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Journal article Scopus Source The journal / series is indexed in Scopus (SCImago list). The article itself has not been verified. 18 Citations Quartil Q3

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

Sarmento, Maria , Farhangmehr, Minoo , Simões, Cláudia
ISLA — Instituto Politécnico de Gestão e Tecnologia
Journal of Convention & Event Tourism, Volume 16, Issue 4, 02 10 2015, pp. 273–297
DOI: 10.1080/15470148.2015.1043608

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Abstract
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.

Keywords

#trade fair participation #trade fair organizers #order placement #trade fair visitors #Fair trade #business #Context (archaeology) #Marketing #Exploratory research #Function (biology)

Bibliographic Details

Publication Type Journal article
Publication Year 2015
Journal / Conference / Work Journal of Convention & Event Tourism
ISSN 1547-0148
Volume / Issue Vol. 16 (4)
Pagination pp. 273–297
Quartile (SCImago) Q3
Scopus Indexing Indexed source (via SCImago)

ISLA Authors & Affiliations

M
Maria de Lurdes Marques Amorim de Araújo Faria Sarmento
mlsarmento@gmail.com ID: 901F-8317-52CF
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