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Considering that low-level general trust may hinder communication, this study aims to detect the factors that can influence general trust between exhibitors and visitors during business-to-business trade fairs.

Based on a literature review and stakeholders’ behavior analysis, a conceptual model of general trust formation between exhibitors and visitors is proposed.

The preconditions of strangers’ general trust patterns mainly include their early experience regarding trust, institutional trust in the environment and trust propensity. Stakeholders’ treatment, trust transfer, on-site restraints, reward and punishment expansion and on-site personnel arrangement may facilitate the formation of general trust between exhibitors and visitors.

This paper is a conceptual article that requires further investigation to verify the main factors that influence general trust and the impact of general trust on other trust components between exhibitors and visitors.

Organizers, exhibitors and visitors should pay attention to participants’ selection, supervision, self-discipline and personnel management before and during trade fairs. International and small-scale, especially new trade fairs in developed and developing countries, must consider additional measures to improve general trust.

The existing literature has not focused on general trust in the trade fair context. In this paper, research on network and relationship marketing is further deepened in terms of a specific trust type. The interactions between stakeholders before and during fair may promote general trust among participants than in other settings, which partially explains why trade fair (even other two-sided markets) can increase social capital.

A growing body of literature highlights the relationship between the marketing strategies for trade shows and performance. However, the effect of exhibitor experience on the international trade show processes has not been addressed in the literature. This chapter fills the gap by examining the moderating role of exhibitors’ trust, commitment, and satisfaction at World Travel Mart London 2017. The purposes are to identify the concepts of experiential marketing, to develop a conceptual framework, and to propose a new perspective on exhibitors’ performance at such events. Using survey data, structural equation modeling was applied to test the theoretical links and assess the value of competing explanations.

This study proposes a literature review and, based on the findings, the authors develop a conceptual framework, attempting to explain how technology may influence visitor behavior and eventually trade show performance.

The present research explores the role of visitors in the trade show context. The analysis specifically focuses on the variables that influence visitors’ participation at business-to-business trade shows and how their satisfaction and perception can be related to exhibition performance. The authors also take into consideration technological trends that prior to COVID-19 pandemics were slowly emerging in the trade show industry.

The findings highlight a continuity between pre-, at and postexhibition phases. Visitors’ behavior represents a signal of how a trade show is perceived as postexhibition purchases and next visit emerge as signals of an exhibition evaluation in relation to visitors’ perception. Besides being urgent tools for the continuity of the sector due to the pandemics, emerging technological trends can be key elements in understanding visitors’ behavior and in boosting their interest and loyalty toward trade shows.

The paper proposes a conceptual model including top notch and innovative technological trends to improve the understandment of visitors’ behavior. Both practitioners in companies and academics might find the study useful, given the digital uplift generated by the pandemics.

This study aims to explore the relationships among antecedents (i.e. quality) and outcomes (i.e. trust, support, theme awareness and extension effect) of satisfaction at the 2013 Osong Cosmetics & Beauty (C&B) Expo held in Korea.

An onsite survey with self-administered questionnaires was administered for this study. A structural equation modeling (SEM) technique was used to analyze the relationships among ten constructs in the research model.

The results indicate that hospitality and product dimensions of quality positively affect satisfaction, satisfaction exerts positive influence on trust and theme awareness, trust performs an important role as a mediator between satisfaction and support and theme awareness significantly mediates satisfaction and extension effect.

This study encourages the Expo’s organizers to manage quality attributes to ensure Expo satisfaction and to consider extension effects of Expo experiences from long-term perspectives. This study also recommends that local governments develop symbolic products with exhibitors to strengthen the association of Expo themes with regions.

The current study highlights the role of quality as an antecedent of satisfaction with the C&B Expo, which has not been well-known despite its crucial role in the industry and the regional economy. It also improves the understanding of the inherent cause–effect relationships among antecedents and outcomes of Expo satisfaction. Therefore, this study provides crucial insights that the C&B Expo could be an effective means to reach target markets and stimulate trust from visitors, which, in turn, would encourage support for the C&B industry and extension effects for C&B products as a whole.

Since our reform and open policy has been adopted, our exhibition industry has increased rapidly. Exhibitions are unique amongst new and established media in enabling customers, prospects and industry colleagues to meet face to face. With the development of network economy, e‐commerce plays a major role on new economy stage. Undoubtedly, it will work on exhibition industry. This paper probes into how to combine e‐commerce with the exhibition industry effectively with particular reference to PR China.

The purpose of this paper is to examine the influence of entrepreneurial orientation on the network and exhibitor’s performance. The entrepreneurial orientation is seen as a highly competitive factor for the company, which can foster its trade fair business.

A survey-based quantitative approach was adopted, including a questionnaire (n = 362) applied to companies participating in trade fairs. To arrive at results, the study developed structural equations modeling techniques, using SPSS 24 and AMOS 20 software.

The study demonstrates positive impacts of entrepreneurial orientation on network capability and consequent exhibitor’s non-sales performance and exhibitor’s sales performance. A conceptual model is presented.

The study was carried out mainly on Portuguese companies, restricting its generalization. In addition, the exhibitor’s performance was measured based on the exhibitors’ level of satisfaction and not on real sales results.

The study offers a process which the results highlight such as innovativeness, proactivity, risk-taking, competitiveness and autonomy (dimensions of entrepreneurial orientation) as a mix of important ingredients for the exhibitor’s networking. The networking promotes intangible results (non-sales performance) that can generate sales (sales performance).

The study is the first research to apply entrepreneurial orientation in the trade fair context and it also presents a relationship between non-sales performance and sales performance.

In this chapter, the analysis-action nexus will be addressed by reviewing studies from across the chapters. The broad themes covered have included governance and sustainability, consumer benefits and experiences, and networking among entrepreneurs and associated opportunities. It is argued that addition to tourism intelligence often lies in improving communication, building trusted connections, and affirming local networks. A focus on the need for trust, the use of tools for insights, the value of identifying new trends, and understanding target markets, together with the usefulness of training and an appreciation of time, help smooth the journey along the long and winding road from analysis to action.

Restaurants with limited promotion budgets depend mainly on word of mouth (WOM) among customers. WOM seems particularly important to the marketing of services. This is because services are experiential in nature and difficult to assess before purchase. In the restaurants context there is little research on WOM. The purpose of this paper is to examine the factors that may influence tourists’ WOM about restaurants implying on the critical role of relationship quality.

A comprehensive literature review is conducted to identify the major factors influencing WOM in the context of restaurant industry. The study utilizes self-administered questionnaire survey and the target population are the customers who have referred to the restaurants of Tehran, Iran. A convenience sampling approach was utilized to collect a sample of 326 customers. A structural equation modeling procedure is applied to the examination of the antecedents of WOM.

The paper found that food quality, personal interaction quality, physical environment quality, and perceived value influence WOM behavior of customer in an indirect way through relationship quality.

This research conjectured that an understanding of factors that influence the tourist to talk each other about a given restaurant are worthy of additional research. Consequently, the study helps to understand how these factors can provide alternative sources of marketing to attract the long-term economic sustainability of restaurant industry in Iran.

To the authors’ knowledge, this research will be the first attempt to explore influential factors on WOM in restaurant industry focusing on the critical role of relationship quality. It is expected that researchers will find this research a contribution to the WOM literature, particularly in restaurant industry.

Geigy Co. Ltd. Stand 75. Diversified application of benzotriazole as a corrosion inhibitor specifically for copper and its alloys is the main theme of Geigy's stand.