ABSTRACT
Purpose
This paper examines cultural sponsorship from a partnership and relationship marketing perspective.
It studies a case of how a partnership between two international institutions, a bank and a
museum, adds value to both in terms of interaction with customers and breadth of audiences. The
paper further points to key aspects of resource integration in a co-marketing partnership.
Design / methodology
The data were generated through an in-depth case study of a sponsorship collaboration between a
major global financial institution (UBS) and a multi-site major museum (Guggenheim). The primary
sources of data were interviews with key representatives over a 12-month period and direct
observations.