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Article

Maria Sarmento and Cláudia Simões

The purpose of this paper is to provide insights into the association between physical and virtual trade fairs under the conceptual lens of engagement platforms. The…

Abstract

Purpose

The purpose of this paper is to provide insights into the association between physical and virtual trade fairs under the conceptual lens of engagement platforms. The authors build on the idea of business trade fairs (i.e. physical and/or virtual customer touch points) as learning and engagement platforms in service ecosystems.

Design/methodology/approach

The empirical study combines qualitative interviews (n = 16) with trade fair organizers, exhibitors and visitors and a survey (n = 263) comprising open-ended questions administrated to visitors of an international trade fair.

Findings

Findings highlighted the general role that trade fairs have in facilitating companies’ interactions with existing and potential customers. The trade fair develops in physical and virtual platforms, where companies advance business relationships and generate learning experiences and customer engagement. Participants look for solutions to problems and frequently innovation is a consequence of the engagement and learning processes. Yet, while the physical trade fair is instrumental for human personal interaction, namely, to establish informal networks of contacts and face-to-face interactions, virtual trade fairs are highlighted as a catalyst to foster interactivity and connectivity before and after the physical trade fair.

Research limitations/implications

The study endures limitations that may be addressed by future research. For example, studies in similar contexts and in other settings (e.g. different industries) are warranted.

Practical implications

The study offers wide-ranging implications for the principal agents from the trade fair industry: trade fair organizers, exhibitors and visitors.

Originality/value

This research constitutes a preliminary attempt to understand the association between physical and virtual trade fairs and contributes to the discourses on customer engagement and the underlying notion of service ecosystems in the trade fair environment. In particular, the study looks at the role and connections that each platform plays for organizers and participants providing important insights into improving physical and virtual trade fair participation strategies.

Details

European Journal of Marketing, vol. 53 no. 9
Type: Research Article
ISSN: 0309-0566

Keywords

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Book part

Maria Sarmento, Cláudia Simões and Minoo Farhangmehr

This case study discusses the importance of studying buyer and seller interactions, as they are relevant to understand how relationships evolve. It further presents a…

Abstract

This case study discusses the importance of studying buyer and seller interactions, as they are relevant to understand how relationships evolve. It further presents a conceptual foundation for investigating B2B interactions, particularly in the context of the trade fair. The trade fair is presented as a privileged field for relationship building and development, where socialization episodes occupy a relevant role. Data were gathered through observations, interactions, and interviews, spread over a twelve-month field-study of participants at trade fairs, and their comments analyzed within a framework of relationship building. Insights revealed include the importance of innovation versus relational interactions; the informality of interactions; the opportunity for information exchange and learning; social interactions, and relationship development. The chapter concludes by considering that a relationship marketing strategy to B2B trade fair participation is vital for the effectiveness of this business activity and a challenge for exhibitors, visitors, and trade fair organizers.

Details

Field Guide to Case Study Research in Business-to-business Marketing and Purchasing
Type: Book
ISBN: 978-1-78441-080-3

Keywords

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Article

Minoo Farhangmehr, Paulo Gonçalves and Maria Sarmento

This research aims to better understand the main drivers of entrepreneurial motivation among university students and to determine whether entrepreneurship education has a…

Abstract

Purpose

This research aims to better understand the main drivers of entrepreneurial motivation among university students and to determine whether entrepreneurship education has a moderating effect on improving the impact of knowledge base and entrepreneurship competencies on entrepreneurial motivation.

Design/methodology/approach

This study uses a mixed-method approach that combines qualitative interviews and a cross-sectional survey of a sample of 465 university students.

Findings

The study reveals that entrepreneurship competencies are a predictor of entrepreneurship motivation but that knowledge base is not. Additionally, entrepreneurship education does not improve the motivation of university students to become entrepreneurs. These findings suggest that, to increase entrepreneurial motivation, pedagogy should emphasize the development of students’ entrepreneurial psychological and social skills by covering in particular the emotional dimension and critical thinking.

