Title

Relationship learning at trade shows : its antecedents and consequences

Document Type

Journal article

Source Publication

Industrial Marketing Management

Publication Date

2-1-2006

Volume

35

Issue

2

First Page

166

Last Page

177

Keywords

Channel commitment, Channel consensus, Collective inquiry, International trade shows, Relationship learning, Relationship performance outcomes

Abstract

In spite of the increasingly recognized role of trade shows as a highly cost-effective medium, there are few established guidelines on how to capitalize on these meeting occasions. The relational view of competitive advantage, however, identifies relationship learning as an important avenue for creating differential advantage and supernormal profits in relationships. The purpose of this study is to develop a theoretical model explicating relationship-based learning activities growing out of trade shows, its determinants and performance effect. Specifically, it examines the roles of relationship properties of trade show participants, and collective inquiry approaches used for trade shows, in fostering learning between exhibitors and visitors. The model was tested by a sample of 414 exhibitor-visitor relationship dyads identified at specific trade shows. The direct effect of relationship commitment, consensus, and collective inquiry on relationship learning at trade shows was confirmed. The powerful influence of relationship learning activities on relationship performance outcomes as perceived by exhibitors at trade shows was substantiated.

DOI

10.1016/j.indmarman.2005.03.006

Print ISSN

00198501

E-ISSN

18732062

Publisher Statement

Copyright © 2004 Published by Elsevier Inc

Access to external full text or publisher's version may require subscription.

Full-text Version

Publisher’s Version

Recommended Citation

Li, L.-y. (2006). Relationship learning at trade shows: Its antecedents and consequences. Industrial Marketing Management, 35(2), 166-177. doi: 10.1016/j.indmarman.2005.03.006