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Top management attention to trade shows and firm performance: A relationship marketing perspective

Author

Listed:
  • Brown, Brian P.
  • Mohan, Mayoor
  • Eric Boyd, D.

Abstract

B2B marketers allocate significant resources to trade shows, but often struggle to make a strong business case for these activities. Responding to calls to justify such investments, this research examines the effect that top management attention to trade shows has on firm value. Based on attention theory, this study suggests that top management's focus on trade show relationship marketing efforts results in better trade show performance. This helps develop market-based assets that in turn augment firm value. Using an event study to extrapolate the contingent effect that top management attention to trade shows has on firm value, the basic hypothesis is supported. Additionally, this research tests three top management orientations that are key to performing trade show relationship marketing activities. The findings address the absence of top management from extant trade show research and provide marketers with new insights related to maximizing their trade show investments.

Suggested Citation

  • Brown, Brian P. & Mohan, Mayoor & Eric Boyd, D., 2017. "Top management attention to trade shows and firm performance: A relationship marketing perspective," Journal of Business Research, Elsevier, vol. 81(C), pages 40-50.
    • Handle: RePEc:eee:jbrese:v:81:y:2017:i:c:p:40-50
    DOI: 10.1016/j.jbusres.2017.07.020
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    References listed on IDEAS

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    5. 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.
    6. Stephan Gerschewski & Natasha Evers & Anh Tuan Nguyen & Fabian Jintae Froese, 2020. "Trade Shows and SME Internationalisation: Networking for Performance," Management International Review, Springer, vol. 60(4), pages 573-595, August.
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