The purpose of this study is to introduce importanceperformance analysis as exhibitors' trade show performance evaluation and benchmarking tool. Importance-performance analysis takes into account exhibitors' prior performance expectation together with perceived performance to evaluate and benchmark trade show performance. When used as trade show performance evaluation and benchmarking tool, importance-performance analysis offers exhibitors appropriate performance improvement strategies on several trade show activities. This study uses empirical data obtained from exhibitors of an international trade show to demonstrate how importance-performance analysis can be used to evaluate and benchmark trade show performance. The study also discusses normative and the theoretical implications of the proposed method.
IntroductionThe issue of exhibitors' performance evaluation has always been an important research area in the trade show literature. This should perhaps come as no surprise as exhibitors need to know whether their investment in trade show is profitable.Researchers employ two approaches to evaluate exhibitors' trade show performance. The first approach measures trade show performance using exhibitors' subjective evaluation of the effectiveness of their efforts on important trade show activities (e.g., Hansen 2004; Kerin and Cron 1987; Lee and Kim 2008). 1 This study is published as: Tafesse, W., Skallerud, K., and Korneliussen, T. (2010). Importance-Performance Analysis as a Trade Show Performance Evaluation and Benchmarking Tool. Journal of Convention & Event Tourism, 12 (4), 314-328.
84The second approach emphasizes exhibitors' selling performance and uses objective indicators including the proportion of visitors attracted to exhibitors' booths (e.g., Dekimpe et al., 1997;Gopalakrishna and Lilien 1995) and number of sales leads generated during the show (e.g., Gopalakrishna and Williams 1992).Despite their wider application, the prevailing trade show performance evaluation approaches have drawbacks. Kerin and Cron (1987) find out as much as 80 percent of marketing executives voiced their concern regarding trade show performance evaluation approaches which rely solely on the subjective evaluation of perceived performance. A common problem with the prevailing performance evaluation approaches is the exclusion of exhibitors' prior performance expectation.The performance of an exhibitor who attaches considerable importance, for instance, to the customer relationship activity should be evaluated by taking this prior performance expectation into consideration (Shoham, 1992). However, the literature discounts the implication of this link between exhibitors' prior performance expectation and their perceived performance. As a result, exhibitors' trade show performance gets evaluated without the inclusion performance expectations. The inclusion of exhibitors' performance expectations in evaluating trade show performance is essential as expectations largely govern exhibitors' trade show efforts (Shoham, 19...