Why Are They Here? The Intentions of Brazilian Exhibitors at Business Fairs
DOI:
https://doi.org/10.23925/2178-0080.2022v24i1.52454Keywords:
Exhibitors, Intentions, Business FairsAbstract
The objective this to investigate the motivations that lead companies to participate in business fairs. Based on the literature, three hypotheses have been formulated. The methodological procedures had a qualitative approach, with the data collection performed through personal interviews. The population were companies from the metalworking sector that participate as exhibitors of international business fairs and renowned fairs in their segments. After the data treatment, a content analysis was performed using the Software Interface for Multidimensional Analysis of Textes et de Questionnaires (IRAMUTEQ). This was structured in three stages: analysis of the frequency of relevant terms, analysis of the association of relevant terms and differentiated structuring of discourses. H2 and H3 were tested and H1 was refuted.
Metrics
References
Ahola, E.-K. (2012). Towards an understanding of the role of trade fairs as facilitators of consumer creativity. Journal of Marketing Communications, 18(5), 321–333. Retrieved from http://www.tandfonline.com/doi/abs/10.1080/13527266.2010. 528587
Bathelt, H.; Schuldt, N. (2010). International trade fairs and global buzz, part I: ecologyof global buzz. European Planning Studies, 1957–1974. Retrieved from https://tspace.library.utoronto.ca/bitstream/1807/71368/1/54_Bathelt%26Sh uldt 2010_EPS.pdf
Bathelt, H., Maskell, P., & Malmberg, A. (2004). Temporary clusters and knowledge creation: the effects of international trade fairs, conventions and other professional gatherings. Progress in Human Geography, 28, 31–56. Retrieved from http://journals.sagepub.com.ez372.periodicos.capes.gov.br/doi/pdf/10. 1191/0309132504ph469oa
Bazeley, P., & Jackson, K. (2019). Qualitative Data Analysis with NVivo (3rd ed.). London: Sage.
Blythe, J. (2002). Using trade fairs in key account management. Industrial Marketing Management, 31, 627–635. Retrieved from http://klas.khu.ac.kr/common/ downloadFile.do?fileId=FIL1305291631195da11151
Blythe, J. (2010). Trade fairs as communication: a new model. Journal of Business & Industrial Marketing, 25/1, 57–62.
Brailly, Julien; Favrea, Guillaume; Chatelleta, Josiane; Lazega, E. (2016). Embeddedness as a multilevel problem: a case study in economic sociology. Social Networks, 44, 319–333. Retrieved from http://dx.doi.org/10.1016/j.socnet. 2015.03.005
BRASIL. Ministério do Desenvolvimento, I. e C. E. e M. das R. E. (2016). Calendário Brasileiro de Exposições e Feiras. Brasília. Retrieved from http://www.expofeiras. gov.br/public/files/82580ccaac2bfa4a9c0d74821525924f.pdf
Britto, J., & Fontes, N. (2002). Estratégias para eventos: uma ótica do marketing e do turismo. São Paulo: Aleph.
Brown, B. P., Mohan, M., & Eric Boyd, D. (2017). Top management attention to trade shows and firm performance: A relationship marketing perspective. Journal of Business Research, 81(August), 40–50. https://doi.org/10.1016/j.jbusres. 2017.07.020
Camargo, B. V., & Justo, A. M. (2013). IRAMUTEQ: Um software gratuito para análise de dados textuais. Temas Em Psicologia, 21(2), 513–518. https://doi.org/10. 9788/tp2013.2-16
Chaumier, J. (1997). L’Analyse documentaire ou la valorisation des documents. Recherche En Soins Infirmiers, (50), 99–102.
Churchill, G. A. J., & Peter, J. P. (2005). Marketing: criando valor para os clientes (2nd ed.). São Paulo: Saraiva.
Cogato, A., Meggio, F., De Antoni Migliorati, M., & Marinello, F. (2019). Extreme Weather Events in Agriculture: A Systematic Review. Sustainability, 11(9), 2547. https://doi.org/10.3390/su11092547
Defina, G. (1975). Teoria e prática de análise literária. São Paulo: Pionera.
Domenach, J.-M. (1973). A propaganda política. Lisboa: Círculo Leitores.
Flick, U. (2009). Desenho da pesquisa qualitativa. Porto Alegre-RS: Artmed.
Gaskell, G. (2008). Entrevistas individuais e grupais. In M. BAUER & G. GASKELL (Eds.), Pesquisa qualitativa com texto, imagem e som: um manual prático. Petrópolis-RJ: Vozes.
Geigenmüller, A. (2010). The role of virtual trade fairs in relationship value creation. Journal of Business & Industrial Marketing, 25(4), 284–292. https://doi.org/ 10.1108/08858621011038243
Giacaglia, M. C. (2012). Organização de eventos: teoria e prática. São Paulo: Cengage Learning.
Guessard, B. (2000). Ethique du documentaliste, éthique de l’usage de la documentation. Soins Cadres, (33), 51–52.
Hair Jr., J. F., Celsi, M. W., Ortinau, D. J., & Bush, R. P. (2014). Fundamentos de pesquisa de marketing (3. ed.). Porto Alegre-RS: Bookman.
Jung, C. G. (1910). The association method. American Journal of Psychology, 31, 219–269. Retrieved from http://the-eye.eu/public/Books/Occult_Library/Misc/ Carl G. Jung/Works of C.G. Jung/C. G. Jung - The Association Metho d%281%29.pdf
King, N., Horrocks, C., & Brooks, J. (2019). Interviews in qualitative research (2nd ed.). Sage.
