Why Attend Tradeshows? A Comparison of Exhibitor and Attendee’s Preferences

Hyunjeong Spring Han and Rohit Verma
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Hyunjeong Spring Han: HSE - Vysšaja škola èkonomiki = National Research University Higher School of Economics [Moscow]
Rohit Verma: CU - Cornell University [Ithaca]

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Abstract: Tradeshows and conventions continue to thrive in the twenty-first century, both for information exchanges and direct selling, but numerous forces have meant changes in show operation and in participants' selection criteria for attendance. A study of more than 2,500 tradeshow exhibitors and attendees document a clear bifurcation in the reasons for attendance in these two groups. Exhibitors are primarily focused on business and contact development, whereas participants seek a unique experience and are motivated heavily by educational goals. Successful tradeshows will need to satisfy both of these complementary sets of goals. The effects of social media and mobile technology on tradeshows are noticeable but still in flux, as many shows increasingly use virtual methods for information exchange and contact development. Environmental sustainability has become important to both exhibitors and attendees, and budgetary constraints continue to be an issue. Not only are there differences in relative preferences of exhibitors and attendees, but subgroups within each category also show different tradeshow criteria, based on age, frequency of tradeshow visits, career stage, and their technology readiness.

Keywords: tradeshows; tradeshow criteria; meetings; incentives; conventions; and exhibitions (MICE) industry; best–worst analysis; sustainability; social media (search for similar items in EconPapers)
Date: 2014-08-01
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Citations: View citations in EconPapers (2)

Published in Cornell Hospitality Quarterly, 2014, 55 (3), 239-251 p. ⟨10.1177/1938965514537550⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02311937

DOI: 10.1177/1938965514537550

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