search query: @author Bello, D. C. / total: 7
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| Author: | Bello, D. C. Barksdale, H. C. Jr. |
| Title: | Exporting at industrial trade shows. |
| Journal: | Industrial Marketing Management
1986 : AUG, VOL. 15:3, p. 197-206 |
| Index terms: | INDUSTRIAL MARKETING EXHIBITIONS EXPORT MARKETING |
| Language: | eng |
| Abstract: | The problems encountered by exhibitions as they attempt to export at trade shows are examined. Based on an analysis of export and trade show literatures, hypotheses regarding the types of difficulties exhibitors experience at shows are developed. Data collected from over 200 exhibitors at a major industrial trade show are used to test the hypotheses. The results suggest that the ability to sell to foreign attendees is associated with two internal characteristics of the firm: its commitment to exploring and its show staffing practices. |
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