Kotler, P., Hayes, T., & Bloom, P. N. (2002). Marketing de serviços profissionais: estratégias inovadoras para impulsionar sua atividade, sua imagem e seus lucros (2nd ed.). São Paulo: Manole.
Kötter, H. (2019). Exhibition Industry. Key Figures. Retrieved from https:// www.auma.de/en/facts-and-figures/trade-fair-sector-key-figures
Liberati, A., Altman, D. G., Tetzlaff, J., Mulrow, C., Gøtzsche, P. C., Ioannidis, J. P. A., … Moher, D. (2009). The PRISMA statement for reporting systematic reviews and meta-analyses of studies that evaluate healthcare interventions: explanation and elaboration. BJM. Retrieved from https://www.bmj.com/content/bmj/ 339/bmj.b2700.full.pdf
Lovelock, C., & Wright, L. (2006). Serviços: marketing e gestão (6th ed.). São Paulo: Saraiva.
Luoa, Q., & Zhonga, D. (2016). Knowledge diffusion at business events: a case study. International Journal of Hospitality Management, 55, 132–141. Retrieved from http://dx.doi.org/10.1016/j.ijhm.2016.03.007
Maciel, V. (2019, May). Brasil é o país mais procurado, na América Latina, para a realização de reuniões de negócios. Ministério Do Tuismo. Retrieved from http://www.turismo.gov.br/últimas-notícias/12648-brasil-é-o-país-mais-procurado,-na-américa-latina,-para-a-realização-de-reuniões-de-negócios.html
Martin, V. (2014). Manual prático de eventos: gestão estratégica, patrocínio e sustentabilidade. São Paulo: Campus.
Maskell, P., Bathelt, H., & Malmberg, A. (2006). Building global knowledge pipelines : The role of temporary clusters Building Global Knowledge Pipelines : The Role of Temporary Clusters. European Planning Studies, 14(8), 997–1013. https://doi. org/10.1080/09654310600852332
McMillin, D. (2017). How The Economy Is Affecting B2B Exhibitions in 2017. Information + Insperation. Retrieved from https://www.pcma.org/center-for-exhibition-industry-research-index-2017-tradeshow-growth/
Mertens, T. (1992). O teste de associação de palavras na psicologia e psiquiatria: história, método e resultados. Análise Psicológica, 4(X), 531–541.
Mezan, R. (2002). Interfaces de psicanálise. (C. das Letras, Ed.). São Paulo.
Moliner, P., & Vidal, J. (2003). Stéréotype de la catégorie et noyau de la représentation sociale. Revue Internationale de Psychologie Sociale, 16(1), 157–176. Retrieved from https://www.researchgate.net/publication/289066493_Stereotype_de_la _categorie_et_noyau_de_la_representation_sociale
Nystrom, P., & Sanberg, E. (2000). SME´s promotion activities in international trade shows: seven case studies of Swedish shows. International Business and Economics Programme. Retrieved from http://epubl.luth.se/1404-5508/2000/ 097/LTU-SHU-EX-00097-SE.pdf
Reinert, M. (1990). Alceste une méthodologie d’analyse des données textuelles et une application: Aurelia De Gerard De Nerval. Bulletin de Méthodologie Sociologique, 26(1). Retrieved from https://doi.org/10.1177/0759106390026 00103
Robert, A. D., & Bouillaguet, A. (1997). L’analyse de contenu. Paris: PUF.
Rosson, P. J., & Seringhaus, F. H. R. (1995). Visitor and exhibitor interaction at industrial trade fairs. Journal of Business Research, 32(1), 81–90. Retrieved from http://ac-els-cdn-com.ez372.periodicos.capes.gov.br/0148296394000124/1-s2.0-0148296394000124-main.pdf?_tid=0d2b9214-4d18-11e7-a25e-00000aacb 35f&acdnat=1497015315_1d8042f3c53d8ce1abeceda39282e92b
Sampieri, R. H., Collado, C. F., & Lucio, M. del P. B. (2013). Metodologia de pesquisa (5. ed.). Porto ALegre: Penso.
Sarmento, M., & Simões, C. (2018). The evolving role of trade fairs in business: A systematic literature review and a research agenda. Industrial Marketing Management, 73(June 2015), 154–170. https://doi.org/10.1016/j.indmar man.2018.02.006
SENAC, S. N. D. A. C. (2000). Eventos: oportunidade de novos negócios. Rio de Janeiro: Editora Nacional.
Zanella, L. C. (2011). Manual de organização de eventos: planejamento e operacionalização. (4. Ed., Ed.). São Paulo: Atlas.
Downloads
Published
How to Cite
Issue
Section
License
Copyright (c) 2021 Management in Dialogue Review
This work is licensed under a Creative Commons Attribution 4.0 International License.
Authors who publish in this journal agree to the following terms:
1. Authors retain the copyright and grant the journal the right of first publication, with the work licensed simultaneously under a Creative Commons Attribution License after publication, allowing the sharing of work with acknowledgment of the authorship of the work and initial publication in this journal.
2. Authors are authorized to take additional contracts separately, for non-exclusive distribution of the version of the work published in this journal (eg publish in institutional repository or as a book chapter), with acknowledgment of authorship and initial publication in this journal.
3. Authors are allowed and encouraged to publish and distribute their work online (eg in institutional repositories or on their personal page) at any point before or during the editorial process, as this can generate productive changes, as well as increase the and the citation of the published work (See The Effect of Free Access).
