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Participate (or not) in International Trade Fairs? Decision Factors of Portuguese Managers


  • José de Freitas SANTOS

    () (Institute of Accounting and Business/CECEJ, Porto Polytechnic, Portugal)

  • Pedro Bruno Mendonça da SILVA

    () (OFFE – Organizaçao Funcional de Feiras e Eventos, Portugal)


Portugal is a small economy, with an open domestic market that needs competitive exporters to prosper. Trade fairs are an international promotion tool that can be used by firms when considering export development and expansion. This study identifies and evaluates the critical factors that influenced the decision making process of Portuguese SME’s (Small and Medium-Sized Enterprises) managers to participate (or not) in international trade fairs. The results indicate that the firm’s critical decisions factors to select an international trade fair were value for money and the stand (location, typology and size).

Suggested Citation

  • José de Freitas SANTOS & Pedro Bruno Mendonça da SILVA, 2013. "Participate (or not) in International Trade Fairs? Decision Factors of Portuguese Managers," REVISTA DE MANAGEMENT COMPARAT INTERNATIONAL/REVIEW OF INTERNATIONAL COMPARATIVE MANAGEMENT, Faculty of Management, Academy of Economic Studies, Bucharest, Romania, vol. 14(5), pages 689-703, December.
  • Handle: RePEc:rom:rmcimn:v:14:y:2013:i:5:p:689-703

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    References listed on IDEAS

    1. Srinath Gopalakrishna & Gary L. Lilien, 1995. "A Three-Stage Model of Industrial Trade Show Performance," Marketing Science, INFORMS, vol. 14(1), pages 22-42.
    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.
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    More about this item


    International trade fairs; Firm’s decision factors; Portuguese SME’s; Principal Component Analysis.;

    JEL classification:

    • M16 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - International Business Administration
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing


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