Macroeconomic impact on trade show goals

Abstract

Purpose

This paper aims to determine what impact an economic recession and recovery had on the selling and non-selling activities of trade show attendees and the subsequent marketing tactic changes.

Design/methodology/approach

Samples were collected from an international trade show during the recession (2009) and during the recovery (2013). The responses were analyzed using ANOVA and structural equation modeling to establish significant changes in activities between the periods and to provide a factor model.

Findings

Direct selling goals do not change during economic conditions. Intangible priorities increase during recessions.

Research limitations/implications

The trade show is limited to one location; therefore, is not a representative sample. Questionnaire design issues did not allow the linking of survey respondents to specific companies; therefore, is not a true longitudinal study.

Practical implications

Companies should focus on prospecting, enhancing corporate image and morale, testing and introducing new products and gathering intelligence during economic downturns. Conversely, companies should focus on sales and servicing clients during economic recovery.

Originality/value

This is the first research to study the macroeconomic impact on marketing tactics over multiple periods in an international setting. Several accepted selling and non-selling instrument goals are measured in an international context. A new model for structuring trade show goals is developed.

Citation

Adams, R., Coyle, T., Downey, C. and Lovett, M. (2017), "Macroeconomic impact on trade show goals", Journal of Business & Industrial Marketing, Vol. 32 No. 5, pp. 710-721. https://doi.org/10.1108/JBIM-10-2015-0186