Examination in B2B trade show: the effects of competitive intelligence and the information management system on the exhibitor's marketing strategy

Silva, Pedro Mendonça

doi:10.1057/s41270-020-00096-2

Cited by 7 publications

(3 citation statements)

References 51 publications

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“…Previous research indicates that trade shows are highly relevant scenarios for promoting the reputation of participating companies. In fact, participation in B2B fairs frequently has a positive influence on the marketing strategy of companies, given that it is the moment in which strategic information is obtained for exhibitors [68], hence, the great importance of participating in these fairs, which is largely conditioned by the reputation of the company [69].…”

Section: Methodsmentioning

confidence: 99%

Online Reputation for Food Sector Exporters in the B2B Context: The Importance of Sustainability

Puma Flores,

Rosa-Díaz

2023

Foods

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Food exporting companies play a fundamental role in the development of international trade. However, the conceptualization and measurement of their online corporate reputation has not been extensively studied in Business to Business markets, unlike in Business to Consumer contexts. The aim of this research is to identify the variables that determine the online reputation of food companies operating in B2B markets, and to analyze their relationship with the volume of food exports. For this purpose, a three-stage quantitative and qualitative study has been developed, based on in-depth interviews with experts from export organizations and managers of Peruvian food exporting companies, the estimation of an Advanced Sentiment Analysis, the construction of a Total Online Reputation Index (TOR), and the development of regression analysis. The study has identified 13 variables that affect the online reputation of food exporting companies and indicates that the presence of sustainability content on their website and the number of pages visited positively affect the volume of food exports. Moreover, the TOR could have a significant explanatory capacity with respect to company exports. These results constitute a reference guide for both companies in the sector and official export agencies, highlighting the critical aspects to promote their exports.

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Section: Methodsmentioning

confidence: 99%

Online Reputation for Food Sector Exporters in the B2B Context: The Importance of Sustainability

Puma Flores,

Rosa-Díaz

2023

Foods

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“…According to Johan et al (2022), network capabilities can increase administrative access in achieving its goals. Silva (2021) stated the importance of a network in the context of SMEs to overcome resource and performance limitations. Networking capability is also the organizational capacity to form and use social relations to gain access to various resources.…”

Section: H3 Network Capability Has a Positive Effect On Business Perf...mentioning

confidence: 99%

“…In a trade show, exhibitors physically display their products and services to visitors under the guidance of the organizing entity (Bauer & Borodako, 2019;Rai & Nayak, 2020;Silva et al, 2022a). In general, exhibitors place a diverse staff at the booth, such as technicians, executives/top management, sales force, and marketing department (Haon et al, 2020;Silva, 2021). Booth staff is the main service provider to exhibitors during a trade show, so staff selection is crucial (Liu, 2019;Rangarajan et al, 2021).…”

Section: Introductionmentioning

confidence: 99%

The Drivers of Business Performance: Does Sales Force Strategy and Network Capability Matter?

Ahmad

Zulganef

Pratminingsih

2023

jbti

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Many factors that SMEs must consider in driving their business to achieve success. This study attempts to identify and analyze the factors that can encourage the business performance of SMEs by considering sales force strategy and network capability. This study also examines the mediating role of network capability in the influence of sales force strategy on business performance. This study used a quantitative approach, with 140 creative SMEs in Bandung, West Java, as the respondents. The data was collected using a survey and further analyzed using regression and path analysis with SPSS 25 software. The findings indicated that sales force strategy and network capability positively influenced business performance and that sales force strategy influences network capability. Furthermore, this study confirmed that network capability mediated the relationship between sales force strategy and business performance. This study provided implications for both practice and theory.

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Promoting sustainable agri-food systems through sustainability and responsible marketing: The case of peruvian companies at international trade shows

Puma-Flores,

Rosa-Díaz

2024

Journal of Cleaner Production

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Examination in B2B trade show: the effects of competitive intelligence and the information management system on the exhibitor's marketing strategy

Cited by 7 publications

References 51 publications

Online Reputation for Food Sector Exporters in the B2B Context: The Importance of Sustainability

Online Reputation for Food Sector Exporters in the B2B Context: The Importance of Sustainability

The Drivers of Business Performance: Does Sales Force Strategy and Network Capability Matter?

Promoting sustainable agri-food systems through sustainability and responsible marketing: The case of peruvian companies at international trade shows

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