Visitor and exhibitor expectations and outcomes at trade exhibitions

Marketing Intelligence & Planning

Volumn 17, Issue 2, 1999, Pages 100-110

  Blythe, Jim ^a  

^a University of Glamorgan   (United Kingdom)

Author keywords

Customer requirements; Exhibitions; Marketing planning; Trade fairs

Indexed keywords

EID: 33746832724     PISSN: 02634503     EISSN: None     Source Type: Journal    
DOI: 10.1108/02634509910260959     Document Type: Article

References (26)

1. Barczyk, C.G., Glisan, G.B. and Lesch, W.C. (1988), “Trade show participation/inter-industry and organisational motives”, Journal of Professional Services Marketing, Vol. 4 No. 1.
2. Bellizzi, J.A. and Lipps, D.J. (1984), “Managerial guidelines for trade show effectiveness”, Industrial Marketing Management, Vol. 13, pp. 49-52.
3. Bello, D.C. and Lohtia, R. (1993), “Improving trade show effectiveness by analysing attendees”, Industrial Marketing Management, Vol. 22, pp. 311-18.
4. Blythe, J. (1997), “Does size matter? Objectives and measures at UK trade exhibitions”, Journal of Marketing Communications, Vol. 3 No. 1, March.
5. Blythe, J. and Rayner, T. (1996), “The evaluation of non-selling activities at British trade exhibitions – an exploratory study”, Marketing Intelligence > Planning, Vol. 14 No. 5.
6. Bonoma, T.V. (1983), “Get more out of your trade shows”, Harvard Business Review, Vol. 61, pp. 75-83.
7. Cavanaugh, S. (1976), “Setting of objectives and evaluating the effectiveness of trade show exhibits”, Journal of Marketing, Vol. 40, October, pp. 100-3.
8. Chonko, L.B., Tanner, J.F. and McKee, J. (1994), “Matching trade show staff to prospects”, Marketing Management, Vol. 3, pp. 40-3.
9. Cotterell, P. (1992), Exhibitions: An Exhibitor's Guide, Hodder > Stoughton, London.
10. Couretas, J. (1984), “Trade shows and the strategic mainstream”, Business Marketing, Vol. 69, pp. 64-70.
11. EIF Centre for Leisure and Tourism Studies (1994), The Exhibition Industry Research Report – the Facts 1994, London.
12. Galginaitas, C. (1980), “Trade shows exhibit some promise”, Advertising Age, Vol. 51, s14-s15, 9 June.
13. Gopalakrishna, S. and Lilien, G. (1995), “A three-stage model of industrial trade show performance”, Marketing Science, Vol. 14, Winter, pp. 2-42.
14. Gopalakrishna, S., Lilien, G.L., Williams, J.D. and Sequeira, I.K. (1995), “Do trade shows pay off?”, Journal of Marketing, Vol. 59, July, pp. 75-83.
15. Gramann, J. (1993), “Independent market research”, Centre Exhibitions, National Exhibition Centre.
16. Gramann, J. (1994), “Independent market research”, Centre Exhibitions, National Exhibition Centre.
17. Jacobsen, D. (1990), “Marketers say they'll boost spending”, Business Marketing, Vol. 75, March, pp. 31-2.
18. Kerin, R.A. and Cron, W.L. (1987), “Assessing trade show functions and performance: an exploratory study”, Journal of Marketing, Vol. 51, pp. 87-94.
19. Konopacki, A. (1978), “More products, competition and companies = more exhibit dollars”, Industrial Marketing, Vol. 63, p. 71.
20. Marketing Pocket Book (1997), Advertising Association, NTC Publications, Henley-on-Thames.
21. Mee, W.W. (1988), “Trade shows: here to stay – are they in your future?”, Association Management, pp. 50-6.
22. Rossiter, J. and Percy, L. (1987), Advertising and Promotion Management, McGraw-Hill, New York, NY.
23. Sashi, C.M. and Perretty, J. (1992), “Do trade shows provide value?’’, Industrial Marketing Management, Vol. 21, pp. 249-55.
24. Shipley, D., Egan, C. and Wong, K.S. (1993), “Dimensions of trade show exhibiting management”, Journal of Marketing Management, Vol. 9 No. 1, January.
25. Trade Show Bureau (1983), “The exhibitor/their trade show practices, Research Report No. 19”, East Orleans, MA.
26. Waterhouse, D. (1987), Making the Most of Exhibitions, Gower Press, Aldershot.