Originality/value

This research contributes to the literature on entrepreneurship education and provides strategic recommendations for university managers and education-policy makers.

Details

Education + Training , vol. 58 no. 7/8
Type: Research Article
ISSN: 0040-0912

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Article

Maria Sarmento, Minoo Farhangmehr and Cláudia Simões

– The purpose of this paper is to develop a conceptual foundation for understanding business-to-business (B2B) interactions at trade fairs.

Abstract

Purpose

The purpose of this paper is to develop a conceptual foundation for understanding business-to-business (B2B) interactions at trade fairs.

Design/methodology/approach

The paper reports a qualitative study that was undertaken to gain in-depth insights into the relevance of the trade fair context for business relationships. Key informants were trade fair organizers, trade fair exhibitors, trade fair visitors and experts in the field.

Findings

Based on a qualitative approach, we propose a conceptual model that allows understanding the importance of relational interactions at B2B trade fairs. The model shows that interactions and networking served through information exchange, and social interaction among participants at B2B trade fairs are vital for relationship building and development. The model also highlights the fact that trade fairs are relevant to develop a relationship marketing strategy that involves interactions and networking with a multitude of players that goes beyond the interactions between exhibitors and visitors. The model also depicts the importance of trade fairs for product innovation and for generating innovative solutions to problems. Overall, findings suggest that a customized approach will become dominant in trade fairs.

Originality/value

This paper’s contribution is twofold: first, to the relationship marketing literature for developing an understanding of the influence of a specific context in promoting particular interaction dynamics capable of affecting relationship development; second, to the literature on trade fairs by focusing on such context from a relationship marketing perspective.

Details

Journal of Business & Industrial Marketing, vol. 30 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

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Abstract

Details

Field Guide to Case Study Research in Business-to-business Marketing and Purchasing
Type: Book
ISBN: 978-1-78441-080-3

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Article

Denise Adriana Johann, Andrieli de Fátima Paz Nunes, Geovane Barbosa dos Santos, Deoclécio Junior Cardoso da Silva, Sirlene Aparecida Takeda Bresciani and Luis Felipe Dias Lopes

Design thinking (DT) is still a relatively new methodology in the context of entrepreneurial education, which presents itself as an important tool for the development of…

Abstract

Purpose

Design thinking (DT) is still a relatively new methodology in the context of entrepreneurial education, which presents itself as an important tool for the development of entrepreneurial skills when inserted into the educational system. This research aimed to analyze studies about DT related to the entrepreneurial mindset in international journals over a period of ten years (2009–2019). Entrepreneurial education has been a constant in academic debates as well as practices and methodologies to apply this education, and such context has moved educational institutions to adopt practices and initiatives focused on the theme.

Design/methodology/approach

The tool used in the present study was the bibliometric database of the Web of Science through the words “Design Thinking” (DT) and “Entrepreneurial Education”. The research is characterized as descriptive and quantitative, and 146 publications were investigated in the period from 2009 to 2019, in the respective database.

Findings

The study also highlighted the new generation of young students forcing a change in education with an approach centered on the individual. Speech does not prevail in the teachers but in the students, and the teacher educator starts to collaborate for this new educational demand with didactics relevant to the world in this way preparing these young people and delivering society to critical, proactive and participatory individuals.

Originality/value

In the course of the study, we observed practices and examples of schools and universities that have adapted ways to allow new interactions in the school environment by promoting and encouraging innovative education.

Details

World Journal of Entrepreneurship, Management and Sustainable Development, vol. 16 no. 4
Type: Research Article
ISSN: 2042-5961

Keywords

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Abstract

Details

Field Guide to Case Study Research in Business-to-business Marketing and Purchasing
Type: Book
ISBN: 978-1-78441-080-3

To view the access options for this content please click here
Article

Sandra Maria Correia Loureiro and Eduardo Moraes Sarmento

The banking sector is devoted to attracting Generation Y customers with their particular tastes and interests. The purpose of this paper is to explore for the first time…

Abstract

Purpose

The banking sector is devoted to attracting Generation Y customers with their particular tastes and interests. The purpose of this paper is to explore for the first time how bank experience influences emotions and perception of brand equity. Using the stimulus–organism–response (S–O–R) framework, the authors consider the perception of brand equity as the outcome.

Design/methodology/approach

A panel based on the method of Walsh and Beatty (2007) with completed and usable questionnaires was used to test the proposed model. The authors selected a sample of 211 respondents. After eliminating some inconsistencies, a final data sample consisted of 205 usable survey participants (male: 58 percent; female: 42 percent).

Findings

Executional excellence, staff engagement and value for money are the most relevant indicators in shaping the overall bank experience. Pleasure is the positive emotion that most enhances the perception of brand equity.

Originality/value

This study extends the S–O–R model by employing dimensions of experience as stimuli and brand equity as response. The study demonstrates the role of emotions (particularly pleasure) in enhancing brand equity among individuals from the Generation Y.

Details

International Journal of Bank Marketing, vol. 36 no. 5
Type: Research Article
ISSN: 0265-2323

Keywords

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Article

Sandra Maria Correira Loureiro, Paulo Rita and Eduardo Moraes Sarmento

The purpose of this study is to contribute with new insights into the nature, dimensionality and measurement of the core essence of the small city boutique hotel (SCBH)…

Abstract

Purpose

The purpose of this study is to contribute with new insights into the nature, dimensionality and measurement of the core essence of the small city boutique hotel (SCBH), something which has been limited in the literature to date. It further explores the conceptual relationships of SCBH with other constructs, providing greater understanding of the nature of these specific conceptual associations and showing that the SCBH scale exhibits construct validity.

Design/methodology/approach

This study followed the Churchill’s paradigm to methodologically design the study and develop the scale. Based on an exploratory qualitative inquiry (one focus group and ten interviews) and quantitative assessment (two surveys), support was found for a three-dimensional scale.

Findings

Results support the proposed measures of the scale (dream, hospitality and style) in terms of construct, convergent, discriminate, nomological and predictive validity. The findings also suggest that while authenticity acts as a SCBH antecedent, pleasant arousal and preference represent SCBH consequences.

Originality/value

By developing and validating a SCBH scale for city destination, this study addresses an identified literature gap. Specifically, it conceptualizes SCBH as guests’ perception about core characteristics of SCBHs located in the city.

Details

International Journal of Culture, Tourism and Hospitality Research, vol. 14 no. 1
Type: Research Article
ISSN: 1750-6182

Keywords

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Book part

Ana Nunes de Almeida, Diana Carvalho and Ana Delicado

Inspired by the debates on participatory methods and drawing from research on “digital childhoods” in Portugal, this chapter aims to address the methodological innovations…

Abstract

Inspired by the debates on participatory methods and drawing from research on “digital childhoods” in Portugal, this chapter aims to address the methodological innovations and challenges in collecting visual and digital data with children at their homes. As one of the stages of a research project on internet use, children were asked to take photos of their favorite objects at home and to collect screenshots of their most used webpages, followed by a conversation with the researcher. The use of photography allowed children greater expression and autonomy and gave researchers access to the children’s own perspectives on their home environment. It also provided unique information about the arrangement of digital objects at home and their different appropriations by girls and boys. Screenshots showed creative uses of the internet by children and gender differences. Ethical concerns were raised, due to the specific nature of working with children and with visual material (anonymization and dissemination). Entering the domestic setting provided a privileged access to children’s private sphere and to the in situ observation of their use of technology. However, the home is not a neutral place for a researcher and crossing the border into the private domain involves risks. These findings, illustrated by empirical examples from the research field, stress the importance of reflecting on and discussing the potentials, limitations, and ethical considerations of different methodologies, as well as their suitability to specific research objects, subjects, and contexts.

Details

Researching Children and Youth: Methodological Issues, Strategies, and Innovations
Type: Book
ISBN: 978-1-78714-098-1

Keywords

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