Trade fairs as an intelligence process: the perspective of companies/exhibitors

Silva, Pedro Mendonça; Vale, Vera Teixeira; Moutinho, Víctor

doi:10.1080/15470148.2020.1866139

Cited by 4 publications

(9 citation statements)

References 81 publications

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“…Considering the technological perspective, information systems are an integrated set of tools that aim to collect, store and process data and provide information and knowledge for the decision-making process (Boell & Cecez-Kecmanovic, 2015). Such systems are important because companies need to apply these techniques for data processing so that the data-mined content is understandable to users (Silva et al, 2021). Because of this, the following research hypothesis has been proposed: H1.…”

Section: The Direct Influence Of the Use Of Technology And Informatio...mentioning

confidence: 99%

The use of sales technology by salespeople as an information source and stimulant for intrapreneurship

Silva

Lima

Teixeira

2023

RGE

Self Cite

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Digitization has changed the role of salespeople and, consequently, the dynamics of their operations at the interface between the supplier and the customer. Currently, a salesperson is often called upon to solve customer queries, which implies taking on the role of intrapreneur to internally create a solution. This study contributes to the literature by filling a gap regarding intrapreneurial salespeople and their uses of sales technology. This research focuses on the intrapreneurship of salespeople and explicitly investigates its antecedents. The structural equation modelling technique has been chosen as it is considered to be the most appropriate one for the analysis. Research data from 565 Portuguese salespeople reveals that their use of sales technology influences their intrapreneurship behaviour thanks to information systems. Last of all, this study adds invaluable knowledge to the literature, gives valuable insight to sales managers and proposes future lines of research.

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Section: The Direct Influence Of the Use Of Technology And Informatio...mentioning

confidence: 99%

The use of sales technology by salespeople as an information source and stimulant for intrapreneurship

Silva

Lima

Teixeira

2023

RGE

Self Cite

View full text Add to dashboard Cite

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“…The research demonstrated that, if exhibitors use well these three sources of intelligence, they can improve the management system related to the information useful for their business; furthermore, the strategic marketing will be strengthened, and as a result, they can boost their companies’ competitiveness. Hence, the authors described that “an exhibitor creates competitiveness based on an intelligence process from trade fairs” (Silva et al , 2021, p. 17).…”

Section: Introductionmentioning

confidence: 99%

“…At trade shows, exhibitors and visitors interact for the purchase of displayed goods or services that can be realized at the time of presentation or consequently in the future (Lee and Kim, 2008). Generally, exhibitors participate at trade show mainly for selling products/services, reaching new business, increasing sales and evaluating the performance of the products offered for sale (Chu and Chiu, 2013; Silva et al , 2021). Nevertheless, studies have also revealed the role of nonsales reasons such as building brand image, fostering new and servicing established relationships, checking-up on competitors and identifying market trends (Chu and Chiu, 2013; Sarmento et al , 2015a; Silva et al , 2021).…”

Section: Introductionmentioning

confidence: 99%

“…Generally, exhibitors participate at trade show mainly for selling products/services, reaching new business, increasing sales and evaluating the performance of the products offered for sale (Chu and Chiu, 2013; Silva et al , 2021). Nevertheless, studies have also revealed the role of nonsales reasons such as building brand image, fostering new and servicing established relationships, checking-up on competitors and identifying market trends (Chu and Chiu, 2013; Sarmento et al , 2015a; Silva et al , 2021). Silva et al (2021) conducted a study to identify sources of information needed by exhibitors and proposed a model to describe exhibitors’ trade fair intelligence process (activities related to the collection and analysis of information).…”

Section: Introductionmentioning

confidence: 99%

“…Nevertheless, studies have also revealed the role of nonsales reasons such as building brand image, fostering new and servicing established relationships, checking-up on competitors and identifying market trends (Chu and Chiu, 2013; Sarmento et al , 2015a; Silva et al , 2021). Silva et al (2021) conducted a study to identify sources of information needed by exhibitors and proposed a model to describe exhibitors’ trade fair intelligence process (activities related to the collection and analysis of information). The authors illustrated that the main sources of information that may help empowering exhibitors are related to: customer, product and market condition intelligence.…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Trade show visitors and key technological trends: from a literature review to a conceptual framework

Vitali

Bazzani

Gimigliano³

et al. 2022

JBIM

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Purpose This study proposes a literature review and, based on the findings, the authors develop a conceptual framework, attempting to explain how technology may influence visitor behavior and eventually trade show performance. Design/methodology/approach The present research explores the role of visitors in the trade show context. The analysis specifically focuses on the variables that influence visitors’ participation at business-to-business trade shows and how their satisfaction and perception can be related to exhibition performance. The authors also take into consideration technological trends that prior to COVID-19 pandemics were slowly emerging in the trade show industry. Findings The findings highlight a continuity between pre-, at and postexhibition phases. Visitors’ behavior represents a signal of how a trade show is perceived as postexhibition purchases and next visit emerge as signals of an exhibition evaluation in relation to visitors’ perception. Besides being urgent tools for the continuity of the sector due to the pandemics, emerging technological trends can be key elements in understanding visitors’ behavior and in boosting their interest and loyalty toward trade shows. Originality/value The paper proposes a conceptual model including top notch and innovative technological trends to improve the understandment of visitors’ behavior. Both practitioners in companies and academics might find the study useful, given the digital uplift generated by the pandemics.

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Trade Fairs and Exhibitions in the Ghanaian Public Sector: Meaning, Relevance, and Requirements

Agyapong

Light²,

Twum³

2022

Public Sector Marketing Communications Volume I

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Trade fairs as an intelligence process: the perspective of companies/exhibitors

Cited by 4 publications

References 81 publications

The use of sales technology by salespeople as an information source and stimulant for intrapreneurship

The use of sales technology by salespeople as an information source and stimulant for intrapreneurship

Trade show visitors and key technological trends: from a literature review to a conceptual framework

Trade Fairs and Exhibitions in the Ghanaian Public Sector: Meaning, Relevance, and Requirements

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