sullivan & Murphy, 359
[11] Ambush Marketing: The Ethical Issues by
O’Sullivan & Murphy, 360
[12] Ambush Marketing: The Ethical Issues by
O’Sullivan & Murphy, 360 (quoted by Meenaghan, 1996, p. 109)
[13] Kick-off to ambush marketing at World Cup
from Managing Intellectual Property, 1 (no author given)
[14] Ambush Marketing: A Critical Review… by
Crow & Hoek, 11 (quoted by Shiu, 2002, p. 17)
[15] Ambush Marketing: A Critical Review… by
Crow & Hoek, 11 (quoted by Curthoys & Kendall, 2002, para 78)
[16] Olympic Logo Laws Review by Jeffery, 1
[17] Ambush Marketing: ‘Bush-wackers’ by
Jack, 1