Philip J. Rosson

Visitor and exhibitor interaction at industrial trade fairs

Abstract Although crucial to the success of any trade fair, visitors to such events have been neglected in the literature. We draw together research findings on visitor behavior from a variety of sources. We consider the implications of this behavior for exhibitors and present a model of visitor-exhibitor interaction. Trade fairs should be viewed in a broader network sense.

Management and performance of international trade fair exhibitors: government stands vs independent stands

This paper brings together two significant export management issues: international trade fairs and export promotion. Trade fairs play a market development and expansion role while export support is aimed at building foreign market capability. This study examines companies at international trade fairs exhibiting on government stands and their own, independent stands. Discriminant analysis shows that the two groups of exhibitors differ in company strategy and trade fair performance. As well, staff training activities and visitor attraction are analysed, with the latter showing a clear relationship with performance. Implications for exporters and export promotion agencies are discussed and research directions given.

International trade fairs and foreign market involvement: Review and research directions

Given their history and significance, international trade fairs have received surprisingly little attention from academic writers and researchers. This article reviews the extant literature and develops a framework of international trade fair behaviour of firms. Decisions on selection and participation, performance evaluation, and the broader marketing impact of international trade fairs are identified as key elements for the firm. Directions for future research are developed and research propositions are provided.

International Trade Fairs: Firms and Government Exhibits

International trade fairs are important marketing events for countless firms around the world. Yet despite being important, surprisingly little empirical research has been undertaken in this area. This chapter helps to fill the void. It focuses on international trade fair exhibits that have been organized by government, and examines the behaviour and results of 367 firms exhibiting at 48 international trade fairs in the 1984–86 period. The analysis proceeds at two levels. First, the entire sample is considered so as to provide some benchmark data. Second, recognizing the heterogeneity of firms in the sample, this is followed by analysis of three distinct types: first-time, expanding, and continuing exporters. Trade fairs are found to produce good overall results but considerable variation exists among the participating firms. Continuing exporters generate the most consistent sales, while first-time exporters do less well in sales terms but appear to learn much from participation. Expanding exporters do least well as a group — producing very inconsistent sales and not seeming to benefit so much from the trade fair experience. These results are discussed and possibilities for improving government programming are suggested.

Home heating oil consumption Profiling `efficient' and `inefficient' households

Abstract The escalating cost of energy, as well as numerous campaigns promoting conservation, have led to a reduction in energy consumption by households in many countries. Room exists, however, for further savings, particularly in the area of space heating. The major emphasis of the paper is on establishing profiles of two types of households, which are labelled as ‘efficient’ or ‘inefficient’ in their use of heating oil. These two types of households, are profiled in demographic and lifestyle terms. The findings suggest that the profiles of each type are very consistent across the six conservation actions considered. Having profiled the ‘inefficient’ households, certain conservation programme themes are discussed, for these families offer considerable potential (and challenges) for heating oil conservation efforts.

The internet and SME internationalisation: promises and illusions

The internet is an important business tool and the increasing trade levels reflect that fact. It has been argued that the internet is particularly appealing for small and medium-sized enterprises (SMEs) that wish to internationalise their activities. The objective of this paper is (1) to identify the advantages the internet offers to these SMEs, and (2) to point out some of the drawbacks that SMEs face when carrying out international transactions through the Internet. Eight propositions are developed and ideas for future research discussed.

Stake, Conflict and Performance in Export Marketing Channels

Various aspects of the relationship between export manufacturers and their overseas distributors are examined in study reported in this paper. Some support is found for an association between manufacturer stake in the relationship and conflict level, while strong support is found for an association between conflict and performance levels.

Export Promotion and Public Organizations: Present and Future Research

Public organizations can and do play a useful role in export promotion and development. Smaller companies benefit from these organizations’ programs because they help reduce the barriers standing in the way of foreign market involvement and expansion. A comprchensive review of export programs in various parts of the world was presented in the previous 13 chapters, and is supplemented by the discussion in the Appendix. In this chapter the present body of research knowledge is briefly assessed. This naturally leads to suggestions for future work in this area.