Participating in Business-to-Business Trade Fairs: Does the Buying Function Matter?

This research aims at understanding the main reasons for business-to-business trade fair participation and for visitors' interaction with suppliers. The nature of the study is exploratory and combines qualitative interviews with trade fair organizers, experts, and trade fair participants, and a survey administered to visitors of an international trade fair held in Portugal. The study revealed that visitors do not highlight buying at these events and the most experienced visitors are the ones who devalue most buying at trade fairs. Interestingly, even when considering the most important supplier with whom visitors have interacted, they do not underline using the trade fair context to place orders. Such conclusion allows drawing managerial implications for trade fair participants and organizers.     

Grounds of Visitors' Post-Trade Fair Behavior: An Exploratory Study

ABSTRACT

This paper attempts to gain a deeper understanding of trade fairs as services, analyzing determinants of visitors' post-trade fair behavior (i.e., global satisfaction and future intention) according to their main objectives for trade fair participation. We discuss the fact that trade fairs represent a peculiar type of service, since the evaluation of satisfaction with the trade fair depends not only on the service provider (the organizer) but also on another stakeholder (the exhibitor). The nature of the study is exploratory and uses a survey applied to visitors at a business-to-business (B2B) international trade fair held in Portugal. The main conclusion is that, in the particular case of trade fairs as services, the role of the exhibitor is more important than the role of the organizer in determining the visitor's global satisfaction and intention to participate in future editions of the trade fair. The study contributes to trade fairs and services marketing literature and allows drawing of managerial implications, particularly relevant to trade fair organizers.     

The changing consumer in Portugal

The 1980's for Portugal was a period of remarkable changes and a number of events influenced the decade significantly. Changes in environmental variables had great impact on the behaviour of Portuguese consumers and the marketing management of firms. This article reviews the changes along a number of variables which are relevant for decision-making in marketing in Portugal. Economic environment, demographic developments, cultural and attitude changes, variables related to Portuguese consumers and changes in macro marketing-mix will be assessed. The future trends of these variables will be reviewed and their implication for marketing management in the remaining years of this century will be considered.     

Consumer and retailer perceptions of hypermarkets and traditional retail stores in Portugal

Since its appearance in the mid 1980s, the hypermarket is a symbol of the modernisation of Portugal. It has dramatically changed not only the retailing structure in this country but also Portuguese buying behaviour. To better understand these changes, personal interviews were conducted with 500 Braga consumers. In addition, a mailed survey was administered in the same market to 204 traditional retailers. The results show that, for consumers, the hypermarket is the preferred type of retail store for frequently purchased packaged goods, due to its low prices and convenient one-stop shopping. The perception of traditional retailers is that the hypermarkets affected them negatively. The comparative analysis suggests that, although consumers do not have a negative opinion about traditional retail, they do not share the same favourable opinion that traditional retailers have about themselves.     

Roles of intangible cultural heritage in tourism in natural protected areas

The ‘new paradigm’ for protected areas emphasizes communities and their cultural assets, including intangible cultural heritage, as critical and inseparable parts of these areas. As tourism can be a significant factor in the economic framework of natural protected areas (NPAs), the prominent role of the community can have important implications. This paper reports on one of the first empirical studies on the interaction between intangible cultural heritage and tourism in an NPA with a special focus on the role of intangible cultural heritage. It is based on six months of qualitative ethnographic fieldwork in Qeshm Geopark, in the South of Iran. Local intangible cultural heritage is found to manifest and be used in tourism in three distinct ways: First, as a source of attraction and addition to any tourism offerings; second, as conservation tool, especially where the natural environment has strong cultural meanings for the local community; and third, as a driver for facilitating culturally and naturally sensitive behaviour by visitors. Concluding statements address any conceptual and practical implications.     

Why bad feelings predict good behaviours: The role of positive and negative anticipated emotions on consumer ethical decision making

Research suggests that emotions can greatly influence consumer decision making and behaviours. Notwithstanding, our understanding of the role of anticipated emotions in what is an inherently complex deliberation process—that of consumer ethics—is still quite limited. The present study thus aims to address this gap, in two key ways: first, by measuring the influence of positive and negative anticipated emotions at each stage of the consumer ethical decision making process; and second by describing the specific emotions that most affect each component of the consumer ethical deliberation process and assessing their relative weight in predicting decisions involving ethical issues. Through the examination of 603 ethical situations and using multiple regression analysis, the findings indicate that anticipated emotions can account for up to 59% of the variance in consumer decisions involving ethics. Anticipating the experience of negative emotions as a result of carrying out an unethical behaviour was the affective component found to most influence consumer ethical deliberation process; and anticipated guilt was the discrete emotion exerting the greatest effect on consumer decision making in ethical situations. The findings indicate that more than feeling good, consumers avoid feeling bad; such that ethically favourable decisions emerge to prevent experiencing negative emotions in the future.