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

ABSTRACT

Purpose: To identify the factors affecting the selection of trade shows in India and the role of spot sales in decision-making.

Design/methodology/approach: This study uses a primary approach. It has been done with the help of data collected from exhibitors’ responses to a standard questionnaire (appendix) through offline mode. Finally, the collected data was used for analysis with the help of SPSS 21. Multivariate data analysis techniques such as factor analysis, correlation analysis, and structural equation modeling were used in the study.

Findings: The findings of the study revealed that perceived show value was the most important factor of selecting a trade show followed by measurable cost, timing and lastly show attractions. Spot sales were found to make a significant impact on the participating decision-making process. Some of the subjective factors such as facilities within the venue and connectivity to the venue made an impact on the exhibitors' selection of trade shows.

Practical implications: Organising a trade show requires a lot of money and effort and thus it becomes important that such events be successful. Thus, the study could be used by trade show organizers to attract exhibitors for participating in their show.

Originality/value: Although research studies have been conducted on the motives for participating in a trade show in the U.S. and Europe, very few were found relating to the identification of factors affecting the decision to participate. This number becomes still smaller when one considers the case of the growing Indian economy. Looking into these aspects, this study can be considered new and thus its originality remains high.     

电子时钟仿真实现

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Trade Fair or Sales Fair

Abstract

The central aims of this study were to investigate the objectives of participants at the Botswana International Trade Fair, effectiveness of management of the Fair and linkage effects of the Fair on its host city. Data were collected from a convenience sample of exhibitors and visitors, selected on a “mall intercept” basis, using a self-administered questionnaire under the supervision of trained assistants. The study found that the motives of the exhibitors and those of the visitors were highly complementary, as majority of both were motivated by business objectives. Despite the complementarity, the relative dominance of the business objectives was different. While practically all exhibitors were motivated by business objectives, a significant percentage (29) of visitors included social objectives in their motivation. Most of the participants, visitors as well as exhibitors, expressed satisfaction with the achievement of their objectives. They also rated the organisation and management of the fair favourably, except for cost or charges, catering facilities and car park facilities. The preponderance of retailing activities found at the fair gave it the image of a flea market rather than a true trade exhibition. A greater selectivity of exhibitors might help attract more quality visitors, with higher income and greater decision-making authority as well as more business-to-business transactions.     

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Key survival factors in the exhibition industry

This study examines the key survival factors in the exhibition industry. Secondary data were collected from 656 exhibitions held in China from 1981 to 2019. The results of Kaplan-Meier analysis show that the probability of failure is significantly lower in large, first-tier cities such as Shanghai than in smaller cities. The survival probability of machinery exhibitions is significantly higher than that of automobile and motorcycle exhibitions. The results of semi-parametric regression with an extended Cox model reveal five key survival factors, namely, exhibition history, start-up size, trade association connection, relevant industry clusters, and public transportation. However, the influence of exhibition history diminishes with time. The findings provide important managerial implications for both the exhibition industry and hosting cities.     

Trade Show Managers

Abstract

Trade show management is a multi-faceted field, requiring a breadth of skills on the part of those engaged in the craft. Whether they go by the title of Show Manager, Director of Marketing, Vice President of Meetings/Conventions, or Director of Meetings/Conventions, these professionals work with exhibitors, attendees, and service providers to produce their events. The managers of the 200 largest shows in the United States were surveyed regarding their attitudes toward and usage of technology in their jobs. Results indicate that they rely on the Internet to conduct business and will likely increase their usage of this business tool.     

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