Abstract
Examines the attendance objectives of Japanese visitors for both a domestic (Japanese) and offshore (US) trade show, and explores the relationship between a successful trade show visit and future attendance intentions. Results suggest that attendees maintain very similar goals for international show attendance regardless of the show's geographical location, but conceptualize successful trade show participation differently. Also demonstrates that successfully achieving different types of attendee objectives significantly increases attendees' interest levels in future attendance at each of the two shows examined. Success in seeing products and trends at the domestic show was found to affect future show interest significantly. Whereas at the offshore US show, successful supplier interaction only affects interest when combined with seeing products and trends and gathering buying process information. These findings have strong implications for researchers investigating the relatively under-studied issues of international buyer behavior at trade shows and practitioners involved in the organization of and exhibition at international events.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 403-418 |
| Number of pages | 16 |
| Journal | Journal of Business and Industrial Marketing |
| Volume | 18 |
| Issue number | 4-5 |
| DOIs | |
| State | Published - Jan 1 2003 |
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All Science Journal Classification (ASJC) codes
- Business and International Management
- Marketing
Cite this
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The effect of successful trade show attendance on future show interest : Exploring Japanese attendee perspectives of domestic and offshore international events. / Smith, Timothy M.; Hama, Kazuyo; Smith, Paul Michael.
In: Journal of Business and Industrial Marketing, Vol. 18, No. 4-5, 01.01.2003, p. 403-418.Research output: Contribution to journal › Review article
TY - JOUR
T1 - The effect of successful trade show attendance on future show interest
T2 - Exploring Japanese attendee perspectives of domestic and offshore international events
AU - Smith, Timothy M.
AU - Hama, Kazuyo
AU - Smith, Paul Michael
PY - 2003/1/1
Y1 - 2003/1/1
N2 - Examines the attendance objectives of Japanese visitors for both a domestic (Japanese) and offshore (US) trade show, and explores the relationship between a successful trade show visit and future attendance intentions. Results suggest that attendees maintain very similar goals for international show attendance regardless of the show's geographical location, but conceptualize successful trade show participation differently. Also demonstrates that successfully achieving different types of attendee objectives significantly increases attendees' interest levels in future attendance at each of the two shows examined. Success in seeing products and trends at the domestic show was found to affect future show interest significantly. Whereas at the offshore US show, successful supplier interaction only affects interest when combined with seeing products and trends and gathering buying process information. These findings have strong implications for researchers investigating the relatively under-studied issues of international buyer behavior at trade shows and practitioners involved in the organization of and exhibition at international events.
AB - Examines the attendance objectives of Japanese visitors for both a domestic (Japanese) and offshore (US) trade show, and explores the relationship between a successful trade show visit and future attendance intentions. Results suggest that attendees maintain very similar goals for international show attendance regardless of the show's geographical location, but conceptualize successful trade show participation differently. Also demonstrates that successfully achieving different types of attendee objectives significantly increases attendees' interest levels in future attendance at each of the two shows examined. Success in seeing products and trends at the domestic show was found to affect future show interest significantly. Whereas at the offshore US show, successful supplier interaction only affects interest when combined with seeing products and trends and gathering buying process information. These findings have strong implications for researchers investigating the relatively under-studied issues of international buyer behavior at trade shows and practitioners involved in the organization of and exhibition at international events.
UR - http://www.scopus.com/inward/record.url?scp=0242329677&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=0242329677&partnerID=8YFLogxK
U2 - 10.1108/08858620310480296
DO - 10.1108/08858620310480296
M3 - Review article
AN - SCOPUS:0242329677
VL - 18
SP - 403
EP - 418
JO - Journal of Business and Industrial Marketing
JF - Journal of Business and Industrial Marketing
SN - 0885-8624
IS - 4-5
ER -