Determinants of Tradeshow Attendees' Postshow Behavior: Role of Their Visiting Objectives

Kim, YongHee; Kim, Sung Hoon; Seol, Sangcheol

doi:10.1080/19368623.2013.754306

Cited by 9 publications

(4 citation statements)

References 20 publications

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“…Both past and present trade show literature has focused on the factors behind company decisions to exhibit at commercial trade shows (De Freitas and Mendoça, 2013; Rodríguez et al ., 2014); assessing the quality of service provided within trade show activities (Gottlieb et al ., 2011; Jin et al ., 2012a; Jung, 2005); strategies aimed at attracting visitors to trade shows (Chu and Chiu, 2013; Jin et al ., 2012b); visitor behavior at-show (Tafesse and Korneliussen, 2013) and post-show (Kim et al ., 2013); trade show effectiveness and performance (Çobanoğlu and Turaeva, 2014; Gottlieb et al ., 2014; Shi and Smith, 2015) and trade show efficiency (Alberca et al ., 2015; Prado et al ., 2012).…”

Section: Theoretical Background Of Trade Showsmentioning

confidence: 99%

“…The evidence suggests that the elements rated most highly by surveyed visitors were: “Active invitation before the exhibition” (pre-show), “staff knowledge of the product” and “knowledge of trade details” (at-show) and “exhibition follow-up” (post-show). Other studies analyze visitor behavior, and differentiate between visitors at-show (Tafesse and Korneliussen, 2013) and post-show (Kim et al ., 2013).…”

Section: Theoretical Background Of Trade Showsmentioning

confidence: 99%

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The metaefficiency of trade shows: a benchmarking analysis by sector

Alberca

Esteban

Rodríguez

2018

BIJ

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Purpose The purpose of this paper is to analyze the efficiency of trade shows and provide insights for trade show exhibitors using data envelopment analysis (DEA). The paper also offers a benchmarking analysis of the business factors for the most efficient trade shows in each sector. Design/methodology/approach The paper uses the metafrontier DEA methodology and identifies several frontiers according to the sector in which the trade show operates since different sectors could not share homogeneous production technology for exhibitor firms. Findings The main findings reveal different profiles of individual sectors. The investment sector presents a more homogenous profile than either the consumer goods or the services sector. The consumer goods sector is more heterogeneous but it is also possible to find common characteristics for the most efficient trade shows. The service sector is characterized by a high variability and as such it is more difficult to identify benchmarking elements for the most efficient trade shows. Research limitations/implications The main limitation of the study is that the sample only includes audited trade shows. Future studies could extend the period under study in order to obtain a more complete picture on the evolution of trade show efficiency. Originality/value This paper extends the DEA results by profiling the most efficient trade shows in each sector so that this information can be used as a benchmarking tool to define exhibitors’ strategic decision making.

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Section: Theoretical Background Of Trade Showsmentioning

confidence: 99%

Section: Theoretical Background Of Trade Showsmentioning

confidence: 99%

The metaefficiency of trade shows: a benchmarking analysis by sector

Alberca

Esteban

Rodríguez

2018

BIJ

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“…They found out that impersonal promotional variables (competition, preshow promotion, attention-getting technique, booth size, and cumulative points) were effective to attract more potential customers to a booth, while personal promotional variables (number of booth personnel and training of booth personnel) significantly increased effective leads. Dekimpte et al (1997) stated that effectiveness of attracting a potential customer was influenced by trade show type, preshow promotion, number of booth personnel, and booth size (Kim et al, 2013).…”

Section: Trade Show Performancementioning

confidence: 99%

“…He examined problems US companies encountered while they are selling to foreign customers (Fu et al, 2007). Kim et al (2013) investigated factors that influenced postshow behavior (e.g. : satisfaction and purchase intention) of tradeshow attendees from tradeshows held in eight Asian-Pacific countries.…”

Section: Trade Show Performancementioning

confidence: 99%

Effects of Tradeshow Participation on Expansion of Turkish Companies into Algerian Market

Karabulut¹

2014

IBR

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The purpose of this study is to explore the pre-show activities of Turkish companies which participated in the 2 nd Turkish Products Trade Show in Algeria and effects of this trade show on expansion activities of these companies in Algeria. Istanbul Chamber of Commerce is the biggest chamber in Turkey with 350000 member companies. It organized a tradeshow between 7th and 10th of December 2013in in Algeria for its members to facilitate meeting with Algerian customers and making export agreements. This tradeshow could be a tool for Turkish companies to explore and enter both Algerian and African markets. The author conducted a study to these 134 companies which participated in this trade show. The data collection method is a questionnaire that was filled out by the owners of companies that participated in this tradeshow. 61% of the questionnaires were answered. Exploratory research method was used in this study. Frequency distribution analysis and crosstab analses were applied to the data.

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The evolving role of trade fairs in business: A systematic literature review and a research agenda

Sarmento

Simões

2018

Industrial Marketing Management

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Determinants of Tradeshow Attendees' Postshow Behavior: Role of Their Visiting Objectives

Cited by 9 publications

References 20 publications

The metaefficiency of trade shows: a benchmarking analysis by sector

The metaefficiency of trade shows: a benchmarking analysis by sector

Effects of Tradeshow Participation on Expansion of Turkish Companies into Algerian Market

The evolving role of trade fairs in business: A systematic literature review and a research agenda

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