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Information needs of Trade Fair Visitors — A Survey of the Participants of Kompozyt-Expo 2018 and Fastener Poland

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  • Proszowska Anita

    (AGH University of Science and Technology in Kraków, Faculty of Management, Department of Company Management)

Abstract

The article presents the results of surveys concerning the information needs of people visiting trade fairs and the conditions for satisfying these needs on the example of the participants of KOMPOZYT-EXPO 2018 and FASTENER POLAND. The results of the surveys are preceded by an overview of literature describing the behaviours of people visiting trade fairs.The surveys were conducted during the aforementioned fairs by means of a direct questionnaire. On the basis of 98 cases qualified for analysis it was concluded, among others, that visitors during fairs look mainly for information about novelties in a given branch, about the current situation of the branch. They also look for information of an educational character. Moreover, over a half of respondents declared that they don’t prepare for participation in fairs in any specific way and when they plan the sequence of visits to particular stands, they follow mainly the invitations from exhibitors (over 54%). Summing up their presence at fairs over 30% of respondents don’t use special indicators of assessment.The described surveys, due to small size of the sample, are preliminary in character and refer to a narrow branch represented by respondents, that’s why verification based on a bigger group of respondents and representatives of other branches is required.

Suggested Citation

  • 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.
    • Handle: RePEc:vrs:mosaro:v:31:y:2019:i:1:p:21-39:n:2
    DOI: 10.2478/minib-2019-0011
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    References listed on IDEAS

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    1. Hansen, Kare, 2004. "Measuring performance at trade shows: Scale development and validation," Journal of Business Research, Elsevier, vol. 57(1), pages 1-13, January.
    2. 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.
    3. 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.
    4. Srinath Gopalakrishna & Gary L. Lilien, 1995. "A Three-Stage Model of Industrial Trade Show Performance," Marketing Science, INFORMS, vol. 14(1), pages 22-42.
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