Marketing of risky sports: From intention to action
Aviv Shoham, Gregory M. Rose, Lynn R. Kahle
Journal of the Academy of Marketing Science · 1998 · Volume 26 · Issue 4
Abstract
High-risk sports, such as skydiving, parachuting, and hang gliding, have become increasingly popular in recent years. This article uses expectancy-value theory to integrate previous research on risky behavior and risky sports. The model that is developed relates the expected benefits of risky sports to several antecedents; specifically, thrill and adventure seeking, arousal avoidance, role relaxation, and age. Two samples are drawn to represent the general population, as well as people just joining risky-sports clubs. In the general population, the intention to engage in risky sports is related to the ability to arouse curiosity. Other motives, specifically thrill and adventure seeking, become more salient as an individual moves closer to actually engaging in a risky sport.
Keywords
Behavioral Intention, Celsi, Consumer Research, Sensation Seek, Social Standing
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