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Journal cover: Journal of Business & Industrial Marketing

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Online from: 1986

Subject Area: Marketing

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The role of virtual trade fairs in relationship value creation


Document Information:
Title:The role of virtual trade fairs in relationship value creation
Author(s):Anja Geigenmüller, (Department of Marketing, Faculty of Economics and Business Administration, Freiberg University of Technology, Freiberg, Germany)
Citation:Anja Geigenmüller, (2010) "The role of virtual trade fairs in relationship value creation", Journal of Business & Industrial Marketing, Vol. 25 Iss: 4, pp.284 - 292
Keywords:Channel relationships, Trade fairs, Value added
Article type:Conceptual paper
DOI:10.1108/08858621011038243 (Permanent URL)
Publisher:Emerald Group Publishing Limited
Acknowledgements:Received: October 2007. Revised: April 2008. Accepted: September 2008.
Abstract:

Purpose – This paper seeks to provide a framework for understanding the role and contributions of virtual trade fairs in developing relationships. Using a relationship communication model, the paper aims to explore the determinants of value creation through virtual trade fairs, emphasising the impact of advanced information and communication technologies on contemporary marketing.

Design/methodology/approach – The paper is a conceptual work which derives research propositions from an extended literature review.

Findings – The paper provides a rationale for factors that determine value creation through virtual trade fairs. The exhibitor firm's understanding of the importance of information, network orientation, capability of customer integration, and relationship attributes are proposed as influences on the effectiveness of virtual trade fairs.

Research limitations/implications – The research has limitations that are due to the exploratory nature of the work. The paper suggests opportunities for further research, particularly approaches to developing measures of effectiveness for virtual trade fairs and for developing integration and interdependencies with other communication instruments.

Practical implications – Referring to existing arguments about the pros and cons of virtual trade fairs, the paper provides a deeper understanding of the content and effectiveness of virtual trade fairs.

Originality/value – The paper sheds light on a phenomenon that, despite its increasing acceptance among practitioners, remains unexplored by marketing research. By providing a better understanding of virtual trade fairs, the paper enriches research on trade fair issues.



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