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

Author

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  • Seringhaus, F. H. Rolf
  • Rosson, Philip J.

Abstract

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.

Suggested Citation

  • Seringhaus, F. H. Rolf & Rosson, Philip J., 1994. "International trade fairs and foreign market involvement: Review and research directions," International Business Review, Elsevier, vol. 3(3), pages 311-329, September.
    • Handle: RePEc:eee:iburev:v:3:y:1994:i:3:p:311-329
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    Cited by:

    1. José Luis Ferreras-Méndez & Anabel Fernández-Mesa & Joaquín Alegre, 2019. "Export Performance in SMEs: The Importance of External Knowledge Search Strategies and Absorptive Capacity," Management International Review, Springer, vol. 59(3), pages 413-437, June.
    2. Hansen, Kare, 2004. "Measuring performance at trade shows: Scale development and validation," Journal of Business Research, Elsevier, vol. 57(1), pages 1-13, January.
    3. Crick, Dave, 2004. "U.K. SMEs' decision to discontinue exporting: an exploratory investigation into practices within the clothing industry," Journal of Business Venturing, Elsevier, vol. 19(4), pages 561-587, July.
    4. Hedaa, Laurids, 1996. "Customer acquisition in sticky business markets," International Business Review, Elsevier, vol. 5(5), pages 509-530, October.
    5. Ayob, Abu H. & Freixanet, Joan, 2014. "Insights into public export promotion programs in an emerging economy: The case of Malaysian SMEs," Evaluation and Program Planning, Elsevier, vol. 46(C), pages 38-46.

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