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Industrial buyer behavior at trade shows : Implications for selling effectiveness

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  • Bello, Daniel C.

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  • Bello, Daniel C., 1992. "Industrial buyer behavior at trade shows : Implications for selling effectiveness," Journal of Business Research, Elsevier, vol. 25(1), pages 59-80, August.
    • Handle: RePEc:eee:jbrese:v:25:y:1992:i:1:p:59-80
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    Cited by:

    1. Proszowska Anita, 2019. "Information needs of Trade Fair Visitors — A Survey of the Participants of Kompozyt-Expo 2018 and Fastener Poland," Marketing of Scientific and Research Organizations, Sciendo, vol. 31(1), pages 21-39, March.
    2. Santucci, Fabio M. & Callieris, Roberta & Debs, Philippe, 2012. "International Fairs in the Modern Food Systems," International Journal on Food System Dynamics, International Center for Management, Communication, and Research, vol. 2(4), pages 1-12, April.
    3. Munuera, Jose L. & Ruiz, Salvador, 1999. "Trade Fairs as Services: A Look at Visitors' Objectives in Spain," Journal of Business Research, Elsevier, vol. 44(1), pages 17-24, January.
    4. Havlíková, Michaela & Kolářová, A., 2015. "Why Do Agricultural Producers Exhibit at Bread Basket?," AGRIS on-line Papers in Economics and Informatics, Czech University of Life Sciences Prague, Faculty of Economics and Management, vol. 7(4), pages 1-8, December.
    5. Shrihari Sridhar & Clay Voorhees & Srinath Gopalakrishna, 2015. "Assessing the Drivers of Short- and Long-Term Outcomes at Business Trade Shows," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 2(3), pages 222-229, September.
    6. Rittichainuwat, Bongkosh & Mair, Judith, 2012. "Visitor attendance motivations at consumer travel exhibitions," Tourism Management, Elsevier, vol. 33(5), pages 1236-1244.
    7. Johnston, Wesley J. & Lewin, Jeffrey E., 1996. "Organizational buying behavior: Toward an integrative framework," Journal of Business Research, Elsevier, vol. 35(1), pages 1-15, January.
    8. Rosson, Philip J. & Seringhaus, F. H. Rolf, 1995. "Visitor and exhibitor interaction at industrial trade fairs," Journal of Business Research, Elsevier, vol. 32(1), pages 81-90, January.
    9. Ivkov, Milan & Blešić, Ivana & Popov Raljić, Jovanka & Ivkov Džigurski, Anđelija & Pivac, Tatjana & Jovanović, Tamara, 2015. "Visitors’ Motives For Attending A Hybrid Event: A Case Study Of Agricultural Fair," Economics of Agriculture, Institute of Agricultural Economics, vol. 62(1), pages 1-20, March.
    10. Hansen, Kare, 2004. "Measuring performance at trade shows: Scale development and validation," Journal of Business Research, Elsevier, vol. 57(1), pages 1-13, January.
    11. Mora Cortez, Roberto & Johnston, Wesley J. & Gopalakrishna, Srinath, 2022. "Driving participation and investment in B2B trade shows: The organizer view," Journal of Business Research, Elsevier, vol. 142(C), pages 1092-1105.
    12. Borghini, Stefania & Golfetto, Francesca & Rinallo, Diego, 2006. "Ongoing search among industrial buyers," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1151-1159, October.

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