An exhibitors perspective: factors affecting selection of industrial trade shows in India and the importance of spot sales

Nayak, Jogendra Kumar

doi:10.1080/1051712x.2019.1603356

Cited by 15 publications

(5 citation statements)

References 46 publications

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“…The exhibitor can adopt an entrepreneurial orientation by investing in innovation, adopting a proactive and risk-taking attitude, betting on competitiveness and promoting his employees’ autonomy. It must start before the trade fair as the exhibitor should prepare his participation in advance (He et al , 2019; Nayak, 2019; Silva, 2014). Then, based on entrepreneurial orientation, the exhibitor can develop networking, generate bonds and commit (Jiang et al , 2018; Ruiz-Ortega et al , 2021; Strenge & Rank, 2018; Yoon et al , 2018) during the fair.…”

Section: Discussion and Findingsmentioning

confidence: 99%

“…Trade fairs are expensive actions that require exhibitors' previous preparation (He, Li, Lin, & Liang, 2019;Nayak, 2019;Silva, 2014), so the performance of exhibitors has been a matter of growing concern (Çobano glu & Turaeva, 2014;Menon & Edward, 2017;Proszowska, 2018;Tafesse & Korneliussen, 2011;Tafesse & Skallerud, 2017). Although there are many studies on measuring the effectiveness of trade fairs for exhibitors (Çobano glu & Turaeva, 2014;Gopalakrishna & Lilien, 1995;Hansen, 2004;Menon & Edward, 2017;Proszowska, 2018;Tafesse & Korneliussen, 2011), measuring their performance is seen as a major difficulty (Cop & Kara, 2014;Kitchen, 2017).…”

Section: Introductionmentioning

confidence: 99%

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What is the value of entrepreneurial orientation on the network and performance? An examination in trade fairs context

Vale

Moutinho

2021

INMR

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Purpose The purpose of this paper is to examine the influence of entrepreneurial orientation on the network and exhibitor’s performance. The entrepreneurial orientation is seen as a highly competitive factor for the company, which can foster its trade fair business. Design/methodology/approach A survey-based quantitative approach was adopted, including a questionnaire (n = 362) applied to companies participating in trade fairs. To arrive at results, the study developed structural equations modeling techniques, using SPSS 24 and AMOS 20 software. Findings The study demonstrates positive impacts of entrepreneurial orientation on network capability and consequent exhibitor’s non-sales performance and exhibitor’s sales performance. A conceptual model is presented. Research limitations/implications The study was carried out mainly on Portuguese companies, restricting its generalization. In addition, the exhibitor’s performance was measured based on the exhibitors’ level of satisfaction and not on real sales results. Practical implications The study offers a process which the results highlight such as innovativeness, proactivity, risk-taking, competitiveness and autonomy (dimensions of entrepreneurial orientation) as a mix of important ingredients for the exhibitor’s networking. The networking promotes intangible results (non-sales performance) that can generate sales (sales performance). Originality/value The study is the first research to apply entrepreneurial orientation in the trade fair context and it also presents a relationship between non-sales performance and sales performance.

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Section: Discussion and Findingsmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

What is the value of entrepreneurial orientation on the network and performance? An examination in trade fairs context

Vale

Moutinho

2021

INMR

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“…Without careful assessment of a particular trade show, trade show participants might suffer a loss because the results obtained from a trade show are not worth all the effort they put in it. Trade shows usually needs a large marketing budget but regards as an effective promotional tools for marketing product and service [6] There are several factors that should be considered before joining in a tradeshow, i.e. location where the event held, participants' booth location, reputation and professionalism of the organizer, trade show cost estimation, the prestige of the event, and reputation of other participants [1].…”

Section: Introductionmentioning

confidence: 99%

Decision Support System Design for Wedding Organizer Tradeshow Selection using AHP and TOPSIS

Soesanto¹,

Rizana

2024

IJIES

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Wedding organizers, as one of the creative industries, often participate in a trade show as one of the marketing mediums. Many wedding-related trades show events are held every year. But the cost to participate in one trade show event is quite expensive and increases from time to time. Thus, before deciding to participate in a trade show, it is important to evaluate whether the trade show events are recommended to join or not. The purpose of this study is to design a decision support system that will help the wedding organizer to decide their participation in a trade show. The decision model was constructed using AHP and TOPSIS methods. There are seven factors considered in the model, i.e., tradeshow location, reputation and professionalism of the organizer, cost estimation, trade show prestige, tenant reputation, time of the event, the attractiveness of the event. By using the AHP method, the priority weight of each factor was calculated. Moreover, the weight obtained will be used in developing a decision model combined with the TOPSIS method. The decision support system was developed afterward by using the SCRUM method. The feature of the system is discussed in the paper.

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“…Literature [14] builds a generalized linear model with LOIT links and binomial family and logistics accelerated failure model, and the results of the study show that the theme of the exhibition, time and place all have a significant impact on the duration of the exhibition. Literature [15] collected exhibitor benchmarking questionnaires through offline. It analyzed the data using SPPS21, based on factor analysis, correlation analysis, structural equation modeling, etc..…”

Section: Introductionmentioning

confidence: 99%

Research on Exhibition Marketing Strategies in the Context of Network Era

Qian

2023

Applied Mathematics and Nonlinear Sciences

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In the network era, consumers’ behavior of shopping through the Internet can be seen everywhere in daily life. In this paper, starting from consumers’ online shopping behavior preference, the equilibrium mode of conventional advertising is studied, based on which the mass and targeted advertising strategies under decentralized and centralized decision-making modes are proposed, respectively. After comparing and studying the marketing channel structure in various modes, the corresponding advertising optimization model was established to derive four theorems. According to the deduced theorems, the enterprise revenue model is constructed and solved to maximize the benefits. Compare the mixed and separated equilibrium models of the two-stage model in the sales process, and at the same time, construct the XGBoost algorithm model to classify the characteristics of consumers’ shopping behaviors and collect the enterprise’s product marketing strategies. The results of the empirical experiments show that the reasons why consumers do not buy the exhibits of Company W are mainly due to “the price is too high”, “the sense of participation is insufficient” and “the attraction is too low”, with the values of 2.5, 2.5, 2.5, 2.5 and 2.5 respectively. The number of consumers who are satisfied and very satisfied with W brand exhibitions is the largest, and the number of people in all four aspects is around 50, so the marketing strategy of W company exhibitions adjusted according to consumer behavioral preferences is effective.

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An exhibitors perspective: factors affecting selection of industrial trade shows in India and the importance of spot sales

Cited by 15 publications

References 46 publications

What is the value of entrepreneurial orientation on the network and performance? An examination in trade fairs context

What is the value of entrepreneurial orientation on the network and performance? An examination in trade fairs context

Decision Support System Design for Wedding Organizer Tradeshow Selection using AHP and TOPSIS

Research on Exhibition Marketing Strategies in the Context of Network Era